The document discusses seven steps for successful selling: 1) prospecting and getting customers, 2) building rapport and trust, 3) identifying customer needs, 4) presenting solutions, 5) answering objections, 6) getting a commitment, and 7) follow through/follow up. It emphasizes the importance of overcoming objections by listening to customers, asking questions to understand their needs, and highlighting the benefits of the product to address their concerns. The document also provides strategies for closing the sale and getting customer commitment through direct requests, emphasizing important benefits, using testimonials, and following up after the sale.
Results, conclusions and recommendations from the Value Selling Survey 2015 - Research conducted in Germany, Switzerland, Benelux by Mercuri International and St Gallen University , based on survey of 278 B2B Companies.
Front Office Sales & Marketing
Introduction to Marketing
Role of Front Office
Core Concepts of Marketing
Marketing Management Philosophies
Market Mix
Relationship between Front Office & Sales & Marketing
Market Segments
SMERF
Market Segment Strategies
Importance of Market Segments
Selling Techniques
Guest Satisfaction
Presentation on Heart of the Sales, Close or lose, Believers are closer's, closer's own what they sell, Can't afford it, Encouraging closure, Emphasis benefits, Avoid win-lose situation, Split the differences, Suggest alternatives, Assertive Vs Aggressive, Closing is a learned skill, Body Language, Non verbal behavioral aspects, Read the face, Buying signals, Closing skills, The big sales mistakes, Post sales.
Results, conclusions and recommendations from the Value Selling Survey 2015 - Research conducted in Germany, Switzerland, Benelux by Mercuri International and St Gallen University , based on survey of 278 B2B Companies.
Front Office Sales & Marketing
Introduction to Marketing
Role of Front Office
Core Concepts of Marketing
Marketing Management Philosophies
Market Mix
Relationship between Front Office & Sales & Marketing
Market Segments
SMERF
Market Segment Strategies
Importance of Market Segments
Selling Techniques
Guest Satisfaction
Presentation on Heart of the Sales, Close or lose, Believers are closer's, closer's own what they sell, Can't afford it, Encouraging closure, Emphasis benefits, Avoid win-lose situation, Split the differences, Suggest alternatives, Assertive Vs Aggressive, Closing is a learned skill, Body Language, Non verbal behavioral aspects, Read the face, Buying signals, Closing skills, The big sales mistakes, Post sales.
Jerome the Salesman is committed to leading and assisting the young generation with socio-cultural and entrepreneurial empowerment. Jerome Adzah is an entrepreneur, a volunteer and a passionate sales & marketing professional with over 7 years’ experience in providing services to financial institutions, FMCG’s, Recruitment Agencies, IT and Business consultancies etc.
Too often when sales go down people start blaming the sales people, but there are many reasons why sales are made or not made. Only one reason is the activities of the sales people. Therefore, I created and have given a seminar on managing the selling process. It has been my most enjoyable seminar over the years. Here it is for you. I hope you find it informative and interesting. If you have any questions or comments, please let me know.
Staying In Droves: How to Win the Customer Retention Revolution (Full eBook)MaxMedia
Full version of the eBook is now available. It is suggested you use "view full screen" option.
Includes a Step-by-Step System, and 58 Ideas, Strategies, Trends, Examples and Tips to Help You Retain More Customers and Emerge Triumphant From the Recession.
How secure are your best customers? How sure are you?
Whether you realize it or not, you are in an all-out battle for your customers. A battle the likes of which hasn’t been seen in decades. Just like any army would prepare for battle, you need a plan of attack.
What if there were a system that was specifically designed to strengthen your customer relationships? Imagine a customer base so loyal that:
- Virtually no amount of pricing discounts would lure them away
- They couldn’t wait to refer their friends and associates to you
- They would forgive you when you made a mistake
Whether for-profit or nonprofit, customer retention strategies are the same. Here are seven strategies to retain your customers that you should consider.
Sales training course 2020 - START SELLINGFraser Hay
Sales training course 2020 - START SELLING is an overview of the sales training coaching programme from Grow Your Business.
