The document discusses the key steps in the customer buying cycle and sales process, including:
1. Understanding the customer's needs through questions, qualifying the customer, and identifying unstated needs.
2. Presenting product options that meet the customer's requirements and address any doubts or objections raised.
3. Closing the sale by looking for verbal and non-verbal buying signals, asking for the sale, collecting payment details, and thanking the customer.
The goal is to align the sales process with the customer's buying cycle to effectively meet their needs and finalize the purchase. Key aspects covered include greeting the customer, evaluating options, overcoming objections, and adding complementary products to the order.
20 Best Sales Objections Handling Techniques - InfographicAndriy Popov
Having troubles with handling customers objections? Here are 20 Best tips and tricks that will teach you to deal with all types of the customers objections in sales.
Full text article: http://www.logision.com/knowledge/sales-objection-handling
Increase sales with LOGISION! http://www.logision.com/
More business related articles: http://www.logision.com/knowledge
I presented an hour session on overcoming objections at Richard Mulvey's Power Series in Cape Town (21 April), Durban (22 April 2015) and Johannesburg (23 April 2015).
Are sales objections stopping you in your tracks?
Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. The best way to deal with this fear and uncertainty is to face the problem head-on and go into meetings and cold-calls prepared to field a wide range of objections. If you start listing out the potential objections you could hear from a prospect, it might seem like the options are endless. How are you supposed to prepare for everything?
Lucky for you, sales objections actually cluster into a few main groups based on your prospect’s underlying beliefs. Once you master handling one objection in a category, you’ll be able to respond easily and effectively to any number of variations on that theme. Keep reading for 5 steps to handle sales objections.
Learn more: http://criteriaforsuccess.com/how-to-handle-sales-objections-5-steps
Sales resistance is one of the causes of defeat for new sales hands. However, understanding the concept and how to handle the objections can turn a reluctant even adamant resistor into your best sales partner.
20 Best Sales Objections Handling Techniques - InfographicAndriy Popov
Having troubles with handling customers objections? Here are 20 Best tips and tricks that will teach you to deal with all types of the customers objections in sales.
Full text article: http://www.logision.com/knowledge/sales-objection-handling
Increase sales with LOGISION! http://www.logision.com/
More business related articles: http://www.logision.com/knowledge
I presented an hour session on overcoming objections at Richard Mulvey's Power Series in Cape Town (21 April), Durban (22 April 2015) and Johannesburg (23 April 2015).
Are sales objections stopping you in your tracks?
Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. The best way to deal with this fear and uncertainty is to face the problem head-on and go into meetings and cold-calls prepared to field a wide range of objections. If you start listing out the potential objections you could hear from a prospect, it might seem like the options are endless. How are you supposed to prepare for everything?
Lucky for you, sales objections actually cluster into a few main groups based on your prospect’s underlying beliefs. Once you master handling one objection in a category, you’ll be able to respond easily and effectively to any number of variations on that theme. Keep reading for 5 steps to handle sales objections.
Learn more: http://criteriaforsuccess.com/how-to-handle-sales-objections-5-steps
Sales resistance is one of the causes of defeat for new sales hands. However, understanding the concept and how to handle the objections can turn a reluctant even adamant resistor into your best sales partner.
Part of the #AETCWorkshop series looking at upselling.
Designed and delivered to an international audience of business owners in Tallinn, Estonia.
For all enquires contact Richard.Brooks@k-international.com
How to Do Cross-Selling: Top Tips and TricksAndriy Popov
Find out how to optimize your cross-selling activities in our presentation containing 15 top tips and tricks of cross-selling. Read full article at http://www.logision.com/knowledge/cross-selling
Closing Begins the Relationship - Chapter 13 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
Part of the #AETCWorkshop series looking at upselling.
Designed and delivered to an international audience of business owners in Tallinn, Estonia.
For all enquires contact Richard.Brooks@k-international.com
How to Do Cross-Selling: Top Tips and TricksAndriy Popov
Find out how to optimize your cross-selling activities in our presentation containing 15 top tips and tricks of cross-selling. Read full article at http://www.logision.com/knowledge/cross-selling
Closing Begins the Relationship - Chapter 13 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
To understand psychology in selling, buying decision process and buying situations
To learn communication skills, sales knowledge, and sales related marketing policies
To understand personal selling process
To learn about negotiation
Soda research @ ProductTank meetup: Get customer insights with minimal effortPieter Koenis
How can you understand your customers, if you never talk to them? You don't.
