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Advantage

Advantage. for Sales. Know the Buying Process June 29, 2010. Questions for Discussion. Think of the last major purchase you made. What was your buying process? What were the stages, and what were your needs at each stage?

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Advantage

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  1. Advantage for Sales Know the Buying Process June 29, 2010

  2. Questions for Discussion • Think of the last major purchase you made. What was your buying process? What were the stages, and what were your needs at each stage? • How does understanding your buying strategies help you understand your potential buyers? • What are your best strategies for getting to “yes” in sales?

  3. Goals for Today’s Webinar • Identify your prospective buyers • Understand the roles and functions in the Buying Process • Understand the Approval Process • Identify the criteria for Making a Buying Decision • Discover the best approaches to get to “yes”

  4. Prospective Buyers Who are your prospective buyers? • Identifiable customers or businesses with the ability or need to buy • Current customers • Past customers

  5. Assessing Personality Styles Dominant Regulator Energizer Thinking Feeling Analyzer Cooperator Affirming

  6. Know Yourself, Know Your Customer • How does understanding personality types help improve the buying process? • Knowing how your personality type interacts with your customer’s type improves communication • Use personality types to modify the buying process to increase the chance of “yes”

  7. Assessing Personality Styles Dominant Regulator Energizer Thinking Feeling Analyzer Cooperator Affirming

  8. Values by Personality in Buying Values by personality for Making a Buying Decisions (Remember—we are all of them in different proportions.): • Priorities • Price • Reputation • Value • Security • Warranty • Guarantee • Experience • Relationship

  9. Roles and Functions What are the Roles and Functions in the Buying Process? • Negotiator • Purchaser • Decision Makers • Influencers • Recommenders

  10. Criteria for Buying Criteria for Making a Buying Decision: • Priorities • Price • Reputation • Value • Security • Warranty • Guarantee • Experience • Relationship

  11. Approval Process The Approval Process • Who has ink in the pen? • Which personality types are involved? • Adapt the Buying Process accordingly

  12. Need to add a slide here about the selling process – your pipeline • Use your pipeline as a tool to track where they are in the buying process and where they are breaking down • Could do the breakdown model – needed information, personal block, etc. • These are strategies to use at home/office. Next time, what to do in the sales call with various personalities and cognitive styles

  13. What is a sales cycle? LEAD IDENTIFY QUALIFY MEETING ASSESSMENT PROPOSAL VERBAL/ LEGAL WIN / LOSE

  14. Implications of Strategies • Pipeline is a tool to help you manage the buying process. • Know your selling process in order to track what stages they MUST move through • Adjust your process/procedures to their timeline and needs (Bob – is this true? Should I always insist on an assessment, for example, even if they're ready to write a check????

  15. Identifying Buying Signals Identifying Common Buying Signals • Spending time discussing or looking at one product • Using “possession language” • Asking about price • Body-state or body language changes • Asking detailed questions • Asking for an opinion or references

  16. Getting to “Yes!” • Responding to buying signals • Closing the deal • Ensuring future business and forging a strong rapport

  17. Reminder… • “Yes” means __________ • “Maybe” means __________ • “No” means __________

  18. Looking Ahead Next A4S Webinar: Manage Accounts Tuesday, July 13- 11:30 a.m.

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