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OVERVIEW: Nowadays, people feel invaded when sales professionals try to ‘sell’ something to them. Closing techniques we’ve learned in the past have made the market weary of sales people. In this day and age, the market no longer wants to be sold to. They want to be free to make up their own minds. As such, sales professionals today can no longer 'trick' their clients with closing techniques. It’s time for a new kind of selling... Influential selling! Influential selling is about getting the client to want to buy from you because you’re you. It answers the age-old question: "Why buy from me?" It is a powerful method that makes the client feel empowered in their decision yet compelled to buy from you. It may not be magic, but it certainly feels that way. Our Influential Selling course will teach both seasoned and new sales professionals how to how to bring the client to them instead of going to the client themselves. Influential selling employs concepts of personal marketing and combines these with tactical selling skills to increase sales success. OBJECTIVES: At the end of the seminar, the participants are expected to: • Understand what influences buying decisions • Create Customer-Centric strategies to attract their potential market • Brand themselves effectively • Know how to use questions to effectively influence the buyer
Citation preview
copyright © 2014 by: boom san agustin
simple
steps to
influential
selling
have you ever had days
when a sales person
came to you looking…
like this
but, in your mind, he looks…
like this
you’re not the only one
today, we’ll try to save
the reputation of
the sales professional
first, let’s have an activity
activity
birds of a
feather
what did we learn
from this activity
before we talk about
the 5 steps, let’s try to
understand influence
understanding influence
so, what is influence
“” “”
according to webster…
influence is the power
to cause changes without directly forcing
them to happen
in sales, it means
selling without selling
so, how does influence happen
need more information
about this course?
info@ourknowledge.asia
please contact
so, how do we apply
this to selling
a short history of selling methods
in the old days we relied on…
the shotgun method
then, we evolved to…
the sniper method
but, influential selling is about…
the fishing method
the fishing method
explains influential selling
in 5 simple steps…
influential selling in five steps
know your fish
step
1
this means know your customer
but what do we have to know
activity
purchase an
avenger
the instructions are
in your manual
what did we learn
from this activity
influencers of customer behavior
de
mo
gra
ph
ics
psy
ch
og
rap
hic
s
cu
ltu
re
soc
ial n
orm
s
need more information
about this course?
info@ourknowledge.asia
please contact
now, for step 2…
know where to find them
2 step
because of the internet
many sales people are also
delving into marketing
ask yourself…
where does my market hang out
are they on…
youtube
the internet
has become
our equalizer
need more information
about this course?
info@ourknowledge.asia
please contact
let’s move to step 3…
prepare your lures and gear
step
3
so, what are your lures and gear
your gear refers to…
the things you need
to get the job done
so, does that mean your lures
refer to your products or services
your lures refer to…
your personal brand
to understand your brand…
need more information
about this course?
info@ourknowledge.asia
please contact
now, it’s time for step 4…
patiently wait
4 step
here’s something you
probably didn’t know…
patience is not passive
on the contrary…
patience is proactive
say what
need more information
about this course?
info@ourknowledge.asia
please contact
the story of a salesman
let me share with you
finally, we’ve reached step 5…
reel it in gently
step
5
once you’re actually talking
to the client,
he or she has probably
already made
the decision to buy
but…
you can’t
just force
the sale
let’s have an activity…
activity
hearing
it right
what did we learn
from this activity
need more information
about this course?
info@ourknowledge.asia
please contact
i leave you with this…
“” “”
if you run after money, it
runs away and hides. if you run after excellence,
money runs after you.
- boom san agustin
that was just a teaser
for our module on
dynamic public speaking
to find out more
about this course
contact us here…
+63-917-593-1494
info@ourknowledge.asia
+63-2-213-8944
or connect with us on…
www.OurKnowledge.Asia
www.Linkedin.com/Company/Our-Knowledge-Consulting-Asia-
www.Facebook.com/OurKnowledgeAsia
www.twitter.com/OurKnowledgePH
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