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Basics of Sales
The document discusses consultative and needs-based selling, emphasizing the importance of understanding customer needs and prioritizing them to communicate unique value effectively. It highlights that consumers are more informed, and therefore, salespeople must act as trusted partners who provide tailored solutions. Key skills for successful consultative selling include situational, product, and communication knowledge, as well as the ability to ask probing questions to identify the underlying needs of buyers.
Basics of Sales
- 1. Basics of Sales Andre Delicata
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- 3. Your business is never really good or bad “out there.” Your business is either good or bad right between your own two ears. Zig Ziglar
- 4. FACT: Consumers aregetting smarter. QUESTION: Are sales people getting smarter?
- 5. Fact: With accessto the internet buyers often know as more than the sales person. They are often more familiar with your competitors’ products and their pricing.
- 6. FACT: People don’tcare how much you know until they know how much you care.
- 7. FACT: You willnot meet your sales numbers if: You are unable to identify & effectively communicate unique value by understanding and prioritizing customer needs.
- 8. The Important Question What’s important to you about that? …And what’s important about that? …And ultimately what’s the most important? The concept of the need, And the concept of the need behind the need! 8
- 9. 9 What isSelling ? Selling is a professional, interactive process directed toward demonstrating to all your buyers how your product or service serves their self interest, and will enhance their lives.
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- 14. People buy Benefitsnot Features
- 15. People buy Benefitsnot Features
- 16. People buy Benefitsnot Features
- 17. Consultative Selling –SellingSolutions • Consultative selling /Solution Selling emphasizes customers needs and meeting those needs with solutions • Asks more questions for better understanding and for clarification • Provides customized and value-added solutions • Develops intimate business relationship focusing on long-term (ROC – Return on Customer besides ROI Return on Investment)
- 18. Solution Selling IsA Process • Solution selling allows the salesperson to solve their customers business problems and achieve positive results • Solution selling requires skills that include: • Situational knowledge • Product knowledge • Industry knowledge • Competitive knowledge • People skills • Communication skills
- 19. Solution Selling •Buyers want a salesperson who has an understanding of their situation. • A salesperson that can add value to the buyer’s situation. • When you don’t offer these, • The buyer goes to your competitor • Searches the internet for their answer
- 20. Consultative Selling •Consultative selling is the process of working with your customer to reach their strategic goals • The salesperson is a trusted partner and orchestrates the resources required to satisfy the the Customer’s needs, expectancies and aspirations • The salesperson acts as a consultant providing knowledge and feedback to the customer • The salesperson is a friend and relationship-builder focusing on long-term partnerships • The salesperson is always asking provocative questions to better understand his/her Customers and their needs.
- 21. Consultative Selling Understandthe need and the need behind the need What? Why? How? When?…… Impact Is this causing……. Solutions & Capabilities What if……..
- 22. Offering a SOLUTION….Whatis your VALUE PROPOSITION???? • Be prepared to offer a Value Proposition to the buyer • A Value Proposition is a clear and defined statement that offers tangible benefits from the solutions you are offering • i.e. This CRM System can provide you with sales call frequency tracking, territory sales, product line sales • Our Inventory Control software is designed to be user-friendly • This low-energy commercial dishwasher will save you up to 30% on your utility bills because of its “TECHRON MICRO CHIP” developed especially for GE appliances
- 23. Value Propositions ToConsider
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