This powerpoint goes through the basic sales process in a way that it can be applied to any industry.

1. Basics of Sales
Andre Delicata

2. Consultative/Needs
Based Selling

3. Your business is
never really
good or bad
“out there.”
Your business
is either good
or bad right
between your
own two ears.
Zig Ziglar

4. FACT:
Consumers are getting smarter.
QUESTION:
Are sales people getting
smarter?

5. Fact:
With access to the internet
buyers often know as more
than the sales person.
They are often more familiar
with your competitors’ products
and their pricing.

6. FACT:
People don’t care how much you
know until they know how much you
care.

7. FACT:
You will not meet your sales
numbers if:
You are unable to identify &
effectively communicate unique
value by understanding and
prioritizing customer needs.

8. The Important
Question
What’s important to you about
that?
…And what’s important about
that?
…And ultimately what’s the
most important?
The concept of the need,
And the concept of the
need behind the need!
8

9. 9
What is Selling ?
Selling is a professional, interactive process
directed toward demonstrating to all your
buyers how your product or service serves
their self interest, and will enhance their
lives.

10. 10

11. 11

12. 12
The Process

13. The Process

14. People buy Benefits not
Features

15. People buy Benefits not
Features

16. People buy Benefits not
Features

17. Consultative Selling –Selling Solutions
• Consultative selling /Solution
Selling emphasizes customers
needs and meeting those needs
with solutions
• Asks more questions for better
understanding and for
clarification
• Provides customized and value-added
solutions
• Develops intimate business
relationship focusing on long-term
(ROC – Return on
Customer besides ROI Return
on Investment)

18. Solution Selling Is A Process
• Solution selling allows the
salesperson to solve their
customers business problems and
achieve positive results
• Solution selling requires skills that
include:
• Situational knowledge
• Product knowledge
• Industry knowledge
• Competitive knowledge
• People skills
• Communication skills

19. Solution Selling
• Buyers want a salesperson who
has an understanding of their
situation.
• A salesperson that can add value
to the buyer’s situation.
• When you don’t offer these,
• The buyer goes to your
competitor
• Searches the internet for their
answer

20. Consultative Selling
• Consultative selling is the process of working with
your customer to reach their strategic goals
• The salesperson is a trusted partner and orchestrates the
resources required to satisfy the the Customer’s needs,
expectancies and aspirations
• The salesperson acts as a consultant providing knowledge and
feedback to the customer
• The salesperson is a friend and relationship-builder focusing
on long-term partnerships
• The salesperson is always asking provocative questions to
better understand his/her Customers and their needs.

21. Consultative Selling
Understand the
need and the
need behind the
need
What? Why?
How? When?……
Impact
Is this
causing…….
Solutions &
Capabilities
What if……..

22. Offering a SOLUTION….What is your
VALUE PROPOSITION????
• Be prepared to offer a Value Proposition to the buyer
• A Value Proposition is a clear and defined statement that offers
tangible benefits from the solutions you are offering
• i.e. This CRM System can provide you with sales call frequency
tracking, territory sales, product line sales
• Our Inventory Control software is designed to be user-friendly
• This low-energy commercial dishwasher will save you up to
30% on your utility bills because of its “TECHRON MICRO CHIP”
developed especially for GE appliances

23. Value Propositions To Consider

28. Thank you