Page 1 . Page 2 Program Objectives Program Objectives (1 of 2) ? Define value-added selling and...
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Transcript of Page 1 . Page 2 Program Objectives Program Objectives (1 of 2) ? Define value-added selling and...
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Program Program Objectives Objectives (1 of 2) Define value-added selling and
identify ways you can add value to the sales situation.
Identify specific value-added selling practices that you would like to use in customer relationships.
Use a three-step process for handling customer objections.
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Program Program Objectives Objectives (2 of 2) Analyze your products/services
to determine what benefits they provide and how they meet customer needs.
Identify any obstacles to closing the sale and select strategies for over- coming them.
Follow guidelines for closing sales successfully.
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A A ChallengeChallenge
Please Write One Sentence Definitions for
RELATIONSHIP, OBJECTIONS, SOLUTIONS, and CLOSING in
SALES.
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How and What Can How and What Can You Do?You Do? When it does occur, why do
you lose existing accounts to competitors?
What can you do to strengthen relationships with your existing accounts?
What factors or events might get in the way of achieving these goals?
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Value-Added Value-Added Selling Selling Techniques Techniques (1 of 6) Refer to your
experience with other organizations to show customers that you understand their business and industry and are qualified to meet their needs.
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Tell customers about a variety of products and services –those of competitors as well as of your own company – that may meet their needs.
Value-Added Value-Added Selling Selling Techniques Techniques (2 of 6)
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Link the customer to any support people in your organization who can help, advise or add value to the customer's use of products and services.
Value-Added Value-Added Selling Selling Techniques Techniques (3 of 6)
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Respond promptly to customer inquiries and stay in touch with a number of people in the customer’s organization, not just the top decision makers.
Value-Added Value-Added Selling Selling Techniques Techniques (4 of 6)
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Initiate discussions about innovative ways customers can solve problems or improve operations, and work with them to act on these potential improvements.
Value-Added Value-Added Selling Selling Techniques Techniques (5 of 6)
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Show interest in customers’ future goals and operations in addition to helping them solve existing problems and meet current needs.
Value-Added Value-Added Selling Selling Techniques Techniques (6 of 6)
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The Competitive The Competitive Advantage Advantage (1 of 4) The Physical Product Itself.
(Competitive features and benefits).
The Deal. (Terms, credit, availability, delivery, installation, ongoing support and application ideas).