Mastering the Selling Process

Facilitator:

Coach Bengochea

B.Sc. M.B.A.

Sales & Marketing Coach

Sandee Communications Ltd.

Selling is a Process

Leads/Prospecting Qualify Opportunity Understand Needs Develop Solution Identify Decision Makers Present Proposal Prove that Solution will work and is the best Option Present Quote Handle Objections Close Sale - Win/Lose

Leads & Prospecting

Start with a highly targeted prospecting list, consisting of people or companies that are most likely to buy your type of products and services Call every name on your list every 3-4 weeks. Understand that only a small percentage of your list will be ready to buy the rst time that you call. Present a prospecting offer of no more than 45 words that clearly states who you are, what you are selling, and two features of your product or service. Finish up with Is that what you want? If the prospect says No or I am not interested, you say Okay, good bye. Do not press for an appointment. Always be in a "Disqualication" mode. Be determined to spend your selling time only with High Probability Prospects.

Leads & Prospecting

Accept the fact that prospecting really is a numbers game. The most important numbers are your Dials Per Hour and the ratio of prospecting Offers to Dials. Keep accurate records of your prospecting sessions. Telephone prospecting is the most productive way to build up your sales volume, with very little up-front expense and a minimum of marketing expertise. Referrals & Networking to get leads

Workbook
Now dene your ideal prospect and your short prospect offer. Write an attribute of point in each block.
Ideal Prospect
Short prospect offer

The purpose of your prospecting call is to get an appointment with a qualied lead.

Having found a prospect who is interested the next stage is to qualify the prospect through Questioning & Listening

A qualified prospect is one who meets your ideal prospect definition, is interested in your prospect pitch and has the money to purchase your product.

Qualify Opportunity
Rescuing Your Valuable Time From Those Bandits stealing your productivity.
Do they see the value of the product? Can they afford to invest? Are they part of the decision making unit? Do they have sustainability What is their track record
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Types of Questions

Only if you qualify the prospect on phone do you then request and appointment At the appointment:
The first step is to make the prospect feel at ease through the use of pleasantries or chatting about common interests. Then re-commence the questions to determine the prospects needs. The use of a companys needs survey sheet can help considerably in directing your questions.

Funneling your questions

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Funneling your questions

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Listening skills

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Having clearly understood the prospects needs or problem Go back to your office and prepare a solution to the customers problems or needs using the benefits of your product. Develop a unique product for the specific customer. Focus on benefits not features. Do not attempt a total solution on your first visit.
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Solutions are built around Features & Benefits

Types of Features

Market related

A Benefit is something the customer values. Customers do not buy features they buy benefits.

Product related

support related

profit related
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Converting Features into benefits

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Matching Features & benefits to customer needs

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Identify Decision Maker

Before you schedule your presentation of your solution make sure you are presenting to the decision maker. Not presenting to the decision maker wastes time Ask the prospect early on what is the buying process Who makes the final decision

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Planning & Preparation

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Pre call check

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Present Proposal
Dig deep to find the key value to the prospect Avoid information overload Practice delivery Use props to demonstrate your points Focus on the solution Speak their language
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The selling presentation

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Tools of selling

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Prove that the Solution will Work

Use testimonials Tell of successful implementation Use guarantees Use recommendations and references Get to the point
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Product Talk
Features Package Product Support Profit Promotions Benefits

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Present Quote
Present quote in the form of value not cost. Focus on the benefits Compare it to an investment with future returns Articulate the solution
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Objection handling

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Closing

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Types of close
Summary - Summarize the benefits Assumed - Assume the sale and presnt papers for signing Alternative - Offer the prospect a choice. Will you taking this one or that one? Fear - You are getting older. Buy now. Special - Youll miss the special

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Administration & evaluation

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Portfolio selling
The Challenge of us selling our full product range
Know your full range of products Focus on key products Understand individual needs

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5 things I will do differently as a result of this training

What will you differently Why By When What help will you need

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