Download - [370]114 Selling Uci Final
![Page 1: [370]114 Selling Uci Final](https://reader035.vdocuments.mx/reader035/viewer/2022062511/54c617104a79597c658b45d0/html5/thumbnails/1.jpg)
Selling TechniquesSelling Techniques
Making It Happen!Bill Morland
Orange County SCORE
![Page 2: [370]114 Selling Uci Final](https://reader035.vdocuments.mx/reader035/viewer/2022062511/54c617104a79597c658b45d0/html5/thumbnails/2.jpg)
Individual Purchase ProcessIndividual Purchase ProcessIndividual Purchase ProcessIndividual Purchase Process
Love
ConsiderationShopping
IntentionBuying
Awareness
![Page 3: [370]114 Selling Uci Final](https://reader035.vdocuments.mx/reader035/viewer/2022062511/54c617104a79597c658b45d0/html5/thumbnails/3.jpg)
What Is Selling?What Is Selling?
• The face to face meeting with your prospect at the Intention or Buying level
• Getting there—right place, right time, right person
![Page 4: [370]114 Selling Uci Final](https://reader035.vdocuments.mx/reader035/viewer/2022062511/54c617104a79597c658b45d0/html5/thumbnails/4.jpg)
What Do Customers Care About?What Do Customers Care About?What Do Customers Care About?What Do Customers Care About?
THEMSELVES!!Wants, Needs, Desires
![Page 5: [370]114 Selling Uci Final](https://reader035.vdocuments.mx/reader035/viewer/2022062511/54c617104a79597c658b45d0/html5/thumbnails/5.jpg)
What Do They Buy?What Do They Buy?
SOLUTIONS!!
![Page 6: [370]114 Selling Uci Final](https://reader035.vdocuments.mx/reader035/viewer/2022062511/54c617104a79597c658b45d0/html5/thumbnails/6.jpg)
What You Should Know About Your What You Should Know About Your CustomersCustomersWhat You Should Know About Your What You Should Know About Your CustomersCustomers
• Target – Who are they – decision maker?
• Needs, Wants – What do you need to solve?
• Value Perception – Their perceived value equation.
![Page 7: [370]114 Selling Uci Final](https://reader035.vdocuments.mx/reader035/viewer/2022062511/54c617104a79597c658b45d0/html5/thumbnails/7.jpg)
The Value EquationThe Value Equation
Value = Benefit/Cost
![Page 8: [370]114 Selling Uci Final](https://reader035.vdocuments.mx/reader035/viewer/2022062511/54c617104a79597c658b45d0/html5/thumbnails/8.jpg)
Before You Do Anything Else…Before You Do Anything Else…
• Sell yourself
• Know your product
• Know the value equation
• Know your competition
• Know why your customer should buy from you instead of your competition
![Page 9: [370]114 Selling Uci Final](https://reader035.vdocuments.mx/reader035/viewer/2022062511/54c617104a79597c658b45d0/html5/thumbnails/9.jpg)
Getting In Position to SellGetting In Position to Sell
• Target your customer
• Know who is the decision maker
• Execute your plan consistently
• If you can’t/won’t do it, hire it done
![Page 10: [370]114 Selling Uci Final](https://reader035.vdocuments.mx/reader035/viewer/2022062511/54c617104a79597c658b45d0/html5/thumbnails/10.jpg)
Prepare for the Sales CallPrepare for the Sales Call
• Package yourself
• No negatives
• Research client
• Be on time
• Be observant
![Page 11: [370]114 Selling Uci Final](https://reader035.vdocuments.mx/reader035/viewer/2022062511/54c617104a79597c658b45d0/html5/thumbnails/11.jpg)
The Sales PresentationThe Sales Presentation
• Approach
• Present
• Objections
• Negotiations
• Close
![Page 12: [370]114 Selling Uci Final](https://reader035.vdocuments.mx/reader035/viewer/2022062511/54c617104a79597c658b45d0/html5/thumbnails/12.jpg)
The ApproachThe Approach
• Eliminate possible distractions
• Lead with a question to involve client-and don’t say “how are you?”
