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The Selling Process - 3 Stages Source Potential Customers Opening The Sale Building The Sale Closing The Sale Follow Up Sale ProspectingThe Sales Presentation.

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Presentation on theme: "The Selling Process - 3 Stages Source Potential Customers Opening The Sale Building The Sale Closing The Sale Follow Up Sale ProspectingThe Sales Presentation."— Presentation transcript:

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2 The Selling Process - 3 Stages Source Potential Customers Opening The Sale Building The Sale Closing The Sale Follow Up Sale ProspectingThe Sales Presentation After Sales Service

3 Rules of Selling Adopt a Win – Win approach Know your product – features, benefits & USPs Sell the benefits, not the features Research prospect Know your customers needs/wants Listen to the buyer Relate what you are selling to the buyers wants and needs Plan your sales and be prepared Have clear and well prepared sales presentations, demonstrations and telephone calls Make sure you know who the decision maker is

4 Money Authority Need Look for the MAN Internal Sources: –Enquiries to advertising –Phone/mail enquiries –Internet enquiries –Customer records Sourcing Customers/Prospecting External Sources: –Following leads –Referrals/introductions –Community contact –Other organisations –Networks –Newspaper –Directories Personal Contact: –Business contacts –Social networks –Formal networks –Networking –Word of mouth –Personal observation –Cold canvassing –Trade shows –Conferences –Sales seminars

5 Contacting Prospects – Planning your Approach How Telephone Person to person Letter Visit What to say Resources required ObjectiveNext steps Make an appointment Create an interest Immediate sale Set an agenda Opening statement Sales pitch Qualifying questions Answers to objections Reponses to questions Build confidence & rapport Business cards Customer testimonials Brochures Portfolios Diary Writing materials Obtain an appointment Send information Follow up

6 Sales Presentation Structure Opening the sale Body/building the sale Closing the sale

7 Opening the Sale Make an opening statement Introduce yourself/your business State the purpose of the presentation quickly (within 15 seconds) Ask qualifying questions

8 Body/Building the Sale Provide information on you/your business and your product/service Relate to the buyers needs/wants Highlight unique selling points (USPs) Focus on the benefits to the customer Follow a logical sequence

9 FAB Features High speed processor Advantage Benefit Can compute twice as fast Provides customer with more productive time Focus of sales pitch

10 Why Objections Occur Disbelief/not convinced Budget/money issues Satisfaction with a competitive product Previous negative experience Fear of making the wrong decision Misunderstanding

11 Handling Objections Prepare responses in advance Listen to the objection Check you have understood the objection Answer the objection Advance the sale

12 Buying Signals Requesting a sample Requesting names of other customers Commenting positively Indicating problems with previous vendors Asking specific questions re: price, features, availability, options Negotiating

13 Closing Methods Assumptive close Alternative choice close Immediate gain close Fear close Direct request close Summary close Negotiation close Small decision close

14 Follow Up Explain level of service at the time of the sale Make a courtesy call after the sale Give customer contact numbers etc Stay in touch Use a database Send customers information on offers etc

15 Benefits of Customer Care Satisfied customers will recommend you to others Encourages repeat sales Dissatisfied customers will complain on average to 10 other people Demonstrates professionalism Poor customer care will damage your image and reduce your profits


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