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Value Selling Boutique Office Indonesia 29 March 2017

Good Talkeror GoodlistenerWhat qualities makeagoodsales person?

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rder akerroblem olverver ervicereople leaser

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Afters - Question and Repeat Be certain - Not 90% ... 100% Convince - Examplesto customer

A TypicalPitch

Our featureYour benefit

Different interests

Features Vs Benefits

Presenters point of view

PastPresentation XEND

Presentation XSTART

FutureAudiences point of view

Different Points of ViewFEATURESAFTERS

We have been producing websites for our clients for over 15 years.which means

Potential customers will be impressed by our fabulous website design.which means

Potential customers are more likely to buy from them instead of their competitors.which means

Their sales go up.We can help to improve your salesbecause

We make potential customers more likely to buy from you than your competitors.because

We make you look more impressive to your potential customers because of our fabulous design.because

We are highly experienced in producing websites.

Using the afters methodPRESENTERS POINT OF VIEWAUDIENCES POINT OF VIEW

Most common afters

Most common aftersTimesaved Incomeincrease Risk reductionExpenditurereduction Stress relief

Be certain - Not 90% ... 100%

First Impressions

What people want is not knowledge, but certainty.

Bertrand Russell

Certainty (non-verbal)

Certainty (non-verbal)

Certainty (non-verbal)

Certainty (non-verbal)

Certainty (non-verbal)

Completely confidentDefinitively help you 100% - No doubtCertainty (words)

Convince - Examples / evidence

Proof pointIt works because.Case StudyShows youve succeeded with similar things before.TestimonialsGives credible third party evidence you can deliver.ReferenceLet them speak to someone whos experienced your work.Your processExplain what youll be doing and why its better than the alternative.Free adviceMakes them think Id not thought of that. What else does she knowthat I dont?List of people/companies youvehelpedShows you know what youre doing (and people often follow thecrowd).Your credentialsShows youre qualified to do it.Financials that stack upProves number work.Different pricing optionsLet them choose their risk level.AwardsShows youre better than your peers.PRSuggests you must be good if people are writing about you.

People buy from People

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Selling Value (not just features)Reminder of the Afters

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Discover the afters

Selling at a premium price

CreatingaDemand Scarcity Principle Look the part 3 Customer Ego

4 Communicate Value

Scarcity Principle

Lookingthe part

Customer Ego

Communicate Value