1 / 24

Selling Techniques

Selling Techniques. Making It Happen! Bill Morland Orange County SCORE. Individual Purchase Process. Love. Buying. Intention. Shopping. Consideration. Awareness. What Is Selling?. The face to face meeting with your prospect at the Intention or Buying level

kamal
Download Presentation

Selling Techniques

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Selling Techniques Making It Happen! Bill Morland Orange County SCORE

  2. Individual Purchase Process Love Buying Intention Shopping Consideration Awareness

  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

  4. What Do Customers Care About? THEMSELVES!! Wants, Needs, Desires

  5. What Do They Buy? SOLUTIONS!!

  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.

  7. The Value Equation Value = Benefit/Cost

  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

  11. The Sales Presentation • Approach • Present • Objections • Negotiations • Close

  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. 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 Follow-up

  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

More Related