selling in a matrix
DESCRIPTION
Selling in a Matrix is a tutorial on conceptual selling. --Cover page is not the first slide-click- and you will see the title page.TRANSCRIPT
Selling In A MatrixThe New Conceptual Selling
Agenda: • Introduction: Two People Speaking• “No Sell” Selling• Three Types of Thinking• Three Phases of a Sales Call• Anatomy of a Sales Call:
• Getting Information• Giving Information • Getting Commitment
Introduction--
Two People Speaking
Focusing On The Prospect’s Decision-Making Process
Buying is Decision-MakingLogical StepsIdentified & TrackedFit or No FitIf Decision-Making Process is Ignored
The Result is Confusion, Resentment
and—”No Sale”
Three Types of Thinking
Generate
Select Best
Divergent
Convergent
What? How? Where
? When? Why?
What are they seein
g?
How About?
We Could? What If? Let’s
Consider
Select
Best
(Less
Time)
I UnderstandCognition
Traditional vs. Joint Venture Selling
Select Best
Generate
I Understand
Upside Down Selling
Objections/Defensive
Cave In/Buyer’s Remorse Win-Lose
Lose-Lose
Convergent
Divergent
Cognition
Nobody Buys a Product Per Se
Never Buy an “It”Buy What “It” will bringAll About “What Will It Do For Me”This Idea Is Called “Concept”
MindsetSolution Image
Three Phases Of A Sales Call1) Getting Information---- Find Customer’s Reasons for Buying
2) Giving Information----- Beyond Features & Benefits
3) Getting Commitment---- Joint Venture in Process
Anatomy Of A Sales CallGetting Information
Learning To Listen
1. 80% Syndrome
2. Why Do Salespeople Talk So Much
3. The Questioning Process
Getting Information, cont’d
Identifying Missing Information
1. Customer’s Concept
2. Accomplish, Fix, Avoid
Developing Questions: 3 Guidelines
1. Limit to 5 or 6 Things
2. Phrased Effectively with Clarity
3. Proper Sequence
5 Question Types
1. Confirmation
2. New Information
3. Attitude
4. Commitment
5. Basic Issues
A Sales Call: Giving Information
The Importance of Differentiating• Set Yourself Apart• U.S.P (U.S.S.- Strength)
The Joint Venture Matrix• Understand Concept• Connect Product/Service to Concept
Concept/Getting
Information
Product/Getting
Information
Concept/Giving
Information
Product/Giving
Information
Joint Ventur
e Selling
A Sales Call: Getting CommitmentCall to Action
• Not a Close/Gradual Steps• Ask For It• End of Call• Best Action• Minimum Acceptable Action
Don’t Call Them ObjectionsBasic Issues
• Customer Thinks “I’m Losing!”• Objection Result of Basic Issue• Basic Issues Are:
Individual Experiences Value SystemCore BeliefsSubjective, Intangible, Personal
Commitment SignalsReady To Move the Sale Forward
• Be Attentive/Alert• Signs Customer Is Ready To Make A Decision• Move From “Whether” to “How long will it take…
“When can you get it started” or “I’d like to check out”
EXAMPLE: No Dogs – No PoniesTell Story--
ResourcesRecommended Books
The New Conceptual Selling by Robert B. Miller and
Stephen E. Heiman with Tad Tuleja
How To Sell Network Marketing by Michael Oliver
Resources, cont’d
The Works Team Related Webinars:
Library – Feb, 2010-4 Pt. Consultative Selling Series
Archives- The Consultative Approach and
The Prospect Process-13 videos
BloggingCopywritin
g
Keyword Research
Team Building & Leadershi
p
Niche Entrepreneurs Online (NEO)