Whether you need sales training, help with sales prospecting, pipeline management, lead generation,sales appointments, sales proposals and closing more sales, then check out our programme at https://www.growyourbusiness.tv
TAGS;
sales training course 2020, sales training course, start selling, selling course, sales pipeline management, sales prospecting, lead generation, sales appointments, sales management, sales proposals, sales appointments, selling skills, sales coaching, sales coach, selling, sales training, selling skills, sales skills course, selling skills course, sales course 2020, sales course
A brief insight into the Sales Challenges we solve at 'The Joshua Rozario Company' through the Consultative Selling and Experiential Learning Methodology.
How to Improve sales Basics and Advance TechniquesSelf-employed
Ready to use presentation : How to Improve sales Basics and Advance Techniques
The ability to sell someone something - whether it's a product, a service, or an idea - is the fundamental skill at the core of many, many jobs in the business world. When it comes to closing a sale, it's not all about smooth-talking your buyer. It's just as important to be able to listen intently, think critically, and to intelligently apply effective sales techniques. By doing these things, not only will your personal sales increase - your business's will as well.
Jerome the Salesman is committed to leading and assisting the young generation with socio-cultural and entrepreneurial empowerment. Jerome Adzah is an entrepreneur, a volunteer and a passionate sales & marketing professional with over 7 years’ experience in providing services to financial institutions, FMCG’s, Recruitment Agencies, IT and Business consultancies etc.
Too often when sales go down people start blaming the sales people, but there are many reasons why sales are made or not made. Only one reason is the activities of the sales people. Therefore, I created and have given a seminar on managing the selling process. It has been my most enjoyable seminar over the years. Here it is for you. I hope you find it informative and interesting. If you have any questions or comments, please let me know.
Staying In Droves: How to Win the Customer Retention Revolution (Full eBook)MaxMedia
Full version of the eBook is now available. It is suggested you use "view full screen" option.
Includes a Step-by-Step System, and 58 Ideas, Strategies, Trends, Examples and Tips to Help You Retain More Customers and Emerge Triumphant From the Recession.
How secure are your best customers? How sure are you?
Whether you realize it or not, you are in an all-out battle for your customers. A battle the likes of which hasn’t been seen in decades. Just like any army would prepare for battle, you need a plan of attack.
What if there were a system that was specifically designed to strengthen your customer relationships? Imagine a customer base so loyal that:
- Virtually no amount of pricing discounts would lure them away
- They couldn’t wait to refer their friends and associates to you
- They would forgive you when you made a mistake
Whether for-profit or nonprofit, customer retention strategies are the same. Here are seven strategies to retain your customers that you should consider.
Sales training course 2020 - START SELLINGFraser Hay
Sales training course 2020 - START SELLING is an overview of the sales training coaching programme from Grow Your Business.
Whether you need sales training, help with sales prospecting, pipeline management, lead generation,sales appointments, sales proposals and closing more sales, then check out our programme at https://www.growyourbusiness.tv
TAGS;
sales training course 2020, sales training course, start selling, selling course, sales pipeline management, sales prospecting, lead generation, sales appointments, sales management, sales proposals, sales appointments, selling skills, sales coaching, sales coach, selling, sales training, selling skills, sales skills course, selling skills course, sales course 2020, sales course
A brief insight into the Sales Challenges we solve at 'The Joshua Rozario Company' through the Consultative Selling and Experiential Learning Methodology.
How to Improve sales Basics and Advance TechniquesSelf-employed
Ready to use presentation : How to Improve sales Basics and Advance Techniques
The ability to sell someone something - whether it's a product, a service, or an idea - is the fundamental skill at the core of many, many jobs in the business world. When it comes to closing a sale, it's not all about smooth-talking your buyer. It's just as important to be able to listen intently, think critically, and to intelligently apply effective sales techniques. By doing these things, not only will your personal sales increase - your business's will as well.
The 1-Minute VALUE PROPOSITION ACT: A Simpler and Scalable Toolkit for Design...Rod King, Ph.D.
