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Thoughts To Sell By


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Powerpoint presentations sharing "thoughts for the day" for sales professionals

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Thoughts To Sell By

  1. 1. Welcome to Thoughts to sell by. This is a venue to share thoughts, ideas and successes on selling with sales professionals. Each slide presents a short message that can function as a weekly reminder, motivator, or a “thought for the day.” Please contact me with any questions, thoughts or ideas. Ed Woytowicz
  2. 2. Focus on the Customer There is one technique that you can incorporate in your sales calls to maximize the quality of presentations. This is to shift your thinking from a seller mentality to a buyer focus. The buyer focus allows you to understand the customer’s needs instead of only thinking in a persuading fashion. Once this shift in thinking has occurred the sales person can concentrate on the product knowledge that is relevant to the customers need, and be more likely to ask questions concerning the customer’s issues.
  3. 3. Vision “What are you doing?” A passerby asked of three workers standing beside a building under construction. The first worker, looking tired and drained, replied, “I’m just cutting stone.” The second one answered, “Working to make a living.” The third worker, who was singing, said, “I’m building a cathedral!” Are you just cutting stone at work? Is that why you’re often drained of energy and lacking of enthusiasm? Are you just trying to make a living? Is that why you find no excitement in what you do? Or are you building or doing something great? Ask yourself: What great thing do I want to do today? Don’t waste your life just cutting stone. Start building cathedrals.
  4. 4. Questioning The natural inclination for a sales person is to talk. This is dangerous. The outcome of the call is in large part determined by your ability to get the customer to see your product in a favorable light. This means that you must discover and point out a relationship between the buyer’s needs and the sales points of your product. This, in turn, calls for skillful questioning to learn enough about the buyer’s knowledge and attitudes to establish this relationship. After asking a question you can acquire this information only by listening, not by talking.
  5. 5. Earn the Right to Advance If you are to achieve your sales goals, you must be sufficiently mature and self-controlled to put the buyer’s interest ahead of your own. To achieve your own objectives, you must satisfy the buyer’s needs first. If you attempt to satisfy your own needs first – to make a sale – you will fail.
  6. 6. Focus on the Customer Gone is the idea of selling the customer on your product. Don’t focus on your great products, or impeccable service, but instead focus on your customer’s needs. Time in front of customers is precious, and when the situation presents, reps often can’t wait to deliver their core message, get selling, and close the deal. But…if you want to sell most effectively, build trust and credibility, and increase customer access; you have to wait to start selling your product. First, shine the spotlight on the customer!
  7. 7. Focus on the Customer If you are doing all the talking, focusing entirely on your needs, and not engaging your customers in a dialogue, they are likely to ignore what you have to say. Put yourself in your customer’s shoes; that’s what customer focused selling is all about. Wouldn’t you rather deal with a salesperson that explores solutions to your challenges than one who only focuses on their products?
  8. 8. Change Have you ever noticed how the beach never looks the same twice, that storms constantly move the sand around? How is the beach a metaphor for the change that we are facing on the job and in the industry? We are constantly challenged to re-think the way we approach and do business with our customers – but that involves change, and many of us are resistant to change. Customer Focused Selling can be frightening; everything will look different for a while. But eventually the relationship will came back, bringing more time and respect then ever before. Oh, and by the way, you’ll also sell your product.
  9. 9. Closing After moving through the initial steps of a solid selling presentation, the only step left is to ASK for the business. This last step, when done well, is the natural outcome of the entire selling process. By using Customer Focused Selling you’ve earned the right to ask for action. This should be the most satisfying part of a sales call, and it will help you attain your individual sales goals. Top sales people ask for the business to achieve their goals in: •Retaining and Expanding Accounts •Acquiring New Ones •Increasing Sales Many customers don’t like a hard manipulative close. If closing may push the customer away, or seem insensitive, conclude the call in a way that leaves the door open for your next call. While you conclude the current sales call, you are beginning your pre-call planning for your next sales call.
  10. 10. A Business Plan is a tool that you create by organizing your business planning data and ideas into written form. At first, it may seem that taking the time to develop a good business plan is not really that urgent. In times when business savvy is crucial to understanding and operating in the changing economic environment, effective business planning may distinguish successful representatives from all the rest. •The first part of a plan is the Executive Summary. It will cover the basics, and the primary function is to capture interest. Since it is the first part that people see, it must be well organized and written. Write it last, you’ll be sure to capture all the important points. •Nextis an analysis of the current situation. It is an evaluation of the current marketplace status relative to your company, customers, and competition. •Finally, there is a planning portion. Include all the “How to’s” of meeting your objectives. Remember, a well developed Business Plan provides a forum to demonstrate your business acumen that can help with being an effective salesperson and may impact your chances for career advancement.
  11. 11. Sales Issues At exactly the time when amateurs jump in and provide solutions, experts are still… –Clarifying and checking assumptions, by –Seeking to understand, and… –Asking additional qualifying questions, aimed at… –Learning more about the impact of the issue, and… –Learning what solving the issue will mean for the customer, to… –Lead the customer to define advantages and benefits, in their own words, that may be directly applicable to the products. Because, when the customer begins to discuss the benefits, he/she is selling to themselves. Customers are always more persuaded by their own words than yours.
  12. 12. Connecting When interacting with customers, be open and suspend judgment. Keep DIALOGUE and decision-making separate – DIALOGUE precedes decision-making, detailing, or action. •Speak sincerely and treat your customer as a peer. •Listen with empathy - acknowledging you have heard others and that you care. •Look for common ground – identifying areas where you agree. •Search for and disclose hidden assumptions – especially in yourself. Meaningful DIALOGUE will effect the relationship you have with your customers, and result in progressive results.
  13. 13. Focus on the Customer Do most representatives spend as much time learning the critical success factors of each customer they call on as they do the hobbies and pastimes of key contacts? Not all customers will value the same thing; there is no “one size fits all” approach. Some interactions work well with a personal touch, others demand a more business-to- business approach. Passion, knowledge and confidence are necessary to portray value in any presentation. Confidence is the by- product of having a working knowledge of key customer issues so that you can credibly discuss them and use them effectively, in order to give context to the discussion. Remember, one of the driving principles of Customer Focused Selling is to Focus on the Customer.
  14. 14. Focus on the Customer A good customer relationship begins with listening and asking good questions. Questions that reveal what your customer needs and values. You can only provide your customer with a valuable solution if you know what they want. As much as this seems to be common sense, Common Sense isn’t always Common Practice Often, the entire customer interaction is focused on pushing the product. As you try to single-mindedly compel your customers towards your product, what value do you bring to your customer? Remember, value is defined by the customer – not the product, Find Out What The Customers Value.
  15. 15. Thoughts, like fleas, jump from man to man. But they don’t bite everybody. Stanislaw Lec Please contact me with any questions, thoughts or ideas. Ed Woytowicz