Post on 17-Jul-2015
The Art of Selling
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Mistakes 1-5 1. Talking too much and listening too little
2. Not asking enough questions
3. Too little pre-call planning
4. Inconsistent or insufficient prospecting
5. Quoting price too soon
Mistakes 6-10 6. Not creating value
7. Presenting too many features
8. Giving a presentation that doesn’t address the issues
the prospect wanted to address
9. Raising objections yourself by talking too much
10. Failing to provide proof of other, happy customers
Mistakes 11-15 11. Asking leading questions
12. Using close ended questions
13. Memorizing closing techniques or ways to over-come
objections
14. Not having a flexible personality
15. Dropping your price too soon
Mistakes 16-2016. Not knowing the competition
17. Not being able to answer questions about your
product/service
18. Not understanding the culture r demographic
19. Being too pushy with customers
20. Not giving the customer enough attention
The Art of Selling How you position yourself and your company.
Find out what the client needs and fill the gap.
Create a need for your product/service.
Create Evangelists for your business.
The 4 C’s of Selling
CLIENTS
NEEDS / WANTS CREATE THE
PRODUCTS/SERVICE
COSTS
ADVERTISEMENT, PRODUCTSSTAFF, ETC.
COMMUNICATIONS
VARIOUS FORMATS TO GET YOUR MESSAGE OUT!@
CONVENIENCE
DISTRIBUTION, LOCATION, EASE OF PAY
TARGET MARKET
The 4 P’s of Marketing
PRODUCT PRICE
PLACE PROMOTION
PROCESS FOR OPERATIONS TO
REACH THE TARGET
Service Marketing Mix
What is Your Show Up & Show Out! Moment?
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