The document discusses new models of selling that focus on understanding the client's needs rather than just telling about products. It emphasizes asking questions to understand what is important to clients (40%), proving capability (30%), and finding a good fit (20%). It also discusses using open and closed questions, identifying emotions, benefits like saving time/money. The document outlines a prospecting process from suspects to prospects to proposals to orders. It notes most of a salesperson's day is spent on driving, lunch, interruptions rather than actual selling. The basics of selling are making contacts, understanding the client's perspective, explaining how you can help, creating confidence, and asking for the order.

1. Welcome to Selling for Engineers
Presenter: Robert Seviour

2. Telling isn’t selling

3. Create
Confidence

4. Y e O ld e M o d e l o f
S e llin g

6. The New Model of Selling
New Model of Selling
Finding out what is really
40%
important to the client
Proving you are
30%
capable
Finding a
20%
good fit
Helping the
buyer decide 10%

7. Professional Questioning
 Open questions What. . . How. . .
 Closed questions
 What does he/she care about?
 Spot the emotion
 Data
 How does it affect you?
 How do you feel about it?
 Re-cap

8. Fundamental Benefits
Stick component
 It saves you worry
 It saves you time
 It saves you money
 It saves hassle
Carrot component
 It makes you feel good
 Greed
 Pride

10. Prospecting
Suspects
Prospects
Proposals
Prospecting
It’s a process of filtering and Orders
concentration to find the ounce
of gold in a ton of mud.

11. The Prospecting Spectrum
The prospecting Zone
order taking Selling
YES M A Y B E NO
"How did you know "We don't want it,
need it, like it
we were looking?" and we can't afford it."
Degree of Rejection
None Low Medium Strong Total

12. The salesman’s day
Driving in the car
42%
Lunch 13%
Interruptions, Phone calls 11%
Small talk 8%
Meetings 7%
Planning 7%
Emails & Internet 6%
Selling or Negotiation 6%

13. The basics
 Make more contacts – measure them.
 Find out what is on the customer’s mind by asking
good questions and listening attentively to the
answers.
 Tell the customer how you can help him achieve
what he wants.
 Create Confidence
 Ask for the order.