Date post: | 15-Apr-2017 |
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Competitive Selling Strategy SeminarThink Positive!Think Possible!
Rev. Joseph Winthrop B. GodoyMDiv, (MMT/MBA) DMin
Competitive Selling Strategy Seminar
Contents Of My Presentations1.Selling Techniques2.Strategies3.Success in a Balance Life
Individual Purchase ProcessIndividual Purchase Process
Love
ConsiderationShopping
IntentionBuying
Awareness
What Is Selling?
• The face to face meeting with your prospect at the Intention or Buying level
• Getting there—right place, right time, right person
• The ability to convince… you must have a convincing power!
• Example: LCM process - “Love, Courtship & Marriage”
What Do Customers Care About?What Do Customers Care About?
THEMSELVES!!Wants, Needs, Desires
What Do They Buy?
PRODUCT SOLUTIONS!!
What You Must Do For Them To Buy?
STRATEGY!!
What You Should Know About Your What You Should Know About Your CustomersCustomers
• Target – Who are they – decision maker?• Needs, Wants – What do you need to
solve?• Value Perception – Their perceived value
equation.
The Value Equation
Value = Benefit/Cost
Before You Do Anything Else…
• Sell yourself• Know your product• Know the value equation• Know your competition• Know why your customer should buy from
you instead of your competition
Getting In Position to Sell
• Target your customer• Know who is the decision maker• Execute your plan consistently• If you can’t/won’t do it, hire it done
Prepare for the Sales Call
• Package yourself• No negatives• Research client• Be on time• Be observant
The Sales Presentation
• Approach• Present• Objections• Negotiations• Close
The Approach
• Eliminate possible distractions• Lead with a question to involve client-and
don’t say “how are you?”• State the purpose of call in terms of your
customers need• Get agreement on the need
The Body of the Presentation
• Use all senses possible• Be aware of clues—body language,
questions, etc• Sell benefits not features• Make it logical and end by filling the need
Objections-Your Best Friend
• Objections are the client telling you how to sell them
• Restate the objection• Answer in terms of your product’s benefits• Move on
Negotiation
• End body of presentation with trial close• If you get a “yes”--stop selling and start
writing• If you get a “no” ask “why not”• Answer objection, negotiate, and trial
close again
Close
• Either/or— ”would you like delivery on Friday or next Monday”?
• “Is that the only thing that is stopping you from buying”?
• Always, always ask for the order
Important Tips
• Listen—listen more than you talk • Never, never talk over the client-listen to
what he says• Control the flow• Always ask for the order - if you do nothing
else ask for the order• Ask for referrals
Follow-up
Sold:• Thank• Restate terms etc• You’ll stay in the
loop
Didn’t sell:• Thank• Restate need and
feature/benefit• Leave a way back
in
Keep Records
• Follow-up consistently• Keep a tickler file• Keep your promised dates• Send correspondence about solutions to
their problems• Follow-up, follow-up, follow-up
Keeping Your Customers
• Never take them for granted• Stay in touch• Stress benefits of your product• Ask them if they are happy—if not, FIX IT
NOW
Customer Service
• Answer the phone• No voice menus--no lengthy holds• Resolve problems now• Honor your time frames• Complaints are your friend—you get to
show how good you really are
Handling Complaints
• Don’t argue• Apologize even if you’re not wrong• Restate problem• Give time frame to resolution• If you can’t meet time, call and extend• Let them know you care and that you are
involved
The Three Most Common Sales Mistakes• Not listening to the buyer• Not asking for the order• Forgetting to sell existing customers
Questions and Answers
Want to get specific about solutions to your selling challenges?
• Call Amazing Marketing Achievers (AMA) at +639325-480033 for a no-charge sales counseling session
• Look for Ms. Ethel Juanson• Visit our Head Office at AMA Lipa City
Questions and Answers
Want to get specific about solutions to your selling challenges?
• Call Amazing Marketing Achievers (AMA) at +639325-480033 for a no-charge sales counseling session
• Look for Ms. Ethel Juanson• Visit our Head Office at AMA Lipa City
Success is in a Balance Life
Like so many people, Zundel realized almost too late that he had paid a great
price for success.
Stan Zundel returned to the essentials.
How can you balance the various demands of life, health, and family? Life is a balancing
act. It isn’t always easy.
“The Great Blondin”Perfect Balance
The balancing act that really counts is finding an equilibrium of Body, Mind-Spirit, & Family in a BALANCED LIFE.
It’s a Balancing Act to SLEEP RIGHT.
Is lack of sleep affecting your quality of life and relationships?
It’s a Balancing Act to EAT RIGHT. 2/3 of
deaths in the US are related to diet.
US Surgeon General’s Report on Nutrition & Health
DANGER
30 minutes of walking a day has many health benefits.
It’s a Balancing Act to get your EXERCISE.
Drinking adequate pure water can improve your thinking.
It’s a Balancing Act to DRINK ENOUGH WATER.
It’s a Balancing
Act to THINK RIGHT.
A keen mental edge
is key to successful
decision making.
The frontal lobe of the brain can help you be a Good Choice Maker
and a Bad Habit Breaker.
It’s a Balancing Act to live
your life with HOPE.
Hope is celebrating today the
realities of a future dream.
It’s a Balancing Act to prioritize our TIME to put first things first.
God designed human beings to live in healthy families, for each individual to be cared for and to care about others.
How can we use the 86,400 seconds of each day to bring balance into our family life and
enhance relationships?
Victoria’s Story
What are the children being taught?
A University of Michigan study indicates that children are becoming increasingly DISCONNECTED from their
parents and their faith community.
Eating together as often as possible fosters a better diet for children, increases academic
success, and lowers the crime rate.
“Doing things together” includes working with your children.
We All Need Each Other
“No man is an island. . .” John Donne, English poet
Mother Teresa said: “The greatest
disease is not TB or leprosy;
it is being unwanted,
unloved, and uncared for. . .”
Adam and EveWhat is God’s plan for you?
Return to the essentials.
The biggest balancing act
is blending body,
mind/spirit, and
relationship dimensions
into daily living.
HealthPersonal Fulfillment
Family
Work
Spiritual Growth
SYNERGY
SYNERGY
Life without balance is no life at all.
Prayer
Lord, thank You that I am alive and that I can cultivate infinite potential. Help me to strive toward Your best
and be all You want me to be. Amen.
Reflect/Discuss1.What did this chapter say to you? 2.What are positive essentials of life? 3.What makes our lives so crazy, busy, and out of control? What can we do to change this pattern of living?
1. What are the essentials in my life and what are not?
Personal Reflections
2. What specific areas do I want to incorporate into my life as priorities?
Personal Reflections
Intentionality I will enhance my plan of living to include: _______________.I will schedule time for self-care, healthy living, and enjoying the family.
Intentionality I will find a partner who is dedicated to working toward a balanced life and will help me be accountable to my lifestyle goals.
Intentionality I know that God has a dream for me, and I want Him to make it perfectly clear so that I can be a blessing to others.
Intentionality I want to connect more closely to family members and have a greater love relationship with each one.