B.T. 3B.T. 3

SHAPIARUDIN ABU HASSANSHAPIARUDIN ABU HASSAN

K-LINK INTERNATIONAL SDN BHDK-LINK INTERNATIONAL SDN BHD

OBJECTIVEOBJECTIVE

To comprehend the technique and To comprehend the technique and enhance the selling capability, with enhance the selling capability, with the end objective of increasing the end objective of increasing individual and group sales, which in individual and group sales, which in turn will result in better sales turn will result in better sales performance and better income for performance and better income for all concerned. all concerned.

PROBLEMS & OPPORTUNITIESPROBLEMS & OPPORTUNITIES

Everyone have problem. Throughout Everyone have problem. Throughout our lives, we cannot run away or our lives, we cannot run away or alienate ourselves from problems alienate ourselves from problems because it will be there always, and because it will be there always, and it’s mere existence is the reason we it’s mere existence is the reason we are here.are here.

Difficulties are problems, and Difficulties are problems, and problems are opportunities.problems are opportunities.

Approach your customer as a Approach your customer as a problem problem

solver.solver. Understand their difficulties and Understand their difficulties and

fulfill fulfill

their needs, and you’ll have a their needs, and you’ll have a willing willing

buyer. buyer.

WHAT IS SELLING ?WHAT IS SELLING ?

1.1. It’s a process where a person It’s a process where a person (seller) identifies and fulfills the (seller) identifies and fulfills the need of another (buyer).need of another (buyer).

2.2. The seller is a person who has the The seller is a person who has the capacity to satisfy the needs of capacity to satisfy the needs of someone else, and benefit from it.someone else, and benefit from it.

CHARACTERISTIC OF A BUYERCHARACTERISTIC OF A BUYER

A buyer will only buy when he A buyer will only buy when he satisfies the 3 essential factors:satisfies the 3 essential factors:

1. Capacity - (need selling)1. Capacity - (need selling)

2.2. Ability - (Value selling)Ability - (Value selling)

3.3. Capability – (benefit selling)Capability – (benefit selling)

WHY PEOPLE BUY ?WHY PEOPLE BUY ?

They have needs and they believe your They have needs and they believe your product can satisfy that needs, at the product can satisfy that needs, at the right price.right price.

They like you.They like you.

They trust you and believe in your They trust you and believe in your advice.advice.

WHY PEOPLE BUY ?WHY PEOPLE BUY ?

People like to enjoy life, and always People like to enjoy life, and always strive for a better one.strive for a better one.

People, in principle are:People, in principle are:

They love money.They love money. Self centered.Self centered. Egoistic.Egoistic. Lazy.Lazy. Bias and Prejudice.Bias and Prejudice. Emotional.Emotional.

The Professional Approach.The Professional Approach.

Set a standard. – know the facts about Set a standard. – know the facts about your products (belief & confidence)your products (belief & confidence)

Self organized.- attire, problem solver.Self organized.- attire, problem solver.

Rapport & communication – peers or Rapport & communication – peers or people you associate with ( never beg people you associate with ( never beg nor force-sell).nor force-sell).

Good listener . – be sensitive to body Good listener . – be sensitive to body langguage.langguage.

Firm but fair.Firm but fair.

FULFILL CUSTOMER NEED BYFULFILL CUSTOMER NEED BYPROVIDINGPROVIDING

S Safety }S Safety } P Performance } ofP Performance } of A Appearance } YourA Appearance } Your C Comfort } productsC Comfort } products E Economy }E Economy } D Durability }D Durability }

WHY PEOPLE DON’T BUY ?WHY PEOPLE DON’T BUY ?

* Afraid to make mistakes.* Afraid to make mistakes. * Not comfortable/feeling of being cheated.* Not comfortable/feeling of being cheated. * Not convinced that they need it.* Not convinced that they need it. * Not ready to buy.* Not ready to buy. * They don’t like you.* They don’t like you. * They don’t trust you.* They don’t trust you. * They felt the price-value ratio is not * They felt the price-value ratio is not

balanced.balanced. * They don’t have the money.* They don’t have the money. * They felt the time is not ripe/right. * They felt the time is not ripe/right.

OBJECTIONOBJECTION

Objection is actually an invitation to Objection is actually an invitation to sell. These are the 5 common sell. These are the 5 common objections:objections:

1. Do not want to try.1. Do not want to try. 2. Too expensive.2. Too expensive. 3. Not now, some other time.3. Not now, some other time. 4. I have purchased/ I am selling it too.4. I have purchased/ I am selling it too. 5. Don’t have the money.5. Don’t have the money.

TO OVERCOME OBJECTION:TO OVERCOME OBJECTION:

B – Be sensitive to objections.B – Be sensitive to objections.E – Evaluate & validate, sensible or E – Evaluate & validate, sensible or

otherwise.otherwise.N – Nod in agreement (if logical).N – Nod in agreement (if logical).E – Express your answer.E – Express your answer.F – Frame the answer.F – Frame the answer.I – Inquire for agreement.I – Inquire for agreement.T – Trial closing.T – Trial closing.

TRIAL CLOSINGTRIAL CLOSING

2 method of closing the sale:2 method of closing the sale:

1. Alternative – Give choice,(eg: which 1. Alternative – Give choice,(eg: which do do

you prefer ?)you prefer ?)

2. Suggestive – Induce bargain buying 2. Suggestive – Induce bargain buying or negative selling).or negative selling).

AFTER SALES SERVICE.AFTER SALES SERVICE.

* Reinforce after every successful sales * Reinforce after every successful sales made.made.* Evaluate – have not used; why?* Evaluate – have not used; why? if have used; ask for benefits.if have used; ask for benefits. if not satisfied; why?if not satisfied; why? if satisfied; ask for testimony.if satisfied; ask for testimony.

* Customer Record – fixed customer.* Customer Record – fixed customer.

PRODUCT CATERGORYPRODUCT CATERGORY

1. New Product:1. New Product: * Raise the needs.* Raise the needs.

* People buy because:* People buy because: - of it’s benefits,- of it’s benefits, - curiosity,- curiosity, - just to possess (prestige)- just to possess (prestige) eg. New model of cars.eg. New model of cars.

2.2. Matured Product.Matured Product.

* Had been in the market for some * Had been in the market for some times, it’s purpose and uses are times, it’s purpose and uses are known.known.

* Stiff competition and have * Stiff competition and have imitations.imitations.

* Give advantages over competitor(s).* Give advantages over competitor(s).

3.3. Ending Products:Ending Products:

* Going out of market (usually in * Going out of market (usually in relation to usage/model)relation to usage/model)

* Happens because of too * Happens because of too competitive or superseded it’s use.competitive or superseded it’s use.

* Still have buyers due to ‘loyalty’ * Still have buyers due to ‘loyalty’ or as ‘collectors item’. or as ‘collectors item’.

SEELLING TECHNIQUESEELLING TECHNIQUE

Product source.Product source. Contents/ingredients.Contents/ingredients. Why must use (benefits or Why must use (benefits or

advantages).advantages). Effectiveness & efficiency.Effectiveness & efficiency. Restrictions. Restrictions. Testimonies and demonstrations.Testimonies and demonstrations. Assurances/Guarantees (PLA).Assurances/Guarantees (PLA).

REMEMBER !!!!!!!!!!REMEMBER !!!!!!!!!!

Do not sell product that you want to Do not sell product that you want to sell,sell,

BUTBUT

Sell the product that people wants to Sell the product that people wants to buy,buy,

ANDAND

you’ll not be short of customer…….!you’ll not be short of customer…….!