5 Simple Steps to Influential Selling

Download 5 Simple Steps to Influential Selling

Post on 23-Aug-2014

2.837 views

Category:

Sales

0 download

Embed Size (px)

DESCRIPTION

OVERVIEW: Nowadays, people feel invaded when sales professionals try to sell something to them. Closing techniques weve learned in the past have made the market weary of sales people. In this day and age, the market no longer wants to be sold to. They want to be free to make up their own minds. As such, sales professionals today can no longer 'trick' their clients with closing techniques. Its time for a new kind of selling... Influential selling! Influential selling is about getting the client to want to buy from you because youre you. It answers the age-old question: "Why buy from me?" It is a powerful method that makes the client feel empowered in their decision yet compelled to buy from you. It may not be magic, but it certainly feels that way. Our Influential Selling course will teach both seasoned and new sales professionals how to how to bring the client to them instead of going to the client themselves. Influential selling employs concepts of personal marketing and combines these with tactical selling skills to increase sales success. OBJECTIVES: At the end of the seminar, the participants are expected to: Understand what influences buying decisions Create Customer-Centric strategies to attract their potential market Brand themselves effectively Know how to use questions to effectively influence the buyer

TRANSCRIPT

  • copyright 2014 by: boom san agustin simple steps to influential selling
  • have you ever had days whena sales person came to you looking
  • likethis
  • but,in your mind, he looks
  • likethis
  • youre not the only one
  • today,well try to save the reputation of thesales professional
  • first,lets have an activity
  • activity birds of a feather
  • what did we learn fromthis activity
  • before we talkabout the 5 steps, lets try to understandinfluence
  • understandinginfluence
  • so,what is influence
  • accordingto webster influence is the power to cause changes without directly forcing them to happen
  • in sales, it means selling without selling
  • so,how does influencehappen
  • need more information about this course? info@ourknowledge.asia please contact
  • so, how do we apply this to selling
  • a short history of selling methods
  • in the old dayswe relied on
  • the shotgunmethod
  • then, we evolved to
  • the snipermethod
  • but, influential selling is about
  • the fishingmethod
  • thefishing method explains influential selling in 5 simple steps
  • influentialselling in five steps
  • knowyour fish step 1
  • this means knowyour customer
  • but whatdo we have to know
  • activity purchase an avenger
  • the instructionsare in your manual
  • what did we learn fromthis activity
  • influencersof customer behavior demographics psychographics culture socialnorms
  • need more information about this course? info@ourknowledge.asia please contact
  • now, for step 2
  • knowwhere to findthem 2step
  • because of the internet many sales people are also delving into marketing
  • ask yourself
  • where does my market hang out
  • are they on
  • facebook
  • linkedin
  • twitter
  • youtube
  • the internet has become our equalizer
  • need more information about this course? info@ourknowledge.asia please contact
  • lets move to step 3
  • prepare your luresand gear step 3
  • so, what are your luresand gear
  • your gearrefers to
  • the things you need to get the job done
  • so, does that mean your lures refer to your productsor services
  • your luresrefer to
  • your personal brand
  • to understandyour brand
  • need more information about this course? info@ourknowledge.asia please contact
  • now, its time for step 4
  • patientlywait 4step
  • heres something you probablydidnt know
  • patience is not passive
  • on the contrary
  • patience is proactive
  • say what
  • need more information about this course? info@ourknowledge.asia please contact
  • the story of a salesman let me sharewith you
  • finally, weve reached step 5
  • reelit in gently step 5
  • once youre actually talking to the client, heor she has probably already made thedecision to buy
  • but
  • you cant just force the sale
  • lets have an activity
  • activity hearing it right
  • what did we learn fromthis activity
  • need more information about this course? info@ourknowledge.asia please contact
  • i leave you with this
  • if you run after money, it runs away and hides. if you run after excellence, money runs after you. - boom san agustin
  • that was just a teaser for our module on dynamic public speaking
  • to find outmore about this course contactus here
  • +63-917-593-1494 info@ourknowledge.asia +63-2-213-8944
  • or connectwith us on
  • www.OurKnowledge.Asia www.Linkedin.com/Company/Our-Knowledge-Consulting-Asia- www.Facebook.com/OurKnowledgeAsia www.twitter.com/OurKnowledgePH