personal & professional sales
DESCRIPTION
Personal & Professional Sales. Personal & Professional Sales. (Spelunking Activity). Personal & Professional Sales. “How Can You Sell Anything . . . ?” Activity. Personal & Professional Sales. Personality Traits of Effective Sales People?. Personality Traits of Effective Sales People. - PowerPoint PPT PresentationTRANSCRIPT
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Personal & Professional Sales
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Personal & Professional Sales
(Spelunking Activity)
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Personal & Professional Sales
“How Can You Sell Anything . . . ?” Activity
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Personal & Professional Sales
Personality Traits of Effective Sales People?
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Personality Traits of Effective Sales People
1. Confident
2. Positive
3. Honest
4. Creative
5. Smart
6. Communicates Well
7. Professional Appearance
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What You Need to Know
1. Product Composition & Manufacturing– Ingredients– How is it made?– History– Care & Maintenance– Comparisons to
Competition
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What You Need to Know
2. How do you use the Product?– What is it used for?– How do you work it?– What are its
benefits?
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What You Need to Know
3. Who will Benefit From Using the Product?– What Needs Will it
Satisfy?– Describe the Target
Market
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What You Need to Know
4. How much Does it Cost?– Cost vs. Retail– Competition’s Price– Cost to Maintain
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What You Need to Know
5. Who Manufactures the Product?– Company History– Policies
• Ex: Return Policies
– Services• ex.: Delivery
– Warranties & Guaranties • Difference?
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What You Need to Know
6. How Does Your Product Differ From the Competition’s?– Focus on Key Selling
Points
7. Availability– Where do we buy it? – Where do we go to
Repair the Product?
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What You Need to Know
8. How is it Promoted?– Sample Advertisements– Tag Lines & Promises
9. Related Items– Where do we buy it? – Where do we go to
Repair the Product?
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Benefits of Product Knowledge
1. Recognition2. Respect of Others3. Job Advancement4. Less Stress5. Satisfied Customers6. Job Security7. Meet Legal Req.
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Sources of Product Knowledge
1. Literature– Tags, Seals, Labels– Brochures/Leaflets– Government Stamps– Box Covers/Wrapping– Advertising Samples– Internet
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Sources of Product Knowledge
2. People– Managers– Buyers– Sales Personnel– Customers– Vendors– Repair People
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Sources of Product Knowledge
3. Formal Training– Retailer Supplied– Vendor Supplied
4. Direct Experience– Try it Yourself
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Types of Goods
1. Convenience Goods– Sold by Mass Media– Little Thought Given– Inexpensive• Candy• Toothpaste• Etc.
– Good Location– Don’t Boor w/ Details
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Types of Goods
2. Shopping goods– Customers Will
Compare Before Buying
– More than one source of the product
– Needs Advertising Support
– Keep Price Competitive
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Types of Goods
2. Shopping goods (Cont.)– Extensive Product
Knowledge Needed– Demonstration of
Product Features & Benefits Needed
– Understand Customer Psychology
– Must Communicate Well
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Types of Goods
3. Specialty Products– Customer Service is
Key– Price is not the Most
Important Criteria– Know Your Customer– Items are Pre-sold
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Features & Benefits
Features:– Facts About the
Product1. Construction2. Materials3. Workmanship4. Uses5. Price6. Safety Features7. Etc.
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Features & Benefits
Benefits:– Benefits of Using
the Product1. A Personal
Satisfaction That a Customer Wants From the Product (Buying Motives).
2. Why do We Want the Product?
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Personal & Professional Sales
The Sales Process
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1. The Approach
A. Characteristics of an Effective Approach– Respectful &
Courteous– Sincere– Enthusiastic– Timed Properly
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1. The Approach
B. Types of Approaches– Greeting– Service (Boo Hiss!!!)– Merchandise– Combination
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2. Determining a Customers Wants & Needs
A. Goal– To determine the
customer’s problems or concerns for which you might sell a satisfying product or service
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2. Determining a Customers Wants & Needs
B. Open Ended Questions– Encourages the
Customer to Talk About Their Needs & Wants; you listeno What did you like
about your last . . . ?o How do you plan to
use this product?
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2. Determining a Customers Wants & Needs
C. Closed Questions– Used by the
salesperson to confirm their understanding of the customer’s wants & needso So the red is your
favorite?o It fits well then?
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3. Product Demonstration
A. Goals– To create customer
interest & desire for your product
– To prove what you are saying about your product
– To involve the customer in the sales process
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3. Product Demonstration
B. Eleven Rules of Product Demos– Handle Product
With Respect– Creatively Display
Each Product Feature & Benefit
– Continue to Ask Questions of the Customers
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3. Product Demonstration
B. Eleven Rules of Product Demos (Cont.)
– Use Dramatic Action– Show the Product
in Use– Use Descriptive,
Accurate, & Interesting Vocab.
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3. Product Demonstration
B. Eleven Rules of Product Demos (Cont.)
– Show Enthusiasm for the Product
– Anticipate Interruptions (Have a Planned Presentation)
– Use Selling Aids in Presentation
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3. Product Demonstration
B. Eleven Rules of Product Demos (Cont.)
– Practice, Practice, & Practice
– Involve the Customer in the Presentation
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4. Overcoming Objections
A. Objection Defined– A reason not to buy
B. Types of Objections– The Cost– The Product– The Company– The Time to Buy
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4. Overcoming Objections
C. Key to Success in Overcoming Objections– Anticipate the
Objection and Having a Planned Response
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4. Overcoming Objections
D. Methods of Over-coming Objections– “Yes, but . . . “– The Boomerang– Deny the Objection– The Question Method– Show ‘em Method– Testimonial– “Try It” Method
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4. Overcoming Objections
E. Other Guidelines– Listen Actively &
Closely– Pause– Empathize– Don’t Argue– Be Honest– Deliver
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5. The Close
A. The Close Defined– Encouraging the
customer to make a buying action
B. Buying Signals– Indications that
the customer is ready to buy
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5. The Close
C. Methods of Closing– Ask for the Sale– Assume the Sale is
Made– Build a Series of
“Yes” Questions– Summarize Selling
Points
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5. The Close
C. Methods of Closing– “What if . . .”
Method– Land Chance to Buy
Method– Standing Room Only– Narrow the Choice
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6. Suggestion Selling
A. Defined– Recommending
products to satisfy new customer problems because they bought your product or service