The Power Series - Selling Face to Face 2021
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The Power Series - Selling Face to Face 2021
- 1. Power Series Selling Face to Face Online or on the road by Richard Mulvey
- 2. You’ve only got 4 Minutes Know what you want to be Look what you want to be Act what you want to be Take Control Create the right impression
- 3. The Customer Your Company Yourself You’ve only got 4 Minutes
- 4. The Eyes
- 5. Memory Recall The Eyes Creative thinking
- 6. The Eyes
- 9. 2002
- 11. Features / Needs / Benefits Feature Need Benefit Something that defines your product or service, and your company A customer requirement A feature that satisfies a need Customers can have both Positive and Negative Needs
- 12. Open and Closed Questions Open Closed Who, What, Where, When, Why, How Do, Does, Did, Are, Has, Have, Is, Could , Can, Would, Will ... etc.
- 13. The Sales Conversation Open Question Need Closed Question Confirm the need Support Benefit Agreement
- 14. Three Types of Need Presumed Actual Unknown What the customer thinks he needs What the customer really needs What the customer was totally unaware of
- 15. Beyond Simple Needs Needs Wants Desires I need a car to get me to work I want a practical car I desire a BMW
- 16. Emotionally How are Buying Decisions Made?
- 18. The Next Generation Silent Generation (1925 and 1946) 75+ Baby Boomers (1946 and 1964) 57+ Generation X (1965 and 1980) 41+ Generation Y or Millennials (1981 - 1994) 27+ Generation Z (1995 - 2015) 5+
- 19. The Next Generation 40% of the top CEOs in South Africa are less than 50 years old
- 20. The GenXers have the largest spending power of any generation (31%) The Next Generation
- 21. A stereotypical X-er will be family oriented, financially responsible and self-reliant and have a desire for safety and security Generation X
- 22. Crave Context Authentic Consume Online Reviews Brand Loyal (Unlike Gen Y) Social Media (linkedIn) Narrative Selling Generation X
- 23. What are the three most important things we have learnt today?