Peter Drucker, the late Management Guru, once said: "Because the purpose of business is to create a customer, the business enterprise has two – and only two – basic functions: marketing and innovation." The 1-Minute Value Proposition Act focuses on radically improving the two basic functions of a business: Marketing and Innovation.
Also, the 1-Minute Value Proposition Act contains a simple but powerful visual marketing tool that helps enterprises, startups, and established businesses to develop Magnetic Value Propositions in 1 Minute. If you'd like to rapidly reDesign, test, and manage your business (and personal) value propositions, check out the 1-Minute Value Proposition Act. Benefits of obtaining a Magnetic Value Proposition (MVP) include systematic engagement, acquisition, and retention of more customers.
So, why not test-drive the 1-Minute Value Proposition Act?
Focus is on the process of creating a crisp and concise value proposition for your start-up. Learn how to answer the essential question, “what is the value you bring to your customers?” without getting into the details of your technology.
Formulating a good value proposition is an essential step for any start-up and lies at the core of many of the other tools entrepreneurs need to develop, such as market analysis, business modeling, finding funding and delivering an investor or customer pitch.
The resources below offer a foundation upon which you can build your knowledge and skills in these areas.
Entrepreneurship101 - Designing a Value Proposition with Joseph WilsonMaRS Discovery District
This lecture focuses on the process of creating a crisp and concise value proposition for your start-up. Learn how to answer the essential question, “What is the value you bring to your customers?” without describing the details of your technology.
Formulating a good value proposition is an essential step for any start-up and lies at the core of many of the other tools entrepreneurs need to develop, including market analysis, business modeling, finding funding and delivering an investor or customer pitch.
http://www.marsdd.com/events/details.html?uuid=27af9124-bd2b-43fe-a920-9fb9295c1357
The Top 5 Marketing Discoveries of 2015: 12 months of research in just 60 min...MarketingExperiments
At MarketingExperiments, 2015 has been another great year full of new research and discoveries about what makes customers say 'yes.' It’s not easy to attend or watch every Web clinic, so we want to provide you with the opportunity to catch up on what you may have missed.
In this 60-minute webinar, we looked back at our thousands of hours of research from 2015 to bring you five of the most surprising, actionable discoveries from the year. These simple principles will help you to quickly improve multiple aspects of your digital campaigns — from subject lines and calls-to-action to visitor engagement and mobile design.
With 2016 fast approaching, now is the time to make sure that all of the elements of your digital marketing campaigns are as effective as they can be. Join us on December 9 to learn quick, actionable tactics for improving your marketing collateral in time for the new year.
From ITC Agent Conference 2016...
"I don't sell on price. I sell on value." That's fine, but offering what people need will not get people in the door. Consumers want a low price. However, their coverage needs do not often call for that lower price offering. The direct writers know this all too well. In this breakout learn how to use price-based marketing to attract leads but then sell on value.
Strengthen your copy in 35 minutes: Proven strategies to boost the effectiven...MarketingExperiments
You are under constant pressure to quickly pump out copy, often under seemingly impossible deadlines. Without always having the time to test, how can you give your copy the best chance of actually being effective?
In this 35-minute Web clinic, we’ll dive into over 15 years of research from the MECLABS Institute to answer such questions as:
• How long should your copy be?
• What format should it take?
• What should you emphasize?
• What order should it be presented in?
During the November Web clinic, we will share numerous tests that have revealed actionable tactics to strengthen copy across emails, landing pages and PPC ads, and provide attendees with transferable takeaways that they can leverage for their own copy.
Jim Ninivaggi, Sales Enablement Research Director at Sirius Decisions and Henry Schuck, DiscoverOrg Co-founder and CEO will discuss the top issues getting in the way of sales effectiveness for sales teams today including
- Engineering value from the first call
- Understanding your buyer
- Leveraging opportunities to disrupt the status quo
Everyone "knows" that B2B customers buy products when you show them the economic advantages of buying your offering. Often, you can develop a strong economic argument without collecting massive amounts of data, installing enterprise software systems or spending a ton of money. In this webinar, Jim Geisman of Software Pricing Partners shares his extensive experience working with companies to sharpen their value propositions.
