Value Selling Boutique Office Indonesia 29 March 2017
Good Talkeror GoodlistenerWhat qualities makeagoodsales person?
rder akerroblem olverver ervicereople leaser
Afters - Question and Repeat Be certain - Not 90% ... 100% Convince - Examplesto customer
Our featureYour benefit
Features Vs Benefits
Presenters point of view
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%
What people want is not knowledge, but certainty.
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
Selling Value (not just features)Reminder of the Afters
Discover the afters
Selling at a premium price
CreatingaDemand Scarcity Principle Look the part 3 Customer Ego
4 Communicate Value