advantech - pss - intro to sales skills
DESCRIPTION
Sales SkillsTRANSCRIPT
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Introduction to Professional Selling Skills
Used under permission grant by AchieveGlobal. All rights reserved.
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Agenda
Vacation
Need Satisfaction
Introduction to Professional Sales Skills Open
Probe
Support
Close
Overcoming Objections Skepticism
Misunderstanding
Indifference
Drawback
Vacation
Need Satisfaction
Introduction to Professional Sales Skills Open
Probe
Support
Close
Overcoming Objections Skepticism
Misunderstanding
Indifference
Drawback
Need Satisfaction
Introduction to Professional Sales Skills Open
Probe
Support
Close
Overcoming Objections Skepticism
Misunderstanding
Indifference
Drawback
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Lets Take a
Vacation!!!
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Need Satisfaction Selling
This is the philosophy that almost all companies employs for sales and support.
The process of revealing AND understanding customer wants, desires, and needs; then satisfying those needs with the features and benefits of your organization, products, or services.
SELLING:
NEED:
SELLING:
NEED:
A process of uncovering, understanding, and satisfying
customer needs.
A customer want or desire that can be satisfied by your
product or service
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Needs Satisfaction Examples
Buying a Car
Buying a House
Buying a Computer
Buying a DAQ System
Buying a Car
Buying a House
Buying a Computer
Buying a Industrial PC
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Understanding the Big Picture
IT IS CRITICAL THAT YOU UNDERSTAND THE BIG PICTURE OF
WHAT THE CUSTOMER
WANTS TO DO!
This will help you uncover the customers needs regardless of whether your are
supporting or selling.
You will be able to give a better and more complete solution.
IT IS CRITICAL THAT YOU UNDERSTAND THE BIG PICTURE OF
WHAT THE CUSTOMER
WANTS TO DO!
This will help you uncover the customers needs regardless of whether your are
supporting or selling.
You will be able to give a better and more complete solution.
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Introduction to Professional Selling Skills
4 Basic Stages Opening
Goal Agreeing on an agenda for the discussion
Probing
Goal Getting a clear, complete, and mutual understanding of the customers need(s)
Supporting
Goal Describing how your company/organization/product can satisfy the customers need(s)
Closing
Goal Agreeing on the next step
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Introduction to Professional Selling Skills
Opening State the agenda
This should be done as early as possible in the call to set expectations.
State the value to the customer Your value
Product value
Perhaps position the Advantech platform or tool(s)
Set limits
Check for acceptance
Opening correctly will set the stage for you to control the support and/or sales call
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Introduction to Professional Selling Skills
Probing The process of revealing customer wants, desires, and
needs.
Usually classified as two types: Use Open probes to understand the BIG PICTURE
Use Closed probes to elicit specific information
Probing is one of the most important parts of a sales call. MUST probe to:
Fully understand application
Effectively troubleshoot
Effectively Demo product(s), if needed
Offer the correct Features with the correct Benefits
Typically compromised in order to rush to the solution
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Introduction to Professional Selling Skills
Probing is one of the most important parts of a sales call. Typically compromised in order to rush to the solution
Exercise patience
Force yourself to listen
You know the old saying
You were blessed with two Ears but only one Mouth for a reason.
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Introduction to Professional Selling Skills
Supporting
Acknowledge the need
This can ONLY happen if Probing has been
done effectively
Describe relevant features AND benefits
The feature/benefit MUST answer to a
specific need
Check for acceptance
Confirm that this fully resolves customer
need.
Repeat as needed
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Introduction to Professional Selling Skills
Closing
Review ALL previously accepted BENEFITS
Confirm acceptance
Review action items for both you and the customer
Assign action items for both parties, if
applicable
Propose next step(s)
MUST advance the process to be successful
Check for acceptance
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Introduction to Professional Selling Skills
Review
4 basic stages of a sales call
Each stage has a goal
Each stage has steps to help reach that goal
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Introduction to Professional Selling Skills
Major types of concerns expressed Skepticism
Misunderstanding
Indifference
Drawback
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Introduction to Professional Selling Skills
Skepticism expressed by the customer after a
supporting statement.
Examples:
I just dont see one DAQ board being able to do all
those things simultaneously
Are you sure that APAX can give me milisec PID
loop rates?
Using WebAccess will integrate all kind of platform
to monitoring ?
Etc, etc
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Introduction to Professional Selling Skills
Skepticism expressed after the salesperson
makes a supporting statement. Probe to fully understand the concern
Acknowledge the customers point of view
Offer relevant proof
Documentation
Demonstration
Testimonial
Check for acceptance
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Introduction to Professional Selling Skills
Misunderstanding expressed when a
customer has been misinformed about
products or services you CAN provide.
Examples:
Computers are not a good platform for
sensitive measurement equipment.
Computer based measurement boards are just
toys used in school labs.
Etc, etc
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Introduction to Professional Selling Skills
Misunderstanding expressed when a
customer has been misinformed about
products or services you CAN provide. Probe for fully understand the concern
Confirm and Acknowledge the need
Describe relevant features and benefits
Make sure customers arent still skeptical
Check for acceptance
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Introduction to Professional Selling Skills
Indifference expressed when a customer is
satisfied with their current circumstances
and/or does not realize how your offering will
resolve an expressed need.
Examples:
So WebAccess can do remote monitoring, and
whatever all in one program. So what?
Im happy with my current method of.
Well, I can do the same thing with my traditional PC
system.
Etc, etc
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Introduction to Professional Selling Skills
Indifference expressed when a customer is
satisfied with their current circumstances
and/or does not realize how your offering will
resolve an expressed need. Acknowledge the customers point of view
Request permission to probe
Probe to uncover circumstances & effects
Confirm the need behind the concern
Acknowledge the need
Describe relevant features and benefits
Check for acceptance
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Introduction to Professional Selling Skills
Drawback expressed when a customer is
dissatisfied with the presence or absence of
a feature of your organization, product, or
service.
Examples:
Your UNO systems are not tested to XYZ
standard.
The cost of your solution is over my budget.
What?!? I have to pay for support?
Etc, etc
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Introduction to Professional Selling Skills
Drawback expressed when a customer is
dissatisfied with the presence or absence of
a feature of your organization, product, or
service. Probe to fully understand the concern
Acknowledge the concern
Refocus of the bigger picture
Outweigh previously accepted benefits
Check for acceptance
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Introduction to Professional Selling Skills
Review
Basics 4 stages of a sales call
Goal of each stage
Concerns 4 major types
Steps to accomplish each type of concern
Remember: Control and Patience
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Questions?