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According to an actual count by THE FAMILY MEDIA GUIDE,, how many F-Bombs were tossed in, GLENGARRY GLEN ROSS?
A - < 50
B - < 100 C - < 150 D - > 200 138 F-Bombs
With Al Pacino returning to play the Shelly Levene role instead of Ricky Roma 30 years later
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KISS
K I S S
Contained 268 words 198 were one syllable words 50 were two syllable words Only 20 words had more than two syllables
May occur when the customer receives information from advertising or from conversation with friends that causes awareness of need In Relationship Selling, sometimes hinges on the Salespersons ability to uncover a need Or may occur when the consumer re-evaluates the current situation and perceives an area of void or dissatisfaction
Limited By:
Your sense of urgency Timing Your past experiences The risk involved with making this purchase The cost of the purchase
All customers have specific criteria for making their decision Choice Criteria is what the Salesperson MUST identify Focus your efforts on the Prospects choice criteria
Several alternatives may seem equally acceptable Can be made easier by a professional salesperson Involves a set of related criteria
Tangible features of the product Financial considerations: price, discounts, credit policies Intangible factors: reputation, past performance, or delivery dates
or Buyers Remorse The level of anxiety depends on the importance of the decision and the attractiveness of rejected alternatives
A Relationship Salesperson can reduce this by: Reinforcing the buyers belief that the right decision was made Demonstrating the capabilities and quality of the product
1 - Problem Recognition 2 - The Search for Alternatives Internal Search External Search
A MUSICAL INTERLUDE
3 Types
1. 2. 3.
1. 2. 3.
Psychological Influences:
Perception Mood of the Moment Attitude Attitudes are habitual patterns of response to previous experiences A negative attitude must be overcome before a sale can be made Attitudes are the minds paintbrush
In communicating with a Prospect, what they believe is true is often more important, than what is true Self image is an individuals unique and personal self-appraisal at any given moment in time. Self-image impacts the problem recognition phase of consumer behavior Many of our permanent beliefs about our self-image are developed in our childhood
Socio-cultural Influences
Always show up on time If you are running late, call Chinese tend to call to let you know they arrived Handle Business Cards with two hands Never write on the card Use honorifics / titles (drop the vice from Pres.)
Guanxi (Gift-giving)
Essential part of building connections Call ahead to ensure that both parties are giving gifts Personal touch is nice but status labels are nicer Large gifts being given usually mean big favors
Usually involves several meals, because relationships take time to nurture Thoughtfulness and patience Remember details including proper pronunciation of Chinese names, schooling Minimize your drinking (or else delay negotiations)
Karaoke
Hostesses are part of the experience Chinese take Karaoke very seriously After they sing, praise them
Organizational Buyers
Decision Maker - usually a buying center Buying Criteria - more complex Strategic Business Alliances - longer lasting Buying Motivation - rational, economic or emotional
Characteristics
Fewer in number Purchases usually involve larger dollar volume Less freedom of decision
Increase wealth Alleviate fear Secure social approval Satisfy bodily needs Experience happiness or pleasure Gaining an advantage Imitating Dominating others Recreation Improving health
6. 7. 8. 9. 10.
Several people involved directly or indirectly in the decision making process The Buying Center
1. 2. 3. 4. 5.
For Organizational Buyers, most of their purchase decisions are based on rational buying motives rather than emotional motives Decisions are usually made after extensive research and analysis concerning the product and the selling company prior to purchase
1 - Source The sender of the message 2 - Encoding the message Achieved through the use of symbols 3 - The message itself 4 - Evaluating the prospects decoding of the message Did they get it?
Source
Encoding (Implications)
Message (Actions)
Decoding (Inferences)
Receiver
Communication Barriers
1. 2. 3. 4. 5.
55% Visual
7% Words
Low
High
Visual communication expresses the majority of a persons feelings and emotions Body Language Includes facial expressions, shifts in posture and stance, and movement of body limbs Understand the Body Language of Gestures Body Signals Hand Movements
Warning Signals
Watch for these signs that the prospect is either not understanding or not accepting the message:
Rubbing the nose Resting the head in the hands with elbows on the desk Finger under collar or rubbing back of neck
Successful salespeople move closer to a client when closing It is best to carefully test for a prospects comfort zone Comfort zones tend to change with sex, status, or age Four to twelve feet could be a good distance in which to begin a sales interview The intimate zone should be entered only by invitation or during a handshake
Type a one paragraph summary on what your own Primary & Secondary Selling Styles are and why. Ill collect at the end of class
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