advanced selling skills

ADVANCED SELLING SKILLS

For Sales Trainers----Sales Person-----AND…Customer!!!

If you are a car salesperson . . .…………….Know that your prospect

has heard that “ all car salespeople are crooks ” and may think you ’ re like that guy from the used car lot…………

If you are in life insurance . . o Bet on the fact that your customer

has heard this Woody Allen quote: “ There are worse things in life than death. Have you ever spent an evening with an insurance salesman? ” In fact, she ’ s probably heard it more than once (and wonders if it ’ s true about YOU).

If you are a financial advisor

……….Know that movies like Boiler Room and Wall Street negatively affect how your prospects and potential

customers feel about YOU and YOUR industry.

If you are a recruiter………

Understand that many people think of you as a “ headhunter, ” which is not a term of endearment or a vote of confidence for your industry

.

If you are in the business of selling . . .

………..Know that your prospects are not interested in doing business with you when they receive a postcard addressed to “ [Name] or Current Resident”…………

Customers are now more intelligent and knowledgeable than ever before!!!

THE LANGUAGE-BASED APPROACH TODAY…………..

NEUROLINGUISTIC PROGRAMMING(NLP)

• Deletion

• Distortion

• Generalization.

What language do you use??

Circle”O” all that apply in each section:

1. If a white board or flip chart is available, I like to use it.

2. I prefer learning to use a computer or a new application by first watching someone.

3. I will create a picture in my mind or go back to one I know, when I am listening to someone.

Contd…

4. I like to explain things by drawing a picture of what I mean.

5. When giving or getting directions I like to describe the landmarks that will be seen.

Self Test:Auditory

I prefer to hear how to use the computer or new applications by listening to the steps and “how-to’s”.

2. When getting or giving directions I want to hear how to get there. I want to get the street name and distances.

3. I may repeat to myself internally or out loud what has just been said.

Contd………..

4. I listen and can remember the details of what has been said.5. I process information by hearing details and statistics.

Self Test:Kinos………

1. I am a doer. 2. When asking or giving directions

I want to be pointed to the right direction and I will get a sense of how to get there.

3. I prefer to learn to work on a computer or a new application by just getting started and asking questions if I get stuck.

Contd…….Kinos

4. I find that when I’m in a meeting, words come and go because I listen more for the feeling behind the words.5. I would rather take a walk, exercise, or get involved in sports than watch TV or read a book or magazine.

Now add up how many you have for each channel:Total Score

Visuals…see more…@

Perceive Illustrate Highlight Focus Reflect Watch Preview Survey/Perspective

Words that sounds loud and clear for Auditory …….. Say Tell Tone Static Talk Ring Sound

Kinos………….get to sense more when you use words like….

Feel Grab Touch

Handle Rub Grasp Affect

……

Guidelines………..

Before using one of the typical tactics, think twice about what the “ group ” may say or do in response that will far outweigh any potential benefit of cutting corners and doing it your way.

Elmer Wheeler

The Magic of words

Elmer Wheeler

Wheelerpoint 1: Don’t sell the steak, sell the sizzle!

Wheelerpoint 2: Don’t write—telegraph.

Wheelerpoint 3: Say it with flowers.

Wheelerpoint 4: Don’t ask if—ask which!

Wheelerpoint 5: Watch your bark!

MAKING IT WORK FOR YOU !!!

ORAL COMMUNICATIONS“?” are more effective than

statements in engaging a customer,particularly during the early stages of a sales process.

NO:2

Create a printed agenda and share it with the customer

No:Three

Stay flexible and responsive to your audience’s interests.

::::::::::::::::4:::::::::::::::::::::

If you have a written proposal, a price quote, or other printed material,don’t hand it out until the end of your presentation

five;;;;;;;;;;;;;;;;;;

Welcome interruptions, objections, and questions from your audience.

…..SIX^^^

Use visual aids in formal presentations and don’t skimp on them.

SAVE ……..n

Practice important presentations using videotape to identify distracting mannerisms or habits.

Dale Carnegie

John Henry Patterson

Cranes Process:Patterson Principle of Selling

Developed 100 years ago.

Effective even TODAY!!

Four Step Process!!


First, the approach—identify the customer’s problems

Where are customers losing money? What goals are they failing to

achieve? What gaps in their current

capabilities are keeping them from being successful?


Second, the proposition—develop a specific value proposition. Identify

the specific areas where losses are occurring, and quantify them.

Summarize the losses and show the potential for increased profitability in concrete dollars and cents. The more you know about the customer’s business in detail, the more convincing your value proposition will be.


