Sales : Sales Program Objectives (1 of 2) : Program Objectives (1 of 2) Define value-added selling and identify ways you can add value to the sales situation.
Identify specific value-added selling practices that you would like to use in customer relationships.
Use a three-step process for handling customer objections. www.readysetpresent.com Page 2 Program Objectives (2 of 2) : Program Objectives (2 of 2) Analyze your products/services to determine what benefits they provide and how they meet customer needs.
Identify any obstacles to closing the sale and select strategies for over- coming them.
Follow guidelines for closing sales successfully. www.readysetpresent.com Page 3 A Challenge : A Challenge Please Write One Sentence
RELATIONSHIP, OBJECTIONS, SOLUTIONS, and CLOSING in SALES. www.readysetpresent.com Page 4 How and What Can You Do? : How and What Can You Do? www.readysetpresent.com Page 5 How and What Can You Do? : How and What Can You Do? When it does occur, why do you lose existing accounts to competitors?
What can you do to strengthen relationships with your existing accounts?
What factors or events might get in the way of achieving these goals? www.readysetpresent.com Page 6 Value-Added Selling Techniques (1 of 6) : Value-Added Selling Techniques (1 of 6) Refer to your experience with other organizations to show customers that you understand their business and industry and are qualified to meet their needs. www.readysetpresent.com Page 7 Value-Added Selling Techniques (2 of 6) : Value-Added Selling Techniques (2 of 6) Tell customers about a variety of products and services –those of competitors as well as of your own company – that may meet their needs. www.readysetpresent.com Page 8 Value-Added Selling Techniques (3 of 6) : Value-Added Selling Techniques (3 of 6) Link the customer to any support people in your organization who can help, advise or add value to the customer's use of products and services. www.readysetpresent.com Page 9 Value-Added Selling Techniques (4 of 6) : Value-Added Selling Techniques (4 of 6) Respond promptly to customer inquiries and stay in touch with a number of people in the customer’s organization, not just the top decision makers. www.readysetpresent.com Page 10 Value-Added Selling Techniques (5 of 6) : Value-Added Selling Techniques (5 of 6) Initiate discussions about innovative ways customers can solve problems or improve operations, and work with them to act on these potential improvements. www.readysetpresent.com Page 11 Value-Added Selling Techniques (6 of 6) : Value-Added Selling Techniques (6 of 6) Show interest in customers’ future goals and operations in addition to helping them solve existing problems and meet current needs. www.readysetpresent.com Page 12 The Competitive Advantage : The Competitive Advantage www.readysetpresent.com Page 13 The Competitive Advantage (1 of 4) : The Competitive Advantage (1 of 4) The Physical Product Itself.
(Competitive features and benefits).
(Terms, credit, availability, delivery, installation, ongoing support and application ideas). www.readysetpresent.com Page 14 Professional Sales Ship : Professional Sales Ship www.readysetpresent.com Page 15 Questioning Strategy : Questioning Strategy www.readysetpresent.com Page 16 The Customer’s Point Of View : The Customer’s Point Of View www.readysetpresent.com Page 17 Closing Sales : Closing Sales www.readysetpresent.com Page 18 Slide 19: What is your next step? www.readysetpresent.com Page 19 Slide 20: Download “Sales” PowerPoint presentation at ReadySetPresent.com130 slides include: analyzing your product/service, value added techniques, gaining the competitive advantage, ways for overcoming objections, how to sell features – benefits - solutions, reading your customer's signals, handling indecisive clients, closing the sale, how-to's and more. Royalty Free - Use Them Over and Over Again. www.readysetpresent.com Page 20