advanced selling skills(2)

8/4/2019 Advanced Selling Skills(2)

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ADVANCED SELLING

SKILLSFor Sales Trainers----Sales

Person-----AND…Customer!!!



If you are a car salesperson. . .…………….Know that your prospect has

heard that ― all car salespeople arecrooks ‖ and may think you ’ re likethat guy from the used car lot…………



If you are in life insurance . .

o Bet on the fact that your customerhas heard this Woody Allen quote: ―There are worse things in life thandeath. Have you ever spent an eveningwith an insurance salesman? ‖ In fact,she ’ s probably heard it more than

once (and wonders if it ’ s true aboutYOU).



If you are a financial advisor

……….Know that movies like Boiler Room

and Wall Street negatively affecthow your prospects and potential

customers feel about YOU and YOURindustry.



If you are a recruiter………

Understand that many people think of you as a ― headhunter, ‖ which is not aterm of endearment or a vote ofconfidence for your industry

.



If you are in the business of selling . . .

………..Know that your prospects are

not interested in doing businesswith you when they receive apostcard addressed to ― [Name]

or Current Resident‖…………



Customers are now more

intelligent andknowledgeable than everbefore!!!



THE LANGUAGE-BASED APPROACHTODAY…………..

NEUROLINGUISTIC PROGRAMMING(NLP)

• Deletion

• Distortion

• Generalization.



What language do

you use??



Circle‖O‖ all that apply in each section:

1. If a white board or flip chart isavailable, I like to use it.

2. I prefer learning to use a computeror a new application by first watchingsomeone.

3. I will create a picture in my mind orgo back to one I know, when I amlistening to someone.



Contd…

4. I like to explain things by drawing apicture of what I mean.

5. When giving or getting directions Ilike to describe the landmarks thatwill be seen.



Self Test:Auditory

I prefer to hear how to use thecomputer or new applications bylistening to the steps and ―how-to’s‖.

2. When getting or giving directions Iwant to hear how to get there. I wantto get the street name and distances.

3. I may repeat to myself internallyor out loud what has just been said.



Contd………..

4. I listen and can rememberthe details of what has beensaid.

5. I process information byhearing details and statistics.



Self Test:Kinos………

1. I am a doer.2. When asking or giving directions I

want to be pointed to the right

direction and I will get a sense of howto get there.

3. I prefer to learn to work on a

computer or a new application by justgetting started and asking questionsif I get stuck.



Contd…….Kinos 4. I find that when I’m in a meeting,words come and go because I listen

more for the feeling behind thewords.

5. I would rather take a walk,

exercise, or get involved in sportsthan watch TV or read a book ormagazine.



Now add up how many you

have for each channel:TotalScore



Visuals…see more…@

Perceive Illustrate Highlight Focus Reflect Watch

Preview Survey/Perspective



Words that sounds loud andclear for Auditory …….. Say

Tell

ToneStatic

Talk

RingSound



Kinos………….get to sense more when you usewords like….

Feel Grab Touch

Handle Rub Grasp

Affect

……



Guidelines………..

Before using one of the typicaltactics, think twice about what the ―group ‖ may say or do in response that

will far outweigh any potential benefitof cutting corners and doing it yourway.



Elmer Wheeler

The Magic of words



Elmer Wheeler



Wheelerpoint 1: Don’t sell thesteak, sell the sizzle!

Wheelerpoint 2: Don’t write—telegraph.

Wheelerpoint 3: Say it withflowers.

Wheelerpoint 4: Don’t ask if—

ask which!Wheelerpoint 5: Watch yourbark!



MAKING IT WORK FOR YOU !!!

ORAL COMMUNICATIONS

―?‖ are more effective than statementsin engaging a customer,particularlyduring the early stages of a salesprocess.



NO:2

Create a printed agenda and share itwith the customer



No:Three

Stay flexible and responsive to youraudience’s interests.



::::::::::::::::4:::::::::::::::::::::

If you have a written proposal, a pricequote, or other printed material,don’thand it out until the end of your

presentation



five;;;;;;;;;;;;;;;;;;

Welcome interruptions,

objections, and questions from your audience.



…..SIX^^^

Use visual aids in formalpresentations and don’t skimp onthem.



SAVE ……..n

Practice important presentationsusing videotape to identifydistracting mannerisms or habits.



Dale Carnegie



John Henry Patterson



Cranes Process:Patterson Principle of Selling

Developed 100 years ago.

Effective even TODAY!!

Four Step Process!!




First, the approach—identify thecustomer’s problems

Where are customers losing money?

What goals are they failing toachieve?

What gaps in their currentcapabilities are keeping them frombeing successful?




Second, the proposition—develop a specificvalue proposition. Identify

the specific areas where losses are

occurring, and quantify them. Summarize the losses and show thepotential for increased profitability inconcrete dollars and cents. The more you

know about the customer’s business indetail, the more convincing your valueproposition will be.




