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SKHOP
EEPERS Sales… tep-by-Step…
Introduction
As a sales person, a major point of focus (PoF) is to know and
understand the relevance of the product being sold, as well as its
benefit to the target customer; you should be able to demonstrate a
total knowledge of the product to easily convince and win the client.
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MARKETING & SALES
SALES TECHNIQUE
SALE PROCESS
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What is Sale?
The exchange of goods/ commodity for money…. The action of selling
something.
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Marketing & Sale
DEAL
Sale
Marketing Everything that you do to reach and persuade prospects.
The height of successful business lies with sales and marketing.
Everything that you do to close the sale and get a signed contract.
Grow your business by connecting with employees and customers at all times…
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Marketing
1.
Identifies appropriate
prospects
3.
Creates awareness of, and
emphasizes an appeal – a
differentiation factor – about
the firm
5.
Requests feedback from
clients on a regular basis
2.
Effectively communicates
image and capability of the
firm.
4.
Perfects Customer Service
6.
Marketing often necessitates
cultural changes at every level
in the firm.
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Sale
1.
Proactive seeking of
Prospects
3.
Effective acknowledgement of
the Prospect’s concern
5.
Following up and staying
in contact if deal is not
closed
2.
Interacting to qualify
prospects
4.
Closing the Sale – Getting the
deal
6.Successful Sellers use active
listening skills and demonstrate the ability to meet the prospects
needs by demonstrating competence and confidence.
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2.Qualify the
Lead
3.Demonstrate
Value
4. Guide
Prospects Understanding
5.Negotiate and
Close
1.Build the
Relationship
Sales Process
A systematic, repeatable series of steps that
map out and track interaction with
prospects from their first point of
engagement with your business through to a
close.03/05/2016
Demonstrate Value
- Detailed description of the solution to their
needs
- It’s Benefits to their business
- Translate into desires, needs, wants
Qualify the Lead
- Budget
- Capacity
- TimingNEGOTIATE &
CLOSE DEAL
Sales Technique
1.
Understand your
Market
3.
Overcome Objections
Focusing on customers’
needs enables you to
grab their attention – Sell
benefits, not features.
2.
Attract Customers
Understand potential
customer’s needs – Be
aware of their options.
The key to selling is to
get customers talking –
Give due considerations
to valid objections.
4.
Close Sale
Don't let any sales negotiation be based
entirely on price. It denies you opportunity to talk about the benefits your products/services can
provide.
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