At Soda studio we believe gathering customer insights needs to be an integrated process in your daily business to really understand your customers.
We shared our insights at the ProductTank meetup on how you can do this with minimal effort.
Are you thinking of starting your own business? Do you have an idea that you want to turn into a reality? Do you want to be your own boss?
If so, then the Business Start Up Boot Camp is for you! It will cover the initial building blocks of setting up a successful business and will provide support, advice, resources, guidance and mentoring to help you create a commercially viable venture.
After 15 Years and 1000 Buyers What Matters Anymore in Value Propositions and...AIPMM Administration
In 2004, with the help of the AIPMM, I launched “The Value Proposition Toolkit: Finding the Elusive Killer Value Proposition.” It offered a roadmap to identifying the unique value your product offers the market, how to measure that against what customers value, and what to do if there is a mismatch.
Over the last 15 years, my colleagues and I have been fortunate to interview and work with over 1,000 B2B buyers’ to understand what THEY valued most, why they bought slow or fast, and what didn’t matter at all.
While the fundamentals of crafting and communicating an effective value proposition may be similar, some important things have changed.
Come join us as we cover:
1. The surprising truths around what buyers value today
2. Where the best value propositions come from
3. The difference between positioning and a value proposition
4. The #1 mistake marketers make when creating their value proposition
5. How to validate what customers and buyers value in your market
6. The ring of enlightenment- the key stages in a buyer’s journey to purchase, and how a mismatched value proposition and marketing slow or outright stop a sale
7. How to use these insights to create content and messaging that matters
…and more.
Sales training is the process of improving seller skills, knowledge, and attributes to drive seller behavioral change and maximize sales success. ... Yet most sales training fails to deliver lasting results. This is because most companies do not define and approach sales training properly.
In this presentation, we have discussed a very important feature of BMW X5 cars… the Comfort Access. Things that can significantly limit its functionality. And things that you can try to restore the functionality of such a convenient feature of your vehicle.
Comprehensive program for Agricultural Finance, the Automotive Sector, and Empowerment . We will define the full scope and provide a detailed two-week plan for identifying strategic partners in each area within Limpopo, including target areas.:
1. Agricultural : Supporting Primary and Secondary Agriculture
• Scope: Provide support solutions to enhance agricultural productivity and sustainability.
• Target Areas: Polokwane, Tzaneen, Thohoyandou, Makhado, and Giyani.
2. Automotive Sector: Partnerships with Mechanics and Panel Beater Shops
• Scope: Develop collaborations with automotive service providers to improve service quality and business operations.
• Target Areas: Polokwane, Lephalale, Mokopane, Phalaborwa, and Bela-Bela.
3. Empowerment : Focusing on Women Empowerment
• Scope: Provide business support support and training to women-owned businesses, promoting economic inclusion.
• Target Areas: Polokwane, Thohoyandou, Musina, Burgersfort, and Louis Trichardt.
We will also prioritize Industrial Economic Zone areas and their priorities.
Sign up on https://profilesmes.online/welcome/
To be eligible:
1. You must have a registered business and operate in Limpopo
2. Generate revenue
3. Sectors : Agriculture ( primary and secondary) and Automative
Women and Youth are encouraged to apply even if you don't fall in those sectors.
What Exactly Is The Common Rail Direct Injection System & How Does It WorkMotor Cars International
Learn about Common Rail Direct Injection (CRDi) - the revolutionary technology that has made diesel engines more efficient. Explore its workings, advantages like enhanced fuel efficiency and increased power output, along with drawbacks such as complexity and higher initial cost. Compare CRDi with traditional diesel engines and discover why it's the preferred choice for modern engines.
What Does the Active Steering Malfunction Warning Mean for Your BMWTanner Motors
Discover the reasons why your BMW’s Active Steering malfunction warning might come on. From electrical glitches to mechanical failures and software anomalies, addressing these promptly with professional inspection and maintenance ensures continued safety and performance on the road, maintaining the integrity of your driving experience.
