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Advanced Selling Skills: For Sales Trainers - Sales Person - AND Customer!!!
Advanced Selling Skills: For Sales Trainers - Sales Person - AND Customer!!!
has heard this Woody Allen quote: There are worse things in life than death. Have you ever spent an evening with an insurance salesman? In fact, she s probably heard it more than once (and wonders if it s true about YOU).
..Know that your prospects are not interested in doing business with you when they receive a postcard addressed to [Name] or Current Resident
Customers are now more intelligent and knowledgeable than ever before!!!
Distortion
Generalization.
CircleO all that apply in each section: 1. If a white board or flip chart is available, I like to use it. 2. I prefer learning to use a computer or a new application by first watching someone. 3. I will create a picture in my mind or go back to one I know, when I am listening to someone.
Contd
4. I like to explain things by drawing a picture of what I mean. 5. When giving or getting directions I like to describe the landmarks that will be seen.
Self Test:Auditory
I prefer to hear how to use the
computer or new applications by listening to the steps and how-tos. 2. When getting or giving directions I want to hear how to get there. I want to get the street name and distances. 3. I may repeat to myself internally or out loud what has just been said.
Contd..
4. I listen and can remember the details of what has been said. 5. I process information by hearing details and statistics.
Self Test:Kinos
want to be pointed to the right direction and I will get a sense of how to get there. 3. I prefer to learn to work on a computer or a new application by just getting started and asking questions if I get stuck.
Contd.Kinos
4. I find that when Im in a meeting, words come and go because I listen more for the feeling behind the words. 5. I would rather take a walk, exercise, or get involved in sports than watch TV or read a book or magazine.
Now add up how many you have for each channel:Total Score
Visualssee more@
Guidelines..
Before using one of the typical
tactics, think twice about what the group may say or do in response that will far outweigh any potential benefit of cutting corners and doing it your way.
Elmer Wheeler
Elmer Wheeler
Wheelerpoint 1: Dont sell the steak, sell the sizzle! Wheelerpoint 2: Dont write telegraph. Wheelerpoint 3: Say it with flowers. Wheelerpoint 4: Dont ask if ask which! Wheelerpoint 5: Watch your bark!
MAKING IT WORK FOR YOU !!! ORAL COMMUNICATIONS ? are more effective than statements in engaging a customer,particularly during the early stages of a sales process.
NO:2
No:Three
::::::::::::::::4:::::::::::::::::::::
If you have a written proposal, a price quote, or other printed material,dont hand it out until the end of your presentation
five;;;;;;;;;;;;;;;;;;
Welcome interruptions, objections, and questions from your audience.
..SIX^^^
Use visual aids in formal presentations
SAVE
..n
Dale Carnegie
Developed 100 years ago. Effective even TODAY!! Four Step Process!!
customers problems Where are customers losing money? What goals are they failing to achieve? What gaps in their current capabilities are keeping them from being successful?
Cranes Process:Patterson Principle of Selling Second, the propositiondevelop a specific value proposition. Identify the specific areas where losses are occurring, and quantify them. Summarize the losses and show the potential for increased profitability in concrete dollars and cents. The more you know about the customers business in detail, the more convincing your value proposition will be.
Cranes Process:Patterson Principle of Selling Third, the demonstration show how the solution fits. Summarize the customers problems and the potential for increasing profits. Then show how the solution works, not in terms of its technical functions,but in terms of its business impact. Functions and features are relevant only in terms of the value they deliver. Technology for its own sake is not part of the selling message.
Fourth, the closeask for the order. Assume that an intelligent businessperson will want to buy. If the customer has objections, answer them and close again.
To add further.
Patterson wasnt interested in the psychology of decision making, of course. He was interested in selling cash registers. And he knew that Cranes method worked, so he wanted all of his sales reps to use it.
Primer Approach:Template
Sales Rep: I am from the National Cash Register Company
and I have called to interest you in a way to increase your profits (The prospect usually responds that he is not interested in buying any cashregisters) Sales Rep: But you are interested in increasing profits, arent you? There are only two ways: One is by increasing sales. The other is by decreasing expense.My business has to do with decreasing the indirect expenses that are taking a part of your profit out of your pocket all the time Prospect: What are indirect expenses?
All
things being equal, People want to do business with their friends All things being NOT QUITE SO EQUAL,people STILL want to do business with their friends
Connection Strategy
Before Connecting:Ask YOURSELF: Why am I making this connection? How am I going to make this connection? Why would this person want to connect
with me? How am I going to keep this connection once I have made it?
C R E A T I V E
IMPORTANCE OF TOUCH
public zone without offending You will be perceived as friendlier and credible when you touch a person for emphasis. While giving sales presentation touch on the elbow with fingertips to guide him or her Public Zone=Zone between palm and elbow
GAME
Group Size: 2 in a grop Objective:Remembering ten
How to play?
Preparation:Make a list on 10 names per
session Use first and last name Varition1:Every player receiving 10 names and getting about one minute to remember names..Afterwards group will meet once again
Variation 2
Circulate all the names to all players
IN ADVANCE The person who comes first will be the winner Winner needs to explain before the team how he did it
GAME 2
Exercise on Memory Threads Activity:Individual Preparation:Blank sheet of paper and Pen Write down 30 names that come to your
Contd..
Check which CATEGORIES does your name
fall in? Classmates/Colleagues/Customers/Family Members/authors/film stars/Athletics Start developing your skill from strongest area Outcome:By spending 15 minutes a day for next 15 you can remember complete names of top 100 clients !
MAKE A NOTE!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!
REMEMBERING CUSTOMERS Name will in turn fetch .More Incentive Increased Turnover
Competition Marketing file:Market Research Result,Turnover,Long term Short term strategy Product file:Technical information,Product Classification Competitors file
Joe Girard
Top 4 Ideas from worlds greatest Salesman:Joe Girard:Listed in Guinness Book of world Records
Honesty is the Best Policy:
You never get caught by telling the truth Girards Law of 250 Every time you turn off just one prospect ,you turn off 250 more(Reverse is also true) Time and Money well invested will build your business tremendously.Always look for new and better ways Selling the Smell:Think of what excites you about a product or used to when you first bought it.Then use that experience to sell the excitement,the thrill of owning the product
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