3. What Is Selling?
• The face to face meeting with your
prospect at the Intention or Buying level
• Getting there—right place, right time, right
person
6. What You Should Know About Your
Customers
• Target – Who are they – decision maker?
• Needs, Wants – What do you need to
solve?
• Value Perception – Their perceived value
equation.
8. Before You Do Anything Else…
• Sell yourself
• Know your product
• Know the value equation
• Know your competition
• Know why your customer should buy from
you instead of your competition
9. Getting In Position to Sell
• Target your customer
• Know who is the decision maker
• Execute your plan consistently
• If you can’t/won’t do it, hire it done
10. Prepare for the Sales Call
• Package yourself
• No negatives
• Research client
• Be on time
• Be observant
12. The Approach
• Eliminate possible distractions
• Lead with a question to involve client-and
don’t say “how are you?”
• State the purpose of call in terms of your
customers need
• Get agreement on the need
13. The Body of the Presentation
• Use all senses possible
• Be aware of clues—body language,
questions, etc
• Sell benefits not features
• Make it logical and end by filling the need
14. Objections-Your Best Friend
• Objections are the client telling you how to
sell them
• Restate the objection
• Answer in terms of your product’s benefits
• Move on
15. Negotiation
• End body of presentation with trial close
• If you get a “yes”--stop selling and start
writing
• If you get a “no” ask “why not”
• Answer objection, negotiate, and trial
close again
16. Close
• Either/or— ”would you like delivery on
Friday or next Monday”?
• “Is that the only thing that is stopping you
from buying”?
• Always, always ask for the order
17. Important Tips
• Listen—listen more than you talk
• Never, never talk over the client-listen to
what he says
• Control the flow
• Always ask for the order - if you do nothing
else ask for the order
• Ask for referrals
18. Follow-up
Sold:
• Thank
• Restate terms etc
• You’ll stay in the
loop
Didn’t sell:
• Thank
• Restate need and
feature/benefit
• Leave a way back
in
19. Keep Records
• Follow-up consistently
• Keep a tickler file
• Keep your promised dates
• Send correspondence about solutions to
their problems
• Follow-up, follow-up, follow-up
20. Keeping Your Customers
• Never take them for granted
• Stay in touch
• Stress benefits of your product
• Ask them if they are happy—if not, FIX IT
NOW
21. Customer Service
• Answer the phone
• No voice menus--no lengthy holds
• Resolve problems now
• Honor your time frames
• Complaints are your friend—you get to
show how good you really are
22. Handling Complaints
• Don’t argue
• Apologize even if you’re not wrong
• Restate problem
• Give time frame to resolution
• If you can’t meet time, call and extend
• Let them know you care and that you are
involved
23. The Three Most Common Sales
Mistakes
• Not listening to the buyer
• Not asking for the order
• Forgetting to sell existing customers
24. Questions and Answers
Want to get specific about solutions to
your selling challenges?
• Call SCORE at 714-550-7369 for a no-charge
counseling session
• Visit our local web site www.score114.org
• Visit our national web site www.score.org