Core technology of Hyundai Motor Group's EV platform 'E-GMP'Hyundai Motor Group
What’s the force behind Hyundai Motor Group's EV performance and quality?
Maximized driving performance and quick charging time through high-density battery pack and fast charging technology and applicable to various vehicle types!
Discover more about Hyundai Motor Group’s EV platform ‘E-GMP’!
5 Warning Signs Your BMW's Intelligent Battery Sensor Needs AttentionBertini's German Motors
IBS monitors and manages your BMW’s battery performance. If it malfunctions, you will have to deal with an array of electrical issues in your vehicle. Recognize warning signs like dimming headlights, frequent battery replacements, and electrical malfunctions to address potential IBS issues promptly.
Why Is Your BMW X3 Hood Not Responding To Release CommandsDart Auto
Experiencing difficulty opening your BMW X3's hood? This guide explores potential issues like mechanical obstruction, hood release mechanism failure, electrical problems, and emergency release malfunctions. Troubleshooting tips include basic checks, clearing obstructions, applying pressure, and using the emergency release.
"Trans Failsafe Prog" on your BMW X5 indicates potential transmission issues requiring immediate action. This safety feature activates in response to abnormalities like low fluid levels, leaks, faulty sensors, electrical or mechanical failures, and overheating.
What Does the PARKTRONIC Inoperative, See Owner's Manual Message Mean for You...Autohaus Service and Sales
Learn what "PARKTRONIC Inoperative, See Owner's Manual" means for your Mercedes-Benz. This message indicates a malfunction in the parking assistance system, potentially due to sensor issues or electrical faults. Prompt attention is crucial to ensure safety and functionality. Follow steps outlined for diagnosis and repair in the owner's manual.
Symptoms like intermittent starting and key recognition errors signal potential problems with your Mercedes’ EIS. Use diagnostic steps like error code checks and spare key tests. Professional diagnosis and solutions like EIS replacement ensure safe driving. Consult a qualified technician for accurate diagnosis and repair.
𝘼𝙣𝙩𝙞𝙦𝙪𝙚 𝙋𝙡𝙖𝙨𝙩𝙞𝙘 𝙏𝙧𝙖𝙙𝙚𝙧𝙨 𝙞𝙨 𝙫𝙚𝙧𝙮 𝙛𝙖𝙢𝙤𝙪𝙨 𝙛𝙤𝙧 𝙢𝙖𝙣𝙪𝙛𝙖𝙘𝙩𝙪𝙧𝙞𝙣𝙜 𝙩𝙝𝙚𝙞𝙧 𝙥𝙧𝙤𝙙𝙪𝙘𝙩𝙨. 𝙒𝙚 𝙝𝙖𝙫𝙚 𝙖𝙡𝙡 𝙩𝙝𝙚 𝙥𝙡𝙖𝙨𝙩𝙞𝙘 𝙜𝙧𝙖𝙣𝙪𝙡𝙚𝙨 𝙪𝙨𝙚𝙙 𝙞𝙣 𝙖𝙪𝙩𝙤𝙢𝙤𝙩𝙞𝙫𝙚 𝙖𝙣𝙙 𝙖𝙪𝙩𝙤 𝙥𝙖𝙧𝙩𝙨 𝙖𝙣𝙙 𝙖𝙡𝙡 𝙩𝙝𝙚 𝙛𝙖𝙢𝙤𝙪𝙨 𝙘𝙤𝙢𝙥𝙖𝙣𝙞𝙚𝙨 𝙗𝙪𝙮 𝙩𝙝𝙚 𝙜𝙧𝙖𝙣𝙪𝙡𝙚𝙨 𝙛𝙧𝙤𝙢 𝙪𝙨.
Over the 10 years, we have gained a strong foothold in the market due to our range's high quality, competitive prices, and time-lined delivery schedules.
Things to remember while upgrading the brakes of your carjennifermiller8137
Upgrading the brakes of your car? Keep these things in mind before doing so. Additionally, start using an OBD 2 GPS tracker so that you never miss a vehicle maintenance appointment. On top of this, a car GPS tracker will also let you master good driving habits that will let you increase the operational life of your car’s brakes.