Jim Geisman provides practical advice and tips that have helped B2B marketing and sales professionals in companies ranging in size from global companies to start-ups.
Site Banners Tested: How Minor Changes led to a 433% increase in clickthrough...MarketingExperiments
Is your site banner doing a good enough job effectively conveying critical information to your customer? How can you tell?
And is a banner even beneficial to your specific site?
Past MarketingSherpa eye-tracking research has shown that up to 80% of repeat site visitors exhibit banner blindness, ignoring certain areas of a page entirely if they believe the content will not directly address their needs.
How can you best leverage this prime real estate to boost site performance, rather than hurt clickthrough and conversion?
In this 35-minute Web clinic – Mike Loveridge, Head of Digital Test and Learn, Humana, will join the MarketingExperiments team live to discuss a series of banner tests that his team carried out, including one test that increased clickthrough by 433%.
Does Fear-based Marketing Work: How one company saw a $45 million increase in...MarketingExperiments
As marketers, we are often taught to identify and tap into the pain points of our customers. But once we pinpoint these sources of customer anxiety, how should we proceed? Should we attempt to alleviate this stress through encouragement or empowerment, or should we instead ratchet up the tension, frightening prospects into thinking that only we can solve their problem?
In this 35-minute live clinic, available at MarketingExperiments.com, we looked at six case case studies, covering everything from social media testing and nonprofit donation drives, to the overall messaging strategy of a Fortune 500 company.
A handy guide with tools and resources to
- learn what the value proposition of your product or service is
- learn how to find out what your customers want and what to offer them
- learn how to communicate that value to a large audience.
Your Value Proposition is the reason that customers choose to buy from you, it needs to be a core business skill. This slideshare shows you how to develop compelling value propositions with a focus on B2B companies
Outsourced eCommerce Customer Services and Support from ParcelhubParcelhub Limited
Parcelhub, the bespoke multi-carrier shipping solution, can now act as customer service advisor for both the customer and the end receiver, offering support during your entire eCommerce delivery process from start to finish.
To learn more about Parcelhub, visit http://www.parcelhub.co.uk
In this half day session, conducted and facilitated by Communications Coach Nicolas Llovet, we will:
1. Add an urgency to your value proposition
2. Frame your sales pitches in the most compelling, engaging style
3. Handle the needs of different stakeholders, leading to win-win outcomes
302 people attended; from those looking to start their first online store, Shopify+ Merchants, agencies, right through to experienced developers (fluent in many languages!) - thanks to our speakers from Okendo, xpanse and Ellana Mineral Cosmetics.
20 Tips to Improve Sales on your Ecommerce SiteJosh Levine
Just returned from Surf Expo 2015 in Orlando, FL. The presentation, which was tailored to small businesses in the surf & skate industry, shares 20 practical tips to increase ecommerce sales based on our years in the trenches across multiple industries. (I'll be uploading video of presentation shortly)
Session Description:
20 Tips to Improve Sales on your Ecommerce Site
Speaker: Josh Levine, CXO and co-founder of Alexander Interactive
Whether you’re an ecommerce newbie or been in the game for years, your site must evolve in order to meet customers’ rising demands. Josh Levine, ecommerce design expert and frequent speaker throughout the retail industry, will pull from his 15 years in the trenches with brands like Saks Fifth Avenue, Lowes, and Schwinn, to show you how your site can rise above the competition and convert browsers into buyers.
He’ll share tactics to improve sales, focusing on high impact areas of your site– navigation, homepage, product page, cart, and checkout. Learn how to make it easy for customers to discover, research and ultimately buy the products they need. You’ll also learn techniques to strike a balance between lifestyle content and commerce in order to maximize engagement and inspire customers to act. So bring the notepad to this one and be prepared to walk away with actionable tips to boost that bottom line.
