Our Future
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Transcript of Our Future
Starting to Set Personal Goals
You set your goals on a number of levels:
Long term goals : create your "big picture" of what you want to do with your life (or over, say, the next 10 years)
Short term goals : break long term goals down into the smaller and smaller targets that you must hit to reach your lifetime goals.
Starting to Set Personal Goals
Knowledge 5 minute toxicology , atlas of dermatology , Saunder’s pharmacology , slatter’s ophthalmology
Training Training with Dr …..Training at shuha
Money Work as medical Rep for 2 years
MarketingSearch for good place
Social mediaNew age of customer service
Long term goals
Work What level do you want to reach in your work or what do you want to achieve?
Financial How much do you want to earn, by what stage? How is this related to your work goals?
Education Is there any knowledge you want to acquire in particular? What information and skills will you need to have in order to achieve other goals
Family Do you want to be a parent? If so, how are you going to be a good parent? How do you want to be seen by a partner or by members of your extended family?
Physical e there any athletic goals that you want to achieve, or do you want good health deep into old age? What steps are you going to take to achieve this?
Pleasure How do you want to enjoy yourself? (You should ensure that some of your life is for you!)
Public Service Do you want to make the world a better place? If so, how?
Promotional mixPromotional mix
Set of tools that a business can use to communicate effectively the benefit
of it’s product to the customer
Promotional mixPromotional mix
Impersonal personal
Advertising and promotion Personal selling
Direct marketing
Public relation Word of mouth
Paid
Unpaid
Salesman missionsSalesman missions
1 - Selling
2 - Servicing customers
3 – Providing information to the company and preparing information to the customers
Characteristics of sales Characteristics of sales peoplepeople
1 - MotivationSpending long hours in the job is not enough
2 - Trustworthiness
B – How customers evaluate product alternative
By the time customer will find out who can be trusted and who can not.
3 - Customer and product knowledgeA – How Customers make buying decision
Customers develop long term relationships with salespeople who is trustworthy.
C – Effective sales people need product knowledge
Characteristics of sales Characteristics of sales peoplepeople
4 – Communication SkillsThe sales people need to be a good communicator , talking is not enough
5 - Flexibility
Realize that the same sales approach does not work with all customers
First WorkshopFirst Workshop
Every body will use the sales people characteristics in the promotion of Nokia N90
AIDAAIDA
Attention Interest Desire Action
1 - Attention Getting the other’s person attention
Set the tone Smile Be natural Honest and professional
You have about five seconds to attract attention
AIDAAIDA
2 - Interest You have 5-15 seconds to create some interest The person should have a potential need for your product Approach to the other person at a suitable time
3 - Desire Identify and agree the customer’s needs and priorities Build trust in the customer’s mind You must understand your product and be able to explain solutions with
credibility and enthusiasm
Attention Interest Desire Action
AIDAAIDA
4 - Action The conversion of potential into action The sales person must encourage agreement to complete the sale Approach to the other person at a suitable time
Attention Interest Desire Action
The Communication processThe Communication process
CommunicationIs the process of sharing our ideas thoughts and feelings with other people and having this ideas thoughts and feelings understood by the people we are talking with
ListeningListening
HearingThe act of perceiving sound
ListeningListening The selective activity which involves the reception and
interpretation It involves decoding the sound into meaning Listening is divided into two main categories
1 – Passive listening
Is little more than hearing , it occurs when the message has little motivation to listen carefully such as music in bus
ListeningListening
1 – Passive listening
Only a part of our mind is paying attentionYou can think about other things while listening to someone
N.B : people speak at 100 to 175 words per minute but they can listen at 600 to 800
2 – Active listening
Role play
It requires the receiver to hear the various messages , understand the meaning , and then verify the meaning by offering feedbackIt takes the same amount or more energy than speaking
The Selling ProcessThe Selling Process
Nobody wants to buy anything from a sales person who’s only interested in
his own product or company
We all want to buy from somebody who gives the time and skills to meet
our personal needs
The Selling ProcessThe Selling Process
Planning or preparation Opening Questioning
Presentation Overcoming objections
Closing
Follow - up
Planning and preparationPlanning and preparation
Planning• Make sure you know the product well• Understand what other competitors are able to offer• What are prospect’s strategic aims m priorities , problems
preparationpreparation• Prepare opening statement and practice sales presentation• Prepare a checklist of questions• Think carefully about what you want to get from the meeting
Gathering information
Professional info
Key person Opinion Leader Occupation in
another area Last visit result Best time to visit
Personal info
• Name• Gender• Age• Hobbies• Level of education
Setting call objectives
The objective must be smart
MeasurableSpecific Ambitious
Realistic Time bound
RememberRemember
•Failing to plan is planning to fail•Lack of information will lead to poor start that result to fail to obtain call objective•It’s not only gathering information it’s a matter of AOS
AnalyzeOrganizeSet objective
Introduction/openingIntroduction/opening
Smile , be professional and take confidence
Types of approach
1_ Introductory approach (Name , company)
2_ Product / Benefit approach (Features , benefit of the product)
3_ Customer approach (Needs)
4_ Chock approach
5_ Question approach
QuestionsQuestions
Why we ask questions Gathering information Stimulate reflection Reveal opinions Obtain feedback Reveal needs Stimulate action
Good questions builds relationships , trust and rapportYou have to prepare a list of questionsUse open questions to gather information as who , what , why , whereUse why to find out reasons and motives which lie beneath the initial answers givenListen carefully and maintain good eye contact Understand and show that you understand
PresentationPresentation
A structures prepared and speech based means of communicating information , ideas to a group of interested people in order to inform them
The salespeople gets the customer to :
1- Hear what we have to say2- Understand what we mean3- Agree with what they heard4- Take action
It Is important to make your presentation last in the customer mind because people will forget :
38 % in 2 days65 % in 8 days75 % in 30 days
PresentationPresentation
The presentation must demonstrate that the product meets customer’s needsLink features clearly to benefit for the prospectMust meet the expectation of the customerMust focus on the mail perceived benefit
People buy from people who love and have faith in their product and companies
How you are going to present your product to the customer
Non verbal 93 %
Is what a person express without saying it with actual words
Verbal 7 %
Is what a person express with saying it with actual words
Overcoming objectionsOvercoming objections
Objections :Is any thing the customer says or does that leads to smooth closing
Welcome Objections :Learn to accept objections as a challengeCustomer that buy have 58 % more objection
Why prospect object ?Psychological reasons•Dislike decision•Prefer old habit
Logical reasons•All or part of presentation was misunderstood•Customer is no satisfied•Hidden reason
Stopper objection
No needNo moneyNo authority
Overcoming objectionsOvercoming objections
Six basic categories of objectionProduct objectionObjection to the salespersonObjection to the companyDon’t want to make decisionPrice objection
Handling objectionsHandling objections
1- Direct denial2- Indirect denial3-Boomerang4- Compensation5- Feel , felt , Found6- postpone the answer7- pass up method