Post on 30-Oct-2014
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Mastering The Sales Process:Creating Value For Our Customers
A Dale Carnegie Training® ExperienceCopyright 2010
The culture you create with your customers from day one will
strongly influenceyour continued success
What do I want to create for 2010? What must I start doing? What must I stop doing, or
do better? What skills do I need to support my
intentions? How will I know when I am reaching
my full potential?
Mighty Words Affirmative Images Future-Present Tense
It takes time and pure sweat toget your customers to
engageand interact with you……and your company!
What do you value in a service provider?
What do your customers value? What gets in the way of providing
exceptional value? What value is there in your products
or services? (How do you know?)
What do you do/offer that is unique to you?
What do you offer that may not be unique to you, that you can discover uniqueness in?
Identifying, befriending and
nurturing your customers builds increased value.
What is your offering? Who are your customers? What do they want? What do we want? Is there a match? How do they know about us? How do they obtain what we offer?
Every customer is different and
you must adapt accordingly. But first of all:
Be a leader!
Be a good listener Be interested and interesting.
Be different from the competition.
A great leader will startdiscussions and askcustomers to engage.
Know what they want and why they want it. Understand their unique individual situation.
A great leader/salesperson will
step in and
encourage customersto buy when they
put the customers’ needs first.
Tell them about possible solutions to their problem
Help them see how they will both use and benefit from your product/service
It’s ok to put out a
call for actionto ask your customers to buy. Really!
Create a plan for follow up
Interacting with thecustomer lets them know that
someone is listening and someone cares.
Determine process for staying in touch/follow up
Be constantly in the process of communicating value to your customers.
Know and understand the value in
everything your company offers. Know and understand the value you bring
to the table. Find out what your customer wants and
why they want it. Continue to build and develop the
relationship especially after the sale has been made.
Mastering The Sales Process:Creating Value For Our Customers
A Dale Carnegie Training® ExperienceCopyright 2010