ADVANCEDSELLINGSKILLSbyMF

8/3/2019 ADVANCEDSELLINGSKILLSbyMF

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ADVANCED SELLING

SKILLSFor Sales Trainers----Sales

Person-----ANDCustomer!!!

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If you are a car salesperson. . ..Know that your prospect has

heard that all car salespeople arecrooks and may think you re likethat guy from the used car lot


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If you are in life insurance . .

o Bet on the fact that your customerhas heard this Woody Allen quote: There are worse things in life thandeath. Have you ever spent an eveningwith an insurance salesman? In fact,she s probably heard it more than

once (and wonders if it s true aboutYOU).


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If you are a financial advisor

.Know that movies like Boiler Room

and Wall Street negatively affecthow your prospects and potential

customers feel about YOU and YOURindustry.


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If you are a recruiter

Understand that many people think ofyou as a headhunter, which is not aterm of endearment or a vote ofconfidence for your industry

.


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If you are in the business of selling . . .

..Know that your prospects are

not interested in doing businesswith you when they receive apostcard addressed to [Name]

or Current Resident


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Customers are now more

intelligent andknowledgeable than everbefore!!!


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THE LANGUAGE-BASED APPROACHTODAY..

NEUROLINGUISTIC PROGRAMMING(NLP)

Deletion

Distortion

Generalization.


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What language do

you use??

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CircleO all that apply in each section:

1. If a white board or flip chart isavailable, I like to use it.

2. I prefer learning to use a computeror a new application by first watchingsomeone.

3. I will create a picture in my mind orgo back to one I know, when I amlistening to someone.


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Contd

4. I like to explain things by drawing apicture of what I mean.

5. When giving or getting directions Ilike to describe the landmarks thatwill be seen.


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Self Test:Auditory

I prefer to hear how to use thecomputer or new applications bylistening to the steps and how-tos.

2. When getting or giving directions Iwant to hear how to get there. I wantto get the street name and distances.

3. I may repeat to myself internallyor out loud what has just been said.


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Contd..

4. I listen and can rememberthe details of what has beensaid.

5. I process information byhearing details and statistics.


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Self Test:Kinos

1. I am a doer.2. When asking or giving directions I

want to be pointed to the right

direction and I will get a sense of howto get there.

3. I prefer to learn to work on a

computer or a new application by justgetting started and asking questionsif I get stuck.


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Contd.Kinos4. I find that when Im in a meeting,words come and go because I listen

more for the feeling behind thewords.

5. I would rather take a walk,

exercise, or get involved in sportsthan watch TV or read a book ormagazine.


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Now add up how many you

have for each channel:TotalScore


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Visualssee more@

Perceive Illustrate Highlight Focus Reflect Watch

Preview Survey/Perspective


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Words that sounds loud andclear for Auditory ..Say

Tell

ToneStatic

Talk

RingSound


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Kinos.get to sense more when you usewords like.

Feel Grab Touch

Handle Rub Grasp

Affect


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Guidelines..

Before using one of the typicaltactics, think twice about what the group may say or do in response that

will far outweigh any potential benefitof cutting corners and doing it yourway.


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Elmer Wheeler

The Magic of words


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Elmer Wheeler



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Wheelerpoint 1: Dont sell thesteak, sell the sizzle!

Wheelerpoint 2: Dont writetelegraph.

Wheelerpoint 3: Say it withflowers.

Wheelerpoint 4: Dont ask if

ask which!Wheelerpoint 5: Watch yourbark!


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MAKING IT WORK FOR YOU !!!

ORAL COMMUNICATIONS

? are more effective than statementsin engaging a customer,particularlyduring the early stages of a salesprocess.


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NO:2

Create a printed agenda and share itwith the customer



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No:Three

Stay flexible and responsive to youraudiences interests.


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::::::::::::::::4:::::::::::::::::::::

If you have a written proposal, a pricequote, or other printed material,donthand it out until the end of your

presentation


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five;;;;;;;;;;;;;;;;;;

Welcome interruptions,

objections, and questions fromyour audience.


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..SIX^^^

Use visual aids in formalpresentations and dont skimp onthem.


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SAVE ..n

Practice important presentationsusing videotape to identifydistracting mannerisms or habits.



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Dale Carnegie



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John Henry Patterson



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Cranes Process:Patterson Principle of Selling

Developed 100 years ago.

Effective even TODAY!!

Four Step Process!!


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First, the approachidentify thecustomers problems

Where are customers losing money?

What goals are they failing toachieve?

What gaps in their currentcapabilities are keeping them frombeing successful?


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Second, the propositiondevelop a specificvalue proposition. Identify

the specific areas where losses are

occurring, and quantify them. Summarize the losses and show thepotential for increased profitability inconcrete dollars and cents. The more you

know about the customers business indetail, the more convincing your valueproposition will be.