• State the purpose of call in terms of your customers need
• Get agreement on the need
![Page 13: [370]114 Selling Uci Final](https://reader035.vdocuments.mx/reader035/viewer/2022062511/54c617104a79597c658b45d0/html5/thumbnails/13.jpg)
The Body of the PresentationThe Body of the Presentation
• Use all senses possible
• Be aware of clues—body language, questions, etc
• Sell benefits not features
• Make it logical and end by filling the need
![Page 14: [370]114 Selling Uci Final](https://reader035.vdocuments.mx/reader035/viewer/2022062511/54c617104a79597c658b45d0/html5/thumbnails/14.jpg)
Objections-Your Best FriendObjections-Your Best Friend
• Objections are the client telling you how to sell them
• Restate the objection
• Answer in terms of your product’s benefits
• Move on
![Page 15: [370]114 Selling Uci Final](https://reader035.vdocuments.mx/reader035/viewer/2022062511/54c617104a79597c658b45d0/html5/thumbnails/15.jpg)
NegotiationNegotiation
• End body of presentation with trial close
• If you get a “yes”--stop selling and start writing
• If you get a “no” ask “why not”
• Answer objection, negotiate, and trial close again
![Page 16: [370]114 Selling Uci Final](https://reader035.vdocuments.mx/reader035/viewer/2022062511/54c617104a79597c658b45d0/html5/thumbnails/16.jpg)
CloseClose
• Either/or— ”would you like delivery on Friday or next Monday”?
• “Is that the only thing that is stopping you from buying”?
• Always, always ask for the order
![Page 17: [370]114 Selling Uci Final](https://reader035.vdocuments.mx/reader035/viewer/2022062511/54c617104a79597c658b45d0/html5/thumbnails/17.jpg)
Important TipsImportant Tips
• Listen—listen more than you talk
• Never, never talk over the client-listen to what he says
• Control the flow
• Always ask for the order - if you do nothing else ask for the order
• Ask for referrals
![Page 18: [370]114 Selling Uci Final](https://reader035.vdocuments.mx/reader035/viewer/2022062511/54c617104a79597c658b45d0/html5/thumbnails/18.jpg)
Follow-upFollow-up
Sold:
• Thank
• Restate terms etc
• You’ll stay in the loop
Didn’t sell:
• Thank
• Restate need and feature/benefit
• Leave a way back in
![Page 19: [370]114 Selling Uci Final](https://reader035.vdocuments.mx/reader035/viewer/2022062511/54c617104a79597c658b45d0/html5/thumbnails/19.jpg)
Keep RecordsKeep Records
• Follow-up consistently
• Keep a tickler file
• Keep your promised dates
• Send correspondence about solutions to their problems
• Follow-up, follow-up, follow-up
![Page 20: [370]114 Selling Uci Final](https://reader035.vdocuments.mx/reader035/viewer/2022062511/54c617104a79597c658b45d0/html5/thumbnails/20.jpg)
Keeping Your CustomersKeeping Your Customers
• Never take them for granted
• Stay in touch
• Stress benefits of your product
• Ask them if they are happy—if not, FIX IT NOW
![Page 21: [370]114 Selling Uci Final](https://reader035.vdocuments.mx/reader035/viewer/2022062511/54c617104a79597c658b45d0/html5/thumbnails/21.jpg)
Customer ServiceCustomer Service
• Answer the phone
• No voice menus--no lengthy holds
• Resolve problems now
• Honor your time frames
• Complaints are your friend—you get to show how good you really are
![Page 22: [370]114 Selling Uci Final](https://reader035.vdocuments.mx/reader035/viewer/2022062511/54c617104a79597c658b45d0/html5/thumbnails/22.jpg)
Handling ComplaintsHandling Complaints
• Don’t argue
• Apologize even if you’re not wrong
• Restate problem
• Give time frame to resolution
• If you can’t meet time, call and extend
• Let them know you care and that you are involved
![Page 23: [370]114 Selling Uci Final](https://reader035.vdocuments.mx/reader035/viewer/2022062511/54c617104a79597c658b45d0/html5/thumbnails/23.jpg)
The Three Most Common Sales MistakesThe Three Most Common Sales Mistakes
• Not listening to the buyer
• Not asking for the order
• Forgetting to sell existing customers
![Page 24: [370]114 Selling Uci Final](https://reader035.vdocuments.mx/reader035/viewer/2022062511/54c617104a79597c658b45d0/html5/thumbnails/24.jpg)
Questions and AnswersQuestions and Answers
Want to get specific about solutions to your selling challenges?
• Call SCORE at 714-550-7369 for a no-charge counseling session
• Visit our local web site www.score114.org• Visit our national web site www.score.org