Youll discover: Techniques to Use Prior to the Sales Techniques to Use During the Sale Post Purchase Selling Techniques
The Sales Process Effective sales people are made, not born! You can be an effective salesperson when you learn the correct techniques andhave the right attitude. Good sales people know their numbers
Pre-Sales Strategies Set Goals Weekly, Monthly and Yearly Aim high however realistic In all areas of sales eg Referrals Conversion Rates Monetary Figures
Pre-Sales Strategies To truly excel, you must believe in what you are selling Focus on the Positives Aim to help your Customer rather than sell Build a relationship
Pre-Sales Strategies Practice and Rehearse Opening Lines Handling common Objections CLOSING THE SALE Know Your Product Weakness and Strengths Special Features Competitors Weakness and Strengths
Pre-Sales Strategies Sales success is by choice, not by chance Your extra effort will be rewarded
During the Sale Your customer must take centre stage Gain their trust as quickly as possible.
The Initial Contact Professional and Positive Appearance Attractive and Appropriate Surroundings Not Over Powering
Qualification - Seeking Information Can the customer use your product or service? Are you speaking to the right person? How can you really help this person? The customer can quite often sell themselves by answering questions.
During the Sale Find out what the customer is really interested in e.g. If a person is buying tyres for the family car then safety rather than price could be the major motivating factor. It would be wise to sell the safety factors just as much as the price, if not more
During the Sale HURRY. Not everyone you sell to is in a HURRY.
During the Sale Create an offer thats TOO GOOD TO REFUSE
Money Back Guarantee RISK FREE GUARANTEES - IF THEY BUY THE PRODUCT OR USE THE SERVICE WITHIN A CERTAIN PERIOD A SPECIAL GUARANTEE WILL BE GIVEN. Sample/Trial Period IF POSSIBLE OFFER A TRIAL PERIOD, SO THEY CAN TAKE THE PRODUCT OR SERVICE STRAIGHT AWAY – PAYMENT CAN BE MADE WITH IN X AMOUNT OF DAYS IF THE CUSTOMER IS DELIGHTED. Create An Offer Too Good To Refuse
Value Added Packaging ADD EXTRAS TO THE PRODUCT/SERVICE AT NO EXTRA COST TO THE CUSTOMER – EG WITH THIS COMPUTER YOU WILL GET 2 FREE PROGRAMS AT NO EXTRA COST - FOR TODAY ONLY (Use Soft $ Cost Items) Interest Free Finance COMPANIES LIKE HARVEY NORMAN OR MYERS OFFER 6 MONTHS INTEREST FREE FINANCE. FOR A FEE, THE FINANCIAL COMPANY TAKES OVER THE CLIENTS PAYMENTS. Create An Offer Too Good To Refuse
Encourage Questions/ Handle Objections What are the 3 most common questions that your customers ask? How could you handle these questions?
Closing the Sale (Advanced) Provide 2 Options: WHICH DATE WOULD SUIT YOU THE BEST 12TH OR 15TH? (If Needed) Perception Check: PROSPECT -DO YOU HAVE A 12 MONTH GUARANTEE. SALES PERSON - WOULD YOU BE READY TO MOVE FORWARD IF WE HAD A GUARANTEE? (If needed)
Closing the Sale Move Forward PARTICIPANT - SO YOU WANTED TO START IN JUNE IS THAT RIGHT.? PROSPECT - NO IT WILL BE MAY. Develop your closing question. Which close would best suit the business you are in? Now write your closing question/s:
Post Purchase Selling Life time Customers Research has shown, its 6 times harder to get a new customer than it is to keep an existing one. So, you should do all you can to keep your existing customer happy. Post-Purchase Selling activities are designed to: 1.Create lifetime customers, and 2.Create delighted customers that will refer you to other people 3. Improve Payment Speed
Referrals REFERRALS ARE AN EXTREMELY EFFECTIVE MARKETING TOOL. THEY ARE ALSO THE CHEAPEST FORM OF ADVERTISING, THEY COST YOU NOTHING YET THE RESULTS ARE ASTOUNDING. YOU WILL NEED TO ASK FOR REFERRALS AUTOMATICALLY YOU GAIN A LARGE DEGREE OF CREDIBILITY & TRUST WITH YOUR NEW PROSPECT. THEREFORE TRUST IS NO LONGER A HUGE ISSUE. Post Purchase Selling
Telephone Letters Newsletters Training Christmas Cards Birthday Cards Post Purchase Selling
Your Action Plan: 1.Create a system for how to handle the following sales processes: a) Prior to the sale b) During the Sale c) Post Sale 2.Set up a monitoring system to track your enquiries to sales ratio 3.Train your team with what works best