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Third, the demonstration

show how the solution fits. Summarize thecustomers problems and the potential for

increasing profits. Then show how thesolution works, not in terms of its technicalfunctions,but in terms of its businessimpact. Functions and features are

relevant only in terms of the value theydeliver. Technology for its own sake is notpart of the selling message.


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Fourth, the closeask for the order.Assume that an intelligentbusinessperson will want to buy. If

the customer has objections, answerthem and close again.


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Why Patterson principleworks

Interestingly, recent research intothe psychology of decision making

has revealed that these four stepscorrespond to the way people thinkwhen they are making adecision.


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To add further.

Patterson wasnt interested in thepsychology of decision making, ofcourse. He was interested in sellingcash registers. And he knew thatCranes method worked, so he wanted

all of his sales reps to use it.


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Primer Approach:Template

Sales Rep: I am from the National Cash Register Companyand I have called to interest you in a way to increase yourprofits

(The prospect usually responds that he is not interested inbuying any cashregisters)

Sales Rep: But you are interested in increasing profits,arent you? There are only two ways: One is by increasingsales. The other is by decreasing expense.My business has todo with decreasing the indirect expenses that are taking apart of your profit out of your pocket all the time

Prospect: What are indirect expenses?


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All things being equal, People wantto do business with their friends

All things being NOT QUITE

SO EQUAL,people STILL wantto do business with theirfriends


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Business Networking Strategy

Linkedin,Face Book,Twitter

Trade FairChamber of Commerce


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Connection Strategy

Before Connecting:Ask YOURSELF:

Why am I making this connection?

How am I going to make this connection?

Why would this person want to connectwith me?

How am I going to keep this connection

once I have made it?


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Creative Selling Strategy

CREATIVE


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IBM Award Winning Salesperson:Published Report!

Secret?????????????????????????????????????????

Blue Trouser

Blue Shirt

Blue Handkerchief

Blue Socks Blue Gloves

Blue wrist watch

Everything Blue.For more than 3 years!!!.

..Similarly.Apply any idea that makes YOUunique!!!!!!

Use creativity to differentiate and Dominate


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IMPORTANCE OF TOUCH

In selling you can touch a person in thepublic zonewithout offending

You will be perceived as friendlier and

credible when you touch a person foremphasis.

While giving sales presentation touch onthe elbow with fingertips to guide him orher

Public Zone=Zone between palm and elbow


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The Classic Sell:

And the classic sell goes to

PTO


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Mercedes Benz:4 StepProcess:::::::::::::::::::

Start with setting the atmosphere

Get the needs

Present arguments which meets the needs

Close the sale AND in the process ,verify the

communication and overcome objections

Sounds easy !!!!!Doesnt it?

NEXT M d l


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NEXT Module you can ignore@your own risk

NUMBER #ONE:

TRAIN YOURSELF TO REMEMBER NAMES


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GAME

Group Size: 2 in a grop

Objective:Remembering tennames(Other than group members)

Duration:30 minutes


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How to play?

Preparation:Make a list on 10 names persession

Use first and last name

Varition1:Every player receiving 10 namesand getting about one minute to remember

names..Afterwards group will meet onceagain


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Variation 2

Circulate all the names to all playersIN ADVANCE

The person who comes first will bethe winner

Winner needs to explain before theteam how he did it


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GAME 2

Exercise on Memory Threads

Activity:Individual

Preparation:Blank sheet of paper and Pen

Write down 30 names that come to yourmind

If not,Stop now to do it before proceeding

..PTO.


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Contd..

Check which CATEGORIES does your namefall in?

Classmates/Colleagues/Customers/Family

Members/authors/film stars/Athletics Start developing your skill from strongest

area

Outcome:By spending 15 minutes a day fornext 15 you can remember complete namesof top 100 clients !


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MAKE A NOTE!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!

REMEMBERING CUSTOMERS Name will inturn fetch

.More Incentive

Increased Turnover


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Effective File system :

Country File:Place,Sales Leads,LocalCompetition

Marketing file:Market ResearchResult,Turnover,Long term Shortterm strategy

Product file:Technical

information,Product ClassificationCompetitors file


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Joe Girard



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Top 4 Ideas from worlds greatest Salesman:JoeGirard:Listed in Guinness Book of world Records

Honesty is the Best Policy:You never get caught by telling the truth

Girards Law of 250Every time you turn off just one prospect ,you

turn off 250 more(Reverse is also true) Time and Money well invested will build your

business tremendously.Always look for new andbetter ways

Selling the Smell:Think of what excites you abouta product or used to when you first bought it.Thenuse that experience to sell the excitement,thethrill of owning the product


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Learn more

To earn more

Spend your money wisely

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