Rethink the way your inside sales teams are building customer trust and loyalty. See how Trust is the driving force in success selling and why it is the most important measure of sales success. Understand how timelines in response is not alway the beast indicator of success.
Educating The Customer – Leading To Better SaleseTailing India
People used to create brand through a process, through awareness, product proposition and then may be getting loyalty but now things are fast.Products are becoming very complex where today products are a combination of product and service. So it becomes difficult whether you educate about the product or the service.
How to do value-based selling that generates better prospects and higher reve...Jakob Persson
How to sell products and services based on value by qualifying leads and guiding buyer conversations using questions that help buyers visualize the usage and value of your offering in accomplishing their goals.
Presented at the Stockholm Value-Pricing Meetup on Nov 1, 2016. www.sthlmvp.com
An increasing number of consumers today are treating the physical store like a “showroom”: trying out new products and proceeding to buy the product online at a lower price.
In this session, iQmetrix will discuss interactive retail technology and how improving the in-store experience can help to convert shoppers, initially bent on showrooming, into buyers. They will also discuss how retailers can develop an “omnichannel” experience by selling to consumers on all channels (online, mobile and in-store) simultaneously.
ABF Conference on Media Relations
July 2009
*Yesterday’s and today’s Public Relations
*What role does PR play in promoting your brand
*Determining the best PR strategies for greater brand impact
*Best practices for integrating PR with traditional marketing
*Case studies
11 Questions to Answer to Improve Your Conversion RateCraig Kistler
Nearly 75% of eCommerce website visitors put an item in their shopping cart and then leave, never to return. You will never convert 100% of your website visitors. However, simple changes can help you convert a whole lot more. This presentation will show you how to ask the right questions to improve conversion rates.
On Tuesday 20th March, 2018, TradeGecko, Shopify and Wave Commerce co-hosted the Shopify Meetup in Hong Kong. Industry experts and Shopify merchants discussed how to optimise your online store and grow the business in 2018.
1. With A Focus on Overcoming Objections
more report related to selling are available at www.exportpakistan.blogspot.com
2. Agenda
1. Introduction
2. DuPont CORIAN® Market Research
3. Seven Steps to Successful Selling
4. Questions and Wrap-Up
more report related to selling are available at www.exportpakistan.blogspot.com
3. Market Research
In our latest survey, we talked to consumers, both
prospects and owners of CORIAN®:
•Females between the age of 25 and 64
•Incomes over $35,000
•Homeowners who have remodeled in the past
five years or plan to remodel in the next two years
Here’s what we found...
more report related to selling are available at www.exportpakistan.blogspot.com
4. Awareness is high and rising!
68% of consumers are aware of
CORIAN® and they have a
favorable impression of the
product .
more report related to selling are available at
www.exportpakistan.blogspot.com
5. Consumer preference has doubled!
Today, 28% of consumers say
CORIAN® is their first and only choice!
(Compared to 13% in 1995)
Yet, amazingly, only currently own 4%
CORIAN®.
more report related to selling are available at
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6. Consider this:
If we can close even half the gap
between preference and
purchases, your CORIAN®
business would more than triple
in sales!
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7. The Great Opportunity Gap!
Higher awareness and stronger
preference make your opportunities
better than ever…
BUT, YOU HAVE TO
CLOSE THE GAP!
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8. Selling is a skill and like any skill,
you can learn it!
Good salespeople are made, not born.
Top salespeople have a very positive perception
of themselves; they see themselves as a
consultant, an expert resolving their customer’s
problems.
They see themselves as completely professional
people in a highly respected profession and they
have high ethical standards.
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9. Selling is the transfer of enthusiasm!
.
The more enthusiastic and
knowledgeable you are about your
product, the more effectively you can
communicate.
80% OF SELLING IS PSYCHOLOGICAL
AND 20% IS TECHNICAL
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10. Seven Steps of
Successful Selling
Consumers rate these issues as “important”
when purchasing a “large ticket” item.
