123 School Work

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...