14. What is selling? Selling is controlling and influencing the whole of the decision making process, persuading the Client to come to a decision in their favour and yours.
15. What is selling? Selling is controlling and influencing the whole of the decision making process , persuading the Client to come to a decision in their favour and yours .
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23. People buy with their hearts and as well as their heads Fear, overcome problems, desire, greater health or happiness, make me look good, more money
32. A Consultative Selling Approach Knowledge of Problem Knowledge of Solution Low Hi Hi Most people start here Where we want to get to is here Our start point
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34. A Consultative Approach Knowledge of Problem Knowledge of Solution Low Hi Hi NO GO AREA Results Area Find out the Pain, do they need advantages Unearth the implications and motivators
35. The Consultative Selling Two Phased Approach Knowledge of Problem Knowledge of Solution Low Hi Hi NO GO AREA Start here Don’t assume you know what the solutions are. Don’t assume you know what the problems are. 1. Consult 2. Resolve
36. The Consultative Selling Two Phased Approach Knowledge of Problem Knowledge of Solution Low Hi Hi NO GO AREA Start here Don’t assume you know what the solutions are. Don’t assume you know what the problems are. Pain & implications Motivators, Advantages or Benefits Solutions Present Benefits 1. Consult 2. Resolve
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41. ‘ Game plan’ Game Plan (questions) Implications of NOT resolving the problems: Problems: Benefits: Relevant Feature(s): Product:
47. Our Unique Selling Points With UKTI On their own or with ‘a competitor’ Shared
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61. Summarising Present back and confirm the Client’s key concerns, problems, implications, requirements: “ You said….is that right?” “ Have I correctly understood that this is the problem that you would like to address?” “ Is there anything else I should know?” Conditional agreement: “If we could help you overcome this problem, would you be interested?”
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67. Consultative Approach Knowledge of Problem Knowledge of Solution Low Hi Hi NO GO AREA Start here Don’t assume you know what the solutions are. Don’t assume you know what the problems are. Situation, problems, implications Solutions Gameplan and effective communication 1. Consult 2. Resolve Preparation & meeting objectives Inspiring Introduction Float Solutions, Promise, War Stories & Next App.
92. P M F Type of Product Our Product Emotional Logical Cost Price Financial rationale & justification Payments Budget Condition - fact ‘ afford it’ Total sale £ Value for money Objection – opinion ‘ worth it’ Confidence, desire, fear Features Benefits Support Differentiators Needs and wants for Such a service (Conscious & unconscious)
120. Effective Communication ‘ I know you believe you understand what you think I said - but I’m not so sure you realise that what you heard is not what I meant!’
156. Normal Transaction P A C P A C “ Oh, I know it’s just terrible the way some people behave” “ Drivers like that should not be allowed on the road!”
157. Normal Transaction P A C P A C “ Yes, then we can live in it” “ Let’s build an enormous sand castle”
158. Normal Transaction P A C P A C “ Late again!” “ Sorry. I’ll try not to do it again.”
161. Crossed Transaction P A C P A C “ Drivers like that should not be allowed on the road!” “ We are all entitled to our own space. It is an aspect of our society”
189. Customer Profile Analysis – Identifying Target Customers Why Do They Use Them? (i.e. why do new Customers want to hear from me?) Which Of UKTI Services Do They Use? Who Are Our Best Contacts? (Role/Position) Who are Our Best Customers? (Companies) Markets/Customers Where We’ve Had Some Success & There Is More Potential
200. “ Clients tell us they love dealing with UKTI because we understand the 3 ingredients that help boost their international sales.” (Ways to get to market, ways to save time and ways to save money)
212. Getting Passed the ‘Gatekeeper’ You are unsure of your rights and your request may be questioned “ Please may I speak to Mr. Dye?” Your relationship is more distant and your request may be questioned “ Mr. Dye, please.” You are on first name terms and expect to be put through “ Aidan Dye please.” What it sounds like: What you say: When you know the persons name:
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216. Weekly Activity Plan Week Commencing…………………….. Prospecting Prospecting Prospecting Prospecting Prospecting Friday Thursday Wednesday Tuesday Monday After Tea After Lunch After Coffee When I get in
249. Consultative Approach Knowledge of Problem Knowledge of Solution Low Hi Hi NO GO AREA Start here Don’t assume you know what the solutions are. Don’t assume you know what the problems are. Situation, problems, implications Solutions Gameplan and effective communication 1. Consult 2. Resolve
Hinweis der Redaktion
Confidentiality – ask you to agree, and give you our assurance of confidentiality
Everything during the two days is towards maximising one or more boxes
If there is a process – we better know what it is, maybe even dictate and direct it a bit Controlling and influencing are “Active” you can’t control and influence by being “Passive” It must be a Win-Win situation or outcome
What are the fundamental, underlying motivators? Eg. save time, save money, open doors, avoid (expensive) mistakes, make a name for themselves,
This is what you’ve seen before… now the advanced stuff
Research confirms (Rackham/Huthwaites) that in major/complex sales, Clients are more motivated by the implications of problems
Remember Lifeboat!!
Remember Lifeboat!!
Flip Chart Exercise
Develop an introduction – page p54
Develop an introduction – page p54
What are the problems if you don’t?
Remember Lifeboat!!
Confidentiality – ask you to agree, and give you our assurance of confidentiality
Success only comes from satisfying all 6 aspects (deliberately or accidentally)
What industry is the “sales man” in? How could they move up a level?
Don’t just say “add value”… say how you will add value!
Don’t just say “add value”… say how you will add value!
Jon
Get them to shout it out
Jon
What are the fundamental, underlying motivators? Eg. save time, save money, open doors, avoid (expensive) mistakes, make a name for themselves,
Research confirms (Rackham/Huthwaites) that in major/complex sales, Clients are more motivated by the implications of problems
Aidan
Confidentiality – ask you to agree, and give you our assurance of confidentiality
Confidentiality – ask you to agree, and give you our assurance of confidentiality