- Making It Happen!
- Bill Morland
- Orange County SCORE
Individual Purchase Process 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
What Do Customers Care About? - THEMSELVES!!
- Wants, Needs, Desires
What Do They Buy? 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.
The Value Equation 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
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
Prepare for the Sales Call - Package yourself
- No negatives
- Research client
- Be on time
- Be observant
The Sales Presentation - Approach
- Present
- Objections
- Negotiations
- Close
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
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
- Objections are the client telling you how to sell them
- Restate the objection
- Answer in terms of your product’s benefits
- Move on
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
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
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
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
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
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
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
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
The Three Most Common Sales Mistakes - Not listening to the buyer
- Not asking for the order
- Forgetting to sell existing customers
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
Do'stlaringiz bilan baham: |
