basic selling skills v1.0 session 4. every sale had five basic obstacles: no need no money no...
TRANSCRIPT
Basic Selling Skillsv1.0
SESSION 4
Every sale had five basic obstacles: No need No money No hurry No desire No trust
The most unprofitable item ever manufactured is an excuse.
Sales quotes
page 2
Session 4: Objectives
►Learn the principle of Features and Benefits►Practice using Features and Benefits selling►Determine Features and
Benefits of PSI products,
services, and desired behavior
change
Basic Selling Skills
SLIDE 3
►Define product, service or behavior
►Tangible, fact based
►Dosage, route/frequency of administration, packaging, price, side effect profile, etc…
What are features?
page 4
►What the features mean to provider or client►Provide motivation to take action►Creative, can be emotional
►Easy to use, more clientele, peace of mind, easy to take, affordable, confidence, fits with lifestyle, etc…..
What are Benefits?
page 5
Golden Rule:
Always link a Feature with a Benefit!
page 6
Exercise 1:
Practice Features and benefits
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She is frugal and wants a dress that can serve many purposes
She works in an office all day and often goes out to meet friends for dinner right after work
She likes to go to the gym to exercise at lunch time but has limited time and needs to get back to work quickly
She finds the climate in Laos [insert country name] VERY hot
Exercise 1 (continued):What you know about your customer…..
page 8
Exercise 2:
Practice Features and benefits of products, services and/or behaviors in your program
page 9
Features and Benefits of an IUD
page 10
Features and Benefits of an IUD
page 11
Features and Benefits of MA Counseling
page 12
page 13
To prepare for a conversation with a provider about their needs, you should answer
4 questions
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Who are you seeking to understand?
When is it best to talk to this person?
Where, or in what situation, should you engage them?
What should you discuss with them?
Who are you seeking to understand?
page 15
What is this person’s role?
What are their motivators?
Who are the stakeholders that influence them?
Think about:Think about:
When is it best to talk to this person?
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You must have trust and openness
You must have trust and openness
You must ensure sufficient time to explore real needs
You must ensure sufficient time to explore real needs
Have you built enough rapport with the provider to
discuss difficult topics?
When is the provider most readily available (times of
the day, days of the week)?
Where, or in what situation, can you engage a provider to discuss their needs & goals?
page 17
In what situations will a provider be more open to speaking sincerely and sharing information?
– A “social” setting – e.g. on a break from clients, getting a snack or lunch?
– In a scheduled appointment at his/her clinic?
– With or without clients or assistants nearby?
Basic Visit Structure
page 18
Pre-Visit Plan/Objective
Greetings Opening to set the stage for the visit
Uncover Provider Needs Deliver Solution – Features/Benefits, Value
Proposition Overcome Barriers/Obstacles Commitment Post-visit Notes; Next plan
Basic Selling Skills Recap
page 19
Telling ≠ Selling
Features are tangible, fact based. Benefits are intangible, can be fact based or emotional. Benefits motivate behavior change.
Golden Rule: Always state a feature with a benefit!
Basic visit structure begins with clear objective for the plan
Always take notes on provider visits – Provider Visit Notes tool facitliates this process.