Date post: | 17-Mar-2018 |
Category: |
Business |
Upload: | richard-mulvey |
View: | 34 times |
Download: | 2 times |
The Power Series 2018
Feb - Getting New Customers Mar - Selling at your Higher Price Apr - Selling over the Telephone May - Sales Presentations Jun - Closing the Sale and Objections Jul - Key Account Management Aug - Double up Sept - Sales Negotiation Oct - Selling Face to Face Nov - Creating Raving Fans
What is Quality ?It Works
It Looks Good
It Satisfies your Customer's Needs
It Lasts
It Maintains it's Value
Your Customer is proud to own it
Quotations / Proposals
Specifications
Price
Delivery
Terms and Conditions
Price only holds good for 30 Days
Quotations
The Customer’s Objectives
Your Recommendations
Summary of Additional Benefits
Financial Implications
Your Additional Information
ProposalsQuotations / Proposals
Benefits = 4, Price = 4, Value = 1Benefits = 6, Price = 4, Value = 1.5Benefits = 8, Price = 5, Value = 1.6
Selling at your Higher price
ValueBenefitsPrice
=
It’s too expensive!“When you say it's too expensive, are you saying you cannot afford the price or is there something I've missed?”
Objections
Either Convert the objection to a need then provide your benefit that satisfies that need Or
Minimize the objection and maximize the benefits you have already agreed
Opposition
Add
Take away
Multiply
Divide
all the benefits
what the customer will lose
the savings
the extra cost by someappropriate figure
Opposition
The buyer says "That's it", or "Take it or leave it".
The buyer agrees to a price and then adds on extras.
The buye r u se s the "bu l k discount" tactic.
The buyer keeps you waiting
Buyers Tricks