The power series selling at your higher price

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  • Selling at your Higher Price

  • The Power Series 2018

    Feb - Getting New Customers Mar - Selling at your Higher Price Apr - Selling over the Telephone May - Sales Presentations Jun - Closing the Sale and Objections Jul - Key Account Management Aug - Double up Sept - Sales Negotiation Oct - Selling Face to Face Nov - Creating Raving Fans

  • What is Quality ?It Works

    It Looks Good

    It Satisfies your Customer's Needs

    It Lasts

    It Maintains it's Value

    Your Customer is proud to own it

  • Selling the Perception of Quality

    To Sell Quality you have to have Quality Sellers

    Other Employees

  • Do Sweat the Small Stuff!

    Guarantee

    Quality Advertising

    Selling the Perception of Quality

  • Quality Communication

    Brochures, Proposals & Quotations

    Selling the Perception of Quality

  • Quotations / Proposals

    Specifications

    Price

    Delivery

    Terms and Conditions

    Price only holds good for 30 Days

    Quotations

  • The Customers Objectives

    Your Recommendations

    Summary of Additional Benefits

    Financial Implications

    Your Additional Information

    ProposalsQuotations / Proposals

  • Packaging

    Vehicles

    Selling the Perception of Quality

  • It is Easier to Sell the Higher Priced Product

    Selling at your Higher Price

  • Benefits = 4, Price = 4, Value = 1Benefits = 6, Price = 4, Value = 1.5Benefits = 8, Price = 5, Value = 1.6

    Selling at your Higher price

    ValueBenefitsPrice

    =

  • Delivery

    Quality

    Relationship

    Price

    The Circle Of Satisfaction

  • The Circle Of Satisfaction

    Quality

    Relationship

    Delivery

    Price

  • The Circle Of Satisfaction

    Quality

    Relationship

    Delivery

    Price

  • The Circle Of Satisfaction

    Quality

    Relationship

    Delivery

    PricePrice

  • The Circle Of Satisfaction

    Delivery

    Quality

    Relationship

    Price

  • The Circle Of Satisfaction

    Delivery

    Quality

    Relationship

    Price

  • Objections

    Listen to the whole objection

    Clarify the objection

  • Its too expensive!When you say it's too expensive, are you saying you cannot afford the price or is there something I've missed?

    Objections

  • Listen to the whole objection

    Clarify the objection

    Answer the objection

    Get agreement

    Objections

  • Opposition

    Indifferent

    Sceptical

    Objections

  • Either

    Convert the objection to a need then provide your benefit that satisfies that need

    Or

    Minimize the objection and maximize the benefits you have already agreed

    Opposition

  • Add

    Take away

    Multiply

    Divide

    all the benefits

    what the customer

    will lose

    the savings

    the extra cost by some

    appropriate figure

    Opposition

  • The buyer says "That's it", or "Take it or leave it".

    The buyer agrees to a price and then adds on extras.

    The buye r u se s the "bu l k discount" tactic.

    The buyer keeps you waiting

    Buyers Tricks

  • Selling at your Higher Price

    www.powerseries.co.za

    http://www.powerseries.co.za