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Psychology of Selling
Customer motivation to buy: conscious, pre-conscious, or un-conscious need
Show Feature Explain Advantage Lead benefit Let customer talk (trial close)
Watch your communication (non-verbal) Trial close Customer perception Sales knowledge : Customer, Product, Market, competitor etc. Your Attitude and believe in product
Customer Personality
Thinker,
Detail orientated, neat desk, computer, calculator, neat and conservative dress, think it over we will get back to this.
Intuitor,: Ideas, innovation, concepts, theory, Unrealistic, poor listener, abstract art, book case, Feeler, people oriented, emotional, personal plaques, mementos, etc. Senser: Chaos, messy tables, high value on action, brief presentation,
Prospecting
MAD principle
Money to buy Authority to buy Desire to buy
Prospecting Methods
E-Prospecting on web Cold canvassing Endless Chain of referral Orphaned Customers Sales lead club Become an expert- Get published Public exhibition and demonstration Telephone and telemarketing Observation and networking
Presentation difficulties
How to handle interruptions Should we discuss competition? Be professional Diagnose prospect
Uncover Needs
Demonstration
Demonstration checklist Participation in demo Use visual aids, drama, demo
Categories of Objections
Hidden objection Stalling objection No-need objection Money objection Product objection Source objection
Closing
What makes a good close? How many times to close? Difficulty and essential of closing
Closing Techniques
Alternative close Assumptive close Compliment close Summary of benefit close Continuous yes close Minor point close Standing room close Probability close Order blank close
Service Follow up
Importance of service follow up Build long term relationship Continuously measure satisfaction Turn follow up in sales Returned good can make you hero Handle complaints
Situation Questions
How old is this unit?
What Equipment do you use?
Finding Facts about the customers existing situation Points to remember . Are used more in calls which fail . Are overused by inexperienced people . Asked focused Situation question
Problem Questions
Are you satisfied with.?
Finding about the customers problems, difficulties, or dissatisfactions Points to remember . Are used more in small calls which succeed . Are overused by experienced people
Implication Questions
Will it slow down your proposed expansion?
About the effects, consequences, or implications of the customers problems Points to remember . Are strongly linked to success in large sales . Build up customers perception of value . Are harder to ask than situation and problem questions
About the value or usefulness of proposed solution Points to remember . Are strongly linked to success in large sales . Increase the acceptability of your solution