Selling In The New World
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Introduction
Five Driving Force to succeed the sale selling skills, communication skills, skills, people skills, attitude control.
Sales Process new opportunity, pre-approach,initial communication, interview, opportunity analysis, solution development, solution presentation, customer evaluation, negotiation, commitment & Follow-up.
Driving Force
Attitude Control "if you can't change the situation, change your attitude about it"
- "don't give up a customer"
- if he is not interested, change the situation and don't talk business.
Driving Force
Selling Skills when was the last time you change your motor oil..
- selling environment changes rapidly just like technology
- perform periodic routine maintenance on our selling skills.
Driving Force
Communication Skills time is precious
- communicate clearly and be concise
- don't bid around the bush
- time with customer is very expensive & valuable
- collect as much usable information as possible
Driving Force
Organisational Skills multi-tasking
- be efficient and effective
- maintain an effective contact management system
- "Be Prepared" don't get caught UNPREPARED!!
Driving Force
People Skills build trust and respect from customer
- solving problem not pushing products
- be responsible & responsive
- handle your customers' enquiry/complaints personally, don't hide it under the carpet
- apologise for mistakes and give assurance that it will not happen again
Creating Value
Order Taker product as a commodity
Feature Advantage Benefit (FAB Vendor) "tell me your requirements & I will tell you the best alternatives" s/p pin points differences between their products and competitors' begins to add some value to the customer.- still in a reactive mode as customers know what they want & understand their requirements.
Solution
"Tell me how you want to do things & I will help you put together the best way to do it"
Finds out need of customer, sees the product as a total package rather than a collection of features...