SELLING IN THE 21 ST CENTURY. PAUL FOH The 21 st century work place will be Known by the 3Cs: ACCELERATED CHANGE, OVERWHELMING COMPLEXITIES, AND TREMENDOUS.

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Presentation transcript:

SELLING IN THE 21 ST CENTURY

PAUL FOH

The 21 st century work place will be Known by the 3Cs: ACCELERATED CHANGE, OVERWHELMING COMPLEXITIES, AND TREMENDOUS COMPETITION

WHAT IS SELLING? The process of persuading, influencing and convincing someone to your point of view and exchange money for value in the process.

WHY DO PEOPLE BUY? To solve problems Convenience Prestige/ Aspirational Lower prices Fad Referral Reciprocity

KNOW YOUR PRODUCTS BENEFITS FEATURES

KNOW YOUR TARGET CUSTOMER NEEDS WANTS VACUM

THE 21 ST CENTURY CUSTOMER

PRODUCT PASSION

The Communication Process source encoding channel decoding receiver SALES COMMUNICATION

IF YOUR TARGET CUSTOMER DOES NOT BUY OR UNDERSTAND YOUR MESSAGE WHO IS AT FAULT?

THE SALES PROCESS

PROSPECTING Your prospect are those that ‘CAN’ become your customer.

PRESENTING This is the stage of the selling process where communicate and present your product before the prospect

STILL ON PRESENTING This is the stage where you present your business opportunity to them either one on one or a seminar. There is a direct relationship between your number of prospect and the number of presentation. If you talk to 10 prospect and 3 come for your presentation you have a ratio of 10:3 In presentation.

CLOSING THE SALE This where you ask for the: order, account deposit

FOLLOW UP 48% OF SALES PEOPLE NEVER FOLLOW UP WITH A PROSPECT

LAWS OF INTERNET SALES

1. LIKING Make us your friend before we can buy from you.

2. RECIPROCITY Do for us what you want us to do for you.

3. SOCIAL PROOF

4. CONSISTENCY Can you be trusted

5. AUTHORITY FIGURE

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