Third, the demonstration—

show how the solution fits. Summarize thecustomer’s problems and the potential for

increasing profits. Then show how thesolution works, not in terms of its technicalfunctions,but in terms of its businessimpact. Functions and features are

relevant only in terms of the value theydeliver. Technology for its own sake is notpart of the selling message.




Fourth, the close—ask for the order. Assume that an intelligentbusinessperson will want to buy. If

the customer has objections, answerthem and close again.



Why Patterson principleworks…………………………

Interestingly, recent research intothe psychology of decision making

has revealed that these four stepscorrespond to the way people thinkwhen they are making adecision……….



To add further…….

Patterson wasn’t interested in thepsychology of decision making, ofcourse. He was interested in sellingcash registers. And he knew thatCrane’s method worked, so he wanted

all of his sales reps to use it.



Primer Approach:Template

Sales Rep: “I am from the National Cash Register Companyand I have called to interest you in a way to increase yourprofits‖

(The prospect usually responds that he is not interested in buying any cashregisters)

Sales Rep: “But you are interested in increasing profits,aren’t you? There are only two ways: One is by increasingsales. The other is by decreasing expense.My business has todo with decreasing the indirect expenses that are taking apart of your profit out of your pocket all the time‖

Prospect: “What are indirect expenses?‖…………………………



―All things being equal, People wantto do business with their friends‖

―All things being NOT QUITE

SO EQUAL,people STILL wantto do business with theirfriends‖



Business Networking Strategy

Linkedin,Face Book,Twitter

Trade FairChamber of Commerce



Connection Strategy

Before Connecting:Ask YOURSELF:

Why am I making this connection?

How am I going to make this connection?

Why would this person want to connectwith me?

How am I going to keep this connection

once I have made it?



Creative Selling Strategy

CREAT IVE



IBM Award Winning Salesperson:Published Report!

Secret?????????????????????????????????????????

Blue Trouser

Blue Shirt

Blue Handkerchief

Blue Socks Blue Gloves

Blue wrist watch

Everything Blue …….For more than 3 years!!!…………….

……..Similarly…………….Apply any idea that makes YOUunique!!!!!!

“Use creativity to differentiate and Dominate”



IMPORTANCE OF TOUCH …………

In selling you can touch a person in thepublic zone without offending…

You will be perceived as friendlier and

credible when you touch a person foremphasis.

While giving sales presentation touch onthe elbow with fingertips to guide him orher

Public Zone=Zone between palm and elbow



The Classic Sell:

And the classic sell goes to…………………………………………………………………………………………………………………………………………

…………………………………………………………………………………………………………PTO



Mercedes Benz:4 StepProcess:::::::::::::::::::

Start with setting the atmosphere

Get the needs

Present arguments which meets the needs

Close the sale AND in the process ,verify the

communication and overcome objections…

Sounds easy !!!!!Doesn’t it?

NEXT M d l



NEXT Module you can ignore@your own risk

NUMBER #ONE:

TRAIN YOURSELF TO REMEMBER NAMES



GAME

Group Size: 2 in a grop

Objective:Remembering tennames(Other than group members)

Duration:30 minutes



How to play?

Preparation:Make a list on 10 names persession

Use first and last name

Varition1:Every player receiving 10 namesand getting about one minute to remember

names..Afterwards group will meet onceagain



Variation 2

Circulate all the names to all playersIN ADVANCE

The person who comes first will bethe winner

Winner needs to explain before theteam how he did it…



GAME 2

Exercise on Memory Threads

Activity:Individual

Preparation:Blank sheet of paper and Pen

Write down 30 names that come to yourmind

If not,Stop now to do it before proceeding

…………..PTO…….



Contd…..

Check which CATEGORIES does your namefall in?

Classmates/Colleagues/Customers/Family

Members/authors/film stars/Athletics Start developing your skill from strongest

area

Outcome:By spending 15 minutes a day fornext 15 you can remember complete namesof top 100 clients !



MAKE A NOTE!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!

REMEMBERING CUSTOMERS Name will inturn fetch ……………

…………….More Incentive…………………………

Increased Turnover……………………………………



Effective File system :

Country File:Place,Sales Leads,LocalCompetition

Marketing file:Market ResearchResult,Turnover,Long term –Shortterm strategy

Product file:Technical

information,Product ClassificationCompetitors file



Joe Girard



Top 4 Ideas from world’s greatest Salesman:JoeGirard:Listed in Guinness Book of world Records

Honesty is the Best Policy:You never get caught by telling the truth

Girard’s Law of 250 Every time you turn off just one prospect ,you

turn off 250 more(Reverse is also true) Time and Money well invested will build your

business tremendously.Always look for new andbetter ways

Selling the Smell:Think of what excites you abouta product or used to when you first bought it.Thenuse that experience to sell the excitement,thethrill of owning the product



……………Learn more

To earn more……………

Spend your money wisely…

advanced selling skills(2)

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