Sales 101
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Transcript of Sales 101
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SALES 101THE BASICS OF SALES DEVELOPMENT
John T. Beaver, MBA
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A vs. B
Customer Perception
Vs.
Representative Self Perception
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SELLING ANIMAL
What is your selling style?
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• 3 reasons our accounts buy from us ?
• How should Benefit selling LOOK and FEEL different from Feature selling?
• What’s the best selling behavior ?
• 3 reasons our accounts buy from us ?
• How should Benefit selling LOOK and FEEL different from Feature selling?
• What’s the best selling behavior ?
QuestionsQuestions
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1980’s Selling Style(A-B-C’s of Selling)1980’s Selling Style(A-B-C’s of Selling)
- 10% Relate- 10% Relate
- 20% Qualify- 20% Qualify
- 30% Present- 30% Present- 40% Close- 40% Close
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2009 Selling(Relationship Selling)
2009 Selling(Relationship Selling)
- 40% Trust- 40% Trust- 30% Needs- 30% Needs- 20% Solution- 20% Solution
- 10% Close- 10% Close
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Understanding the CustomerUnderstanding the Customer
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Understanding the Representative Understanding the Representative
TalentTalent
AttitudeAttitude
SkillSkill
KnowledgeKnowledge
BroughtBrought
TaughtTaught
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The Intersecting Circles of Sales Success
The Intersecting Circles of Sales Success
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ELEMENTS OF A SALES CALLELEMENTS OF A SALES CALL
Pre-call PlanningOpening the CallUncovering Needs - ProbingProduct DiscussionUnderstanding and Responding to
ObjectionsGaining Commitment to ActionPost-call Analysis
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Putting the Pieces TogetherPutting the Pieces Together
• Standards for pre-call planning• Introducing Pre-Call Planning• Pre-call planning means having a plan for what you
are going to say to the customer when you walk in the door and what questions you’re going to ask to learn more about the doctor. It is important to have a clear objective that establishes what you want to learn or accomplish during today’s call.
• Call Planning Activity
• Standards for pre-call planning• Introducing Pre-Call Planning• Pre-call planning means having a plan for what you
are going to say to the customer when you walk in the door and what questions you’re going to ask to learn more about the doctor. It is important to have a clear objective that establishes what you want to learn or accomplish during today’s call.
• Call Planning Activity