Selling in a matrix
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Selling in a Matrix is a tutorial on conceptual selling. --Cover page is not the first slide-click- and you will see the title page.
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It’s a customer’s thinking that a salesperson must influence if a sale is to be made. And a customer is not thinking about value. Basically, a customer is thinking about two things: “What do I have to pay and what do I get for my money.” It’s that simple. A customer is thinking, “Is it worth the price?”
Psychology of Selling
The psychology of selling: Why people buy - Chapter 4 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
Sales presentation
Selling involves making a sale and can take different forms such as order taking, order creating, or order getting. There are differing views on the image of sales with some seeing it as not a good career or thinking products should sell themselves. Selling also requires different skills than sales management. Both consumer and organizational buyers behave differently with organizational buyers being more rational and relationships playing a bigger role. Personal selling involves preparing with product knowledge, identifying customer needs, presenting and demonstrating products, dealing with objections, and closing the sale.
The Five Point Close
Common sales objections leave both customers and salespeople unsatisfied. The Five Point Close is a proven technique to increase closing ratios by 50% or more with practice. It involves: 1) agreeing with objections, 2) overcoming them, 3) providing strong selling points, 4) creating urgency, and 5) directly asking for the order. Mastering this technique helps salespeople sell to anyone who has the need and means through qualifying leads and overcoming objections.
Mentoring Week 4
This document provides guidance on developing sales skills through a repeatable process. It discusses creating an initial benefit statement to capture attention, probing techniques, giving an effective presentation addressing features and benefits, overcoming objections, and closing the sale. Key points include outlining the client's needs, explaining how the proposed solution meets those needs, getting all objections on the table, and securing a commitment. The document also examines traits of top salespeople like empathy, goal orientation, and honesty. Homework involves practicing an opening statement and scripting an objection handling approach.
Sales stages
The document outlines the 7 stages of the sales process:
1. Prospecting - identifying target customers and collecting their details
2. Preparation - researching customers and setting goals for meetings
3. Rapport - building trust and getting customers to talk about themselves by listening and asking questions
4. Qualification - asking questions to determine customer needs and challenges
5. Presentation - providing an overview of products or services to address customer needs
6. Closing - asking for the sale using different closing techniques
7. Handling objections - clarifying concerns, not getting defensive, and providing positive responses
IPS Selling Skills Presentation Slideshow
This presentation introduces the basics of needs-based selling processes. If you or your sales team is struggling to achieve your objectives, then this presentation is a must view. For more information contact us at dave.gregory@inspiredperformancesolutions.com
Customer engagement for Inbound Prospects
The sales team developed scripts for three inbound lead channels - whitepaper downloads, free skills assessments, and contact form submissions. They outlined qualifying gates including demo participation, starting a trial, and introducing the prospect to other decision-makers. The goal is to engage prospects by providing value at each gate while moving them closer to a purchase decision.
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Selling in a matrix
- 3. “No Sell” Selling
- 4. Three Types of Thinking
- 5. Three Phases of a Sales Call
- 10. Focusing On The Prospect’s Decision-Making Process Buying is Decision-Making Logical Steps Identified & Tracked Fit or No Fit If Decision-Making Process is Ignored The Result is Confusion, Resentment and—”No Sale”
- 11. Three Types of Thinking I Understand Cognition Generate Divergent Select Best Convergent
- 17. 5 Question Types Confirmation New Information Attitude Commitment Basic Issues
- 21. The Joint Venture Matrix
- 24. Not a Close/Gradual Steps
- 25. Ask For It
- 26. End of Call
- 27. Best Action
- 29. Customer Thinks “I’m Losing!”
- 30. Objection Result of Basic Issue
- 33. Value System
- 34. Core Beliefs
- 37. Signs Customer Is Ready To Make A Decision
- 38. Move From “Whether” to “How long will it take… “When can you get it started” or “I’d like to check out”
- 39. EXAMPLE: No Dogs – No Ponies Tell Story--
- 40. Resources Recommended Books The New Conceptual Selling by Robert B. Miller and Stephen E. Heiman with Tad Tuleja How To Sell Network Marketing by Michael Oliver
- 41. Resources, cont’d The Works Team Related Webinars: Library – Feb, 2010-4 Pt. Consultative Selling Series Archives- The Consultative Approach and The Prospect Process-13 videos