Things to remember while upgrading the brakes of your car
Selling PPT - Copy.pptx
1.
2. By the end of the session, you will be able to:
Understand the Buying cycle & decisions making process
Influence people using the probing approach
Presenting your solutions effectively
Eliminating Doubts
How to close sales
How to up-sell & crosssell
4. • What did youbuy?
• Why did youbuy?
• Where did you buy it from?
• Why did you buy it from that place/shop?
• Did you explore some options before buying whatyou bought?
• Did you explore some alternative products
• Did you askany question before buying?
• Were all your questions answered to yoursatisfaction?
• Did you bargain onprice?
• Did you buy theproduct?
Answer the following questions
6. NeedAnalysis
Exploring Options
Eliminating Doubts
DecisionMaking
• What did youbuy?
• Why did youbuy?
• Where did you buy it from?
• Why did you buy itfrom that place/shop?
• Did you explore some options before buying
what you bought?
• Did you explore some alternative products
• Did you askany question before buying?
• Were all your questions answered to your
satisfaction?
• Did you bargain on price?
• Did you buy the product?
Buying Cycle
8. Aligning Selling Cycle with Buying
Cycle
NeedAnalysis
EvaluateOptions
EliminatingDoubts
DecisionMaking
QualifyingCustomer
Presenting Product
OvercomingObjection
Close andAdd-ons
Greeting
N
E
E
D
BUYING CYCLE SELLING CYCLE
9. While opening the salescall
– Create agood impression, smile
– Greet , Introduce yourself & your
Organisation
– Make the customercomfortable
Customers buy three things in thissequence:
Greeting
10. “HelloSir/Ma’m, welcometo Mom & Me, howmayI helpyou”
“HelloSir/Maa’m, I’m <yourname>.HowmayI helpyou?”
“Thisproductisfrom <XYZBrand>andhas<XYZ><features>and
<benefits>.It wouldbegreat if youcanlet meknow<askquestion
about customer’sneed>”
“Thisproductcomesin widevariety, pleaselet meshow
yousomeoptionswhichcouldsuitbestto your need”
Types of Greeting
11. We qualify customers on basisof….
Caste
Religion
Assumption
Personal
Relations
Needs
Qualifying Customer
Appearance
12. Customer needs can be classified as:
• Stated Needs (what they say)
• Unstated Needs (what they mean tosay)
Qualifying Needs
13. • Askbackground questions to know if the customer is looking for somethingspecific
• Askfor age,gender, size, height, weight, etc. of the person who is going to use the
product(depending upon the product customer is looking for)
• Askif they are looking forany specific brand
• Askfor user’s liking about Color, style, shape,etc.
• Askif they have any specific budget inmind
Probing for
Understanding Needs
15. • Summarize the benefits along withfeatures
• Associate the benefits with the buying criteria identified in the previous stage
• Propose your product as“SOLUTION”rather than
“just a product!!”
Product Presentation
16. Preparation required:
• Gain product knowledge
• Befamiliar with product placement
in thestore
• Beconfident about yourself
• And..
Practice… Practice… Practice…
Product Presentation
17. What is an Objection /Doubt??
Doubts are milestones thatbrings
you and customers closer to sales
Overcoming Objection
18. Handling Objection
• Yes-But Technique
• TheChoice Technique
• Ask Open endedquestion
Verify if the objectionis
answered satisfactorily
22. Look for Buying
Signals..!!
VerbalSignals
Doyou have <specific> color?
What discount do Iget?
How much will this costme?
CanI get the product delivered to
my home?
Doyou accept Cards?
Isthere any warranty or guarantee
on
this product?
Non-VerbalSignal
Customer tries the product
Repeatedly looks at mirror and
smiles
Through eyes,checksfor feedback
from the person accompanying
him/her
Holds it separately in hand or
keeps product in the basket
24. • let’s go to the billing counter?
• Bywhat name would you want the billto
be generated?
• When would you want the delivery to be
made?
• May I know the address wheredelivery
needs to bemade?
• Would you be paying by cashor card?
How to ask for sale?
25. Closing the sale
Takethe Customer to BillingCounter
Collectrequiredinformation
Bill theproducts
Thank the customer