Third, the demonstration—show how the solution fits. Summarize the

customer’s problems and the potential for increasing profits. Then show how the solution works, not in terms of its technical functions,but in terms of its business impact. Functions and features are relevant only in terms of the value they deliver. Technology for its own sake is not part of the selling message.


Fourth, the close—ask for the order. Assume that an intelligent businessperson will want to buy. If the customer has objections, answer them and close again.

Why Patterson principle works…………………………

Interestingly, recent research into the psychology of decision making has revealed that these four steps correspond to the way people think when they are making a decision……….

To add further…….

Patterson wasn’t interested in the psychology of decision making, of course. He was interested in selling cash registers. And he knew that Crane’s method worked, so he wanted all of his sales reps to use it.

Primer Approach:Template

Sales Rep: “I am from the National Cash Register Company and I have called to interest you in a way to increase your profits”

(The prospect usually responds that he is not interested in buying any cashregisters)

Sales Rep: “But you are interested in increasing profits, aren’t you? There are only two ways: One is by increasing sales. The other is by decreasing expense.My business has to do with decreasing the indirect expenses that are taking a part of your profit out of your pocket all the time”

Prospect: “What are indirect expenses?”…………………………

“All things being equal, People want to do business with their friends”

“All things being NOT QUITE SO EQUAL,people STILL want to do business with their friends”

Business Networking Strategy

Linkedin,Face Book,TwitterTrade FairChamber of Commerce

Connection Strategy Before Connecting:Ask YOURSELF: Why am I making this connection? How am I going to make this

connection? Why would this person want to

connect with me? How am I going to keep this

connection once I have made it?

Creative Selling Strategy

C R E A T I V E

IBM Award Winning Salesperson:Published Report!

Secret????????????????????????????????????????? Blue Trouser Blue Shirt Blue Handkerchief Blue Socks Blue Gloves Blue wrist watch Everything Blue …….For more than 3 years!!!

……………. ……..Similarly…………….Apply any idea that makes

YOU unique!!!!!! “Use creativity to differentiate and Dominate”

IMPORTANCE OF TOUCH ………… In selling you can touch a person in the

public zone without offending… You will be perceived as friendlier and

credible when you touch a person for emphasis.

While giving sales presentation touch on the elbow with fingertips to guide him or her

Public Zone=Zone between palm and elbow

The Classic Sell:

And the classic sell goes to ……………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………PTO

Mercedes Benz:4 Step Process:::::::::::::::::::

Start with setting the atmosphere Get the needs Present arguments which meets the

needs Close the sale AND in the process ,verify the

communication and overcome objections…

Sounds easy !!!!!Doesn’t it?

NEXT Module you can ignore @your own risk

NUMBER #ONE:

TRAIN YOURSELF TO REMEMBER NAMES

GAME

Group Size: 2 in a grop Objective:Remembering ten

names(Other than group members)

Duration:30 minutes

How to play? Preparation:Make a list on 10 names per

session Use first and last name Varition1:Every player receiving 10

names and getting about one minute to

remember names..Afterwards group will meet once again

Variation 2

Circulate all the names to all players IN ADVANCE

The person who comes first will be the winner

Winner needs to explain before the team how he did it…

GAME 2

Exercise on Memory Threads Activity:Individual Preparation:Blank sheet of paper and

Pen Write down 30 names that come to your

mind If not,Stop now to do it before

proceeding …………..PTO…….

Contd….. Check which CATEGORIES does your

name fall in? Classmates/Colleagues/Customers/

Family Members/authors/film stars/Athletics

Start developing your skill from strongest area

Outcome:By spending 15 minutes a day for next 15 you can remember complete names of top 100 clients !

MAKE A NOTE!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!

REMEMBERING CUSTOMERS Name will in turn fetch ……………

…………….More Incentive…………………………

Increased Turnover……………………………………

Effective File system :

Country File:Place,Sales Leads,Local Competition

Marketing file:Market Research Result,Turnover,Long term –Short term strategy

Product file:Technical information,Product Classification

Competitors file

Joe Girard

Top 4 Ideas from world’s greatest Salesman:Joe Girard:Listed in Guinness Book of world Records

Honesty is the Best Policy: You never get caught by telling the truth Girard’s Law of 250 Every time you turn off just one prospect ,you

turn off 250 more(Reverse is also true) Time and Money well invested will build your

business tremendously.Always look for new and better ways

Selling the Smell:Think of what excites you about a product or used to when you first bought it.Then use that experience to sell the excitement,the thrill of owning the product

……………Learn more

To earn more……………

Spend your money wisely…

advanced selling skills

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