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

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Presentation on theme: "Selling Techniques Making It Happen! Bill Morland Orange County SCORE."— Presentation transcript:

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

2 Individual Purchase Process Love Consideration Shopping Intention Buying Awareness

3 What Is Selling? The face to face meeting with your prospect at the Intention or Buying level Getting thereright 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 cant/wont 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 dont 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 cluesbody 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 products 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 Listenlisten 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 Follow-up Sold: Thank Restate terms etc Youll stay in the loop Didnt sell: Thank Restate need and feature/benefit Leave a way back in

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 happyif 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 friendyou get to show how good you really are

22 Handling Complaints Dont argue Apologize even if youre not wrong Restate problem Give time frame to resolution If you cant 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 for a no-charge counseling session Visit our local web site Visit our national web site

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