Quality of the product
Brand recognition
Follow-up support (trouble-free ownership, e.g. Lexus and
Infiniti)
Reputation of the product and the company that makes it
Terms
Delivery and installation: dependable
Price
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11. Seven Steps of
Successful Selling
Consultative Selling is the process of
asking the consumer questions throughout
the sale to reach agreement on each
aspect of the purchase. When you learn to
do that effectively, closing is a natural
progression in the sale. In essence you are
acting as a ‘consultant’ rather than a
salesperson.
more report related to selling are available at
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12. Seven Steps of
Successful Selling
1. Prospecting and Getting Customers
2. Build Rapport and Trust
3. Identifying Customer Needs
4. Presenting Solutions
5. Answering Objections
6. Get A Commitment
7. Follow Through/Follow Up
more report related to selling are available at
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13. Seven Steps of
Successful Selling
1. Prospecting and Getting
Customers
Identify your target market and structure
your offering to the consumer accordingly.
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14. Seven Steps of
Successful Selling
2. Build Rapport and Trust
Listen to the customer.
Build a bridge to the customer and
personalize your relationship.
Establish your credentials and integrity.
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15. “Old” Model of Selling
10%
Establishing
Rapport
20%
Qualifying
30%
“Selling” (Presenting)
40%
Closing
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16. “New” Model of Selling
40%
Developing Trust and Rapport
30%
Defining Needs &
Problems
20%
Describing Features &
Benefits
10%
Closing
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17. Seven Steps of
Successful Selling
3. Identifying Customer Needs
Get to know your customer by asking
questions. Remember the person asking
the questions is the one in charge of the
conversation.
Establish an “investment” figure.
Establish a customer timetable.
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18. Fact Finding Questions
Are you planning to build or remodel?
What are you looking for ? (What is it
you want/need?)
When are you planning to start the
project?
Where is the project located?
What overall “investment figure” did you
have in mind?
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19. Types of Questions
Closed End Question
“May I help you?”
Open End Question
“What are you looking for today?”
High Value Question
“What are the three things you like least about your kitchen
today?”
Need Payoff Question
“Would it be useful to you to cut the amount of time you
spend cleaning your bathroom?”
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20. Seven Steps of
Successful Selling
4. Presenting Solutions
Present the complete package listing the
features and benefits of Corian®.
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21. Seven Steps of
Successful Selling
“What is Corian®”
“Why Should I Buy Corian®?”
“How Can I Afford Corian®”
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22. Seven Steps of
Successful Selling
“What is Corian®?”
Blend of natural minerals with pure acrylic
○ Acrylic provides strength, durability, UV resistance.
○ Natural minerals add visual texture and color
100% solid
○ Consistent color throughout
Non-porous surface
○ Stains sit on surface
○ Doesn’t support growth of mold & mildew
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23. Seven Steps of
Successful Selling
“Why Should I Buy Corian®?”
Easy to Clean
Liquids can’t penetrate
Resists stains
It’s beautiful
Warm to the touch
Lasts a long time
Handles impact
Repairable
10-year transferable installed warranty
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24. Seven Steps of
Successful Selling
“How Can I Afford Corian®?”
The classic value fits most budgets
Increases the value of your home
Costs less over the long run
One-time investment—virtually lasts forever.
more report related to selling are available at
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25. Seven Steps of
Successful Selling
Addressing Price Objections
Determine what is really stopping the
customer from making the purchase.
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26. Seven Steps of
Successful Selling
Address the cost of CORIAN® before it
becomes an objection
Discuss the customer’s preconceived perceptions
about the cost for CORIAN® in the beginning of
your sales presentation.
Eliminate the objection and alter their thinking to
concentrate on the long-term benefits.
For example - ‘CORIAN® is the most user friendly
work surface ever made. Let me show you why it’s
worth a little extra investment.”
more report related to selling are available at
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27. Seven Steps of
Successful Selling
5. Disarm the objection, ask questions,
clarify, showcase benefits and confirm.
Agree that CORIAN® is an additional investment.
