3. 01/29/15
Selling is a mental gameSelling is a mental game
50% of successful sales are due to
mental skills
30% are due to technical knowledge
20% are based on product knowledge
4. 01/29/15
Stages of new product adoptionStages of new product adoption
Awareness
Interest
Evolution
Trial
Adoption
5. 01/29/15
Buying Motives...Buying Motives...
Make a profit/gainMake a profit/gain
Fear of lossFear of loss
Have pleasure, enjoyment, comfort, convenienceHave pleasure, enjoyment, comfort, convenience
Avoidance of pain, worries, problemsAvoidance of pain, worries, problems
Boost pride/ self-satisfactionBoost pride/ self-satisfaction
Desire for approval, social acceptance, prestigeDesire for approval, social acceptance, prestige
7. 01/29/15
Features N Benefits
FEATURES are attributes or inherent
characteristics of a product which
you can feel, see, or measure.
BENEFITS are advantages that meet
the explicit need or wants of a
customer.
13. 01/29/15
Questioning is used to...Questioning is used to...
Uncover need
Understand attitude
Gain specific information
Lead the customer through the
presentation
14. 01/29/15
Types of questions ??Types of questions ??
Open question
Close question
Choice question
Benefit tag question - BTQ
15. 01/29/15
Kinds of ObjectionsKinds of Objections
Price objection
Product objection
Service objection
Company objection
Personal objection
Competitive objection
Lack of need objection
19. 01/29/15
Standard closeStandard close
Review all benefits accepted by theReview all benefits accepted by the
customercustomer
Ask for businessAsk for business
Wait for a responseWait for a response
21. 01/29/15
Elements of short callElements of short call
Stopping powerStopping power
Unique sellingUnique selling
proposition - USPproposition - USP