ppt skills

Views:
 
Category: Entertainment
     
 

Presentation Description

No description available.

Comments

Presentation Transcript

Slide 1: 

1 SELLING SKILLS

What Kind Of Customer are You? : 

2 What Kind Of Customer are You? Customer Centric Selling

"The most successful people in any industry are seldom the smartest or best looking...they're the people who can sell"—Len Foley : 

3 "The most successful people in any industry are seldom the smartest or best looking...they're the people who can sell"—Len Foley Customer Centric Selling

Slide 4: 

4 Customer Centric Selling What is selling? Selling is taking an idea, planting the idea in your customers minds and making them feel they thought of it..but do it ethically.

Slide 5: 

5 Customer Centric Selling Six Selling Themes Differentiate Customers - Bank Accounts Design Differentiated Offerings –Credit Card Keep Existing Customers - ATM-Debit Card Exploit Cross Potential – Other Bank customers Exploit Loyalty Potential –-Debit Card Maximizing Life Time Value – Lifetime free credit card

Competitive Advantage : 

6 Competitive Advantage Someone can copy your business strategy Someone can copy your marketing Approach Someone can copy your product Someone can copy your manufacturing capabilities Someone can copy your market access No one can copy your knowledge and relations with your customers

Slide 7: 

7 Core Processes

Core Processes : 

8 Core Processes

Relation between acquisition costs revenues and margins : 

9 Relation between acquisition costs revenues and margins Acquisition costs

Customer Centric Selling : 

10 Customer Centric Selling Customers are: More Aware More demanding & powerful. Less Loyal

Slide 11: 

11 Selling to an Existing & a New Customer Role Play Customer Centric Selling

Customer Centric Selling : 

12 Customer Centric Selling The Customer Centered Decision Cycle Satisfaction Acknowledgement Decision Investigation Selection Reconsideration

Slide 13: 

13 Customer Centric Selling The Only Two Things Customers Ever Buy Good Feelings Solutions to problems

Tracking Decision Making Process : 

14 Tracking Decision Making Process Customer Centric Selling

The Customer Centered Selling Cycle : 

15 The Customer Centered Selling Cycle Research Stage Analysis Stage Requirement Stage Confirmation Stage Specification Stage Solution Stage Close Stage Maintenance Stage

Research Stage : 

16 Research Stage Determine the decision maker Basic Information Earn the customer’s Trust Ask Questions which play to your strength

Analysis Stage : 

17 Analysis Stage The intent of selling is to protect the customer from ‘what if’ not ‘what is’. If they cry;they’ll buy

Requirement stage : 

18 Requirement stage Discover the Solution List & Confirm Needs

Confirmation Stage : 

19 Confirmation Stage Test Understanding

Specification Stage : 

20 Specification Stage Lock out misunderstandings & Competition Commit to Specifications

Solution stage : 

21 Solution stage Recommend a Solution Provide Alternatives Gain An Agreement

Close Stage : 

22 Close Stage Reinforce benefits Ask for Lead

Slide 23: 

23 The Customer Centered Selling Cycle Maintenance Stage: After Sales Service Remember if you are not watching the customer somebody else may be watching

Customer Centric Selling : 

24 Customer Centric Selling What to do when the customer cannot make up his mind? The customer does not know everything about everything he buys. Don’t give the customer too many options Example : Camera

Customer Centric Selling : 

25 Customer Centric Selling What to do when the customer raises obstacles or objections to buying? When they object give them more Solutions & good Feelings.

Slide 26: 

26 People Hate to be Sold But Love To Buy Customer Centric Selling

Sales Secrets : 

27 Sales Secrets 2 Magic Words for Sales Success Stop….. Selling The reason why Everyone wants to buy Because they only care about what interests them. How to Turn Every person into a Life long customer. Active Listening Your customers are desperate to be heard & acknowledged!

Slide 28: 

28 Customer Centric Selling What is Cross Selling ? Selling our existing customer a different product For e.g: If we have Mr.X holding a Credit Card we can convince him to open a saving account with us

Slide 29: 

29 Customer Centric Selling Understanding the type of customer Creating a want in the customer Suggesting product according to his needs and pushing the right product Highlighting on the unique selling points of the product For e.g: If Mr B is a senior citizen you can cross sell a Fixed Deposit which is carrying good rate of interest which are flexible also

Slide 30: 

30 One stop shop for customers Customer Centric Selling

Slide 31: 

31 Customer Centric Selling Cross selling Role Play

Slide 32: 

32 Cross selling Customer Centric Selling

Thank you : 

33 Thank you

authorStream Live Help