Ask a direct question to determine needs/wants. “What are
the three most important features to you for using and living
with your countertop?”
Clarify their response and summarize their needs.
Describe key features/benefits to address needs
“Based on everything you mentioned, do you feel that the
extra benefits of CORIAN® are worth the extra investment.”
more report related to selling are available at
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28. Seven Steps of
Successful Selling
Disarm the objection, discuss
alternatives, compare benefits, offer a
personal recommendation.
Agree that CORIAN® is a little more expensive
than some alternatives
Discuss the alternatives (laminate, granite,
tile,etc.)and review the benefits/value of each
Summarize the benefits of CORIAN® and offer
your personal recommendation (based on your
experience or those of other satisfied customers)
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29. Seven Steps of
Successful Selling
Disarm the objection, show empathy and
describe how others have justified the
investment for CORIAN®.
Agree with the customer, “That’s a reasonable concern.”
Describe how other customers have felt. “You know, Mrs.. XYZ
was thinking the same way when we discussed using
CORIAN® in her kitchen.
Describe the experience of the other customer and why they
chose CORIAN®. “It’s interesting Mrs.. XYZ decided to use
CORIAN® because …….In the end, she believed the long-term
benefits, and the beauty of CORIAN® was worth the added
investment”.
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30. Seven Steps of
Successful Selling
Additional Responses to Help Overcome
Price Objections
CORIAN® doesn’t cost more. It lasts longer.
CORIAN® delivers more value for every dollar spent.
CORIAN® is the only choice that provides a 10-year installed
warranty. “It’s the last countertop you’ll ever need to buy”.
Your countertop is the most used and abused surface in
your home. The durability and easy maintenance of
CORIAN® is easily worth the added investment.
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31. Financing
»Offer financing.
»Most consumers have a preconceived notion that CORIAN® is
expensive and they are unable to afford it.
»Most consumers have a good idea what their monthly budgets
allow…so offer CORIAN® as part of their monthly spending package:
»“Did you know that you can own this CORIAN® countertop for as
little as $xx.xx per month?”
»“Did you know that for only $xx.xx a month more, you can upgrade to
CORIAN® from Laminate?”
32. Seven Steps of
Successful Selling
6.Get A Commitment
After you have answered the customer’s
objections, ask for the order.
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33. Seven Steps of
Successful Selling
Closing the Sale
Direct Close
Hot Button Close
Power of Suggestion Close
Testimonials
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34. Seven Steps of
Successful Selling
Closing the Sale
Direct Close
“Well, Mrs.. XYZ, I think we’ve determined that
CORIAN® is the ideal material for you in your
kitchen/bath. When is it convenient for us to get
the measurements?
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35. Seven Steps of
Successful Selling
Closing the Sale
Hot Button Close
“If a CORIAN® and Laminate countertop were
free, which would choose?”
“Why” (Assuming answer is Corian®)
“Let’s find a way to get you the Corian®
countertop you really want.”
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36. Seven Steps of
Successful Selling
Closing the Sale
Power of Suggestion Close
“You are going to love taking care of this
CORIAN® countertop, you are going to love
cleaning this CORIAN® sink.”
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37. Seven Steps of
Successful Selling
Closing the Sale
Testimonials
Tell a story!
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38. Seven Steps of
Successful Selling
7. Follow Through/Follow Up
Once Sold . . .
If Not Sold . . .
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39. Process Model to Address
Questions/Concerns
Question
(Receive objection, ask a question)
Listen to Answer
Restate
(Repeat what you think you heard for clarification)
Answer
Confirm Satisfaction
(Does that answer your question/objection?)
If the answer is no, start process again.
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40. New Ideas and Tools
Practice one at a time
Get it right!
Try New Behavior at least three times.
Comfort = Effectiveness
Don’t be Impatient.
Learning Experience: Review Results
Ask Yourself Questions: “What Worked, What
Didn’t?”
(Top Salespeople dissect what they’ve learned
and think about improvement.)
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41. CORIAN SURFACES
®
Created For Life.™
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