basics of sales
DESCRIPTION
This powerpoint goes through the basic sales process in a way that it can be applied to any industry.TRANSCRIPT
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Basics of SalesAndre Delicata
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Consultative/Needs Based Selling
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Your business is never really good or bad “out there.”
Your business is either good or bad right
between your own two ears.
Zig Ziglar
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FACT: Consumers are getting smarter.
QUESTION: Are sales people getting smarter?
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Fact: With access to the internet buyers often know as more than the sales person.
They are often more familiar with your competitors’ products and their pricing.
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FACT:
People don’t care how much you know until they know how much you care.
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FACT:
You will not meet your sales numbers if:
You are unable to identify & effectively communicate unique value by understanding and prioritizing customer needs.
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The Important QuestionWhat’s important to you about
that?…And what’s important about
that?…And ultimately what’s the
most important?
The concept of the need,
And the concept of theneed behind the need!
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What is Selling ?
Selling is a professional, interactive process directed toward demonstrating to all your buyers how your product or service serves their self interest, and will enhance their lives.
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The Process
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The Process
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People buy Benefits not Features
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People buy Benefits not Features
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People buy Benefits not Features
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Consultative Selling –Selling Solutions
• Consultative selling /Solution Selling emphasizes customers needs and meeting those needs with solutions• Asks more questions for better
understanding and for clarification• Provides customized and value-
added solutions• Develops intimate business
relationship focusing on long-term (ROC – Return on Customer besides ROI Return on Investment)
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Solution Selling Is A Process
• Solution selling allows the salesperson to solve their customers business problems and achieve positive results
• Solution selling requires skills that include:• Situational knowledge• Product knowledge• Industry knowledge• Competitive knowledge• People skills• Communication skills
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Solution Selling
• Buyers want a salesperson who has an understanding of their situation.
• A salesperson that can add value to the buyer’s situation.
• When you don’t offer these,• The buyer goes to your
competitor• Searches the internet for their
answer
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Consultative Selling
• Consultative selling is the process of working with your customer to reach their strategic goals
• The salesperson is a trusted partner and orchestrates the resources required to satisfy the the Customer’s needs, expectancies and aspirations
• The salesperson acts as a consultant providing knowledge and feedback to the customer
• The salesperson is a friend and relationship-builder focusing on long-term partnerships
• The salesperson is always asking provocative questions to better understand his/her Customers and their needs.
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Consultative Selling
Understand the need and the need behind the need
What? Why? How? When?……
Impact
Is this causing…….
Solutions & Capabilities
What if……..
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Offering a SOLUTION….What is your VALUE PROPOSITION????
• Be prepared to offer a Value Proposition to the buyer
• A Value Proposition is a clear and defined statement that offers tangible benefits from the solutions you are offering
• i.e. This CRM System can provide you with sales call frequency tracking, territory sales, product line sales
• Our Inventory Control software is designed to be user-friendly • This low-energy commercial dishwasher will save you up to
30% on your utility bills because of its “TECHRON MICRO CHIP” developed especially for GE appliances
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Value Propositions To Consider
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Thank you