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1.-Sales-Strategies-PPT_NB.pptx
- 1. Licensed under Creative Commons Attribution – ShareAlike 4.0 International The Art of Sales
- 2. The old world of sales
- 3. The new world of sales
- 4. The old ABCs of selling Always Be Closing Make the sale (no matter what it takes!)
- 5. The new ABCs of selling A B C Attunement Buoyancy Clarity Reference: Daniel Pink: “To Sell is Human”
- 6. A is for Attunement Be attuned to your customers’ needs and motivations. Listen to your customers rather than talking at them.
- 7. A is for Attunement Partner role-playing exercise: One partner will be a “customer.” The other partner will be a “salesperson.” After five minutes, switch roles.
- 8. A is for Attunement Guidelines: The “salesperson” establishes the conversation topic by asking one question. E.g., “What’s your biggest frustration in school?” After that initial question, the salesperson advances the conversations in two ways: 1. Asking “Why?” 2. Asking for more detail.
- 9. A is for Attunement You have five minutes.
- 10. A is for Attunement Salespeople: What did you learn? Customers: How did that feel?
- 11. A is for Attunement Switch roles: Five more minutes
- 12. B is for Buoyancy In sales, you will encounter rejection more than success. Remain buoyant (optimistic) by understanding why some sales leads work out, while others don’t.
- 13. B is for Buoyancy Prospects: Test your assumptions by interacting with leads. Customers: Convert prospects to customers by answering all their questions. Leads: There will be a lot of people you assume will be interested.
- 14. Filling the sales funnel Outbound sales: You go to the customers Ideal for high-cost products (e.g., custom computer systems, bulk orders) Inbound sales: The customers come to you Ideal for high-volume, low-cost products (e.g., an app)
- 15. C is for Clarity Clarify who you are selling to, and it will become much easier to refine your sales approach.
- 16. Business to business (B2B) • Selling to organizations • Outbound sales • Goal: Secure bulk orders from a few large clients Business to customer (B2C) • Selling to individuals • Inbound sales • Goal: Attract large numbers of individual customers C is for Clarity Who are you selling to?
- 17. Business to business (B2B) Customize the message to the unique needs of your large clients. Demonstrate your willingness to collaborate with the client. Business to customer (B2C) Create universal messages for different customer groups. Demonstrate the widespread appeal of your product or service. C is for Clarity Refine your message
Editor's Notes
- Discussion question: Why do you think that salespeople had a negative reputation in the past? Focused on moving product rather than understanding the needs of the customer Unequal balance of power—they had more information than their customers Because of the two items above, there was often a sense of manipulation
- Discussion question: How has the internet changed your purchasing habits?
- The old ABCs of selling: Always Be Closing
- Source: Daniel Pink “To Sell is Human”: https://www.youtube.com/watch?v=nKrBitIQrgo
- 15-minute active listening exercise
- 15-minute active role-playing exercise
- 15-minute active listening exercise
- Have a quick debrief discussion before switching roles. Have a couple of groups volunteer to share their experience.
- Have a final debrief after this: What is difficult about not being able to control this conversation? Why is it valuable to let the customer be in charge?