Introduction to Professional Selling Skills

Used under permission grant by AchieveGlobal. All rights reserved.

Agenda

Vacation

Need Satisfaction

Introduction to Professional Sales Skills Open

Probe

Support

Close

Overcoming Objections Skepticism

Misunderstanding

Indifference

Drawback

Vacation

Need Satisfaction

Introduction to Professional Sales Skills Open

Probe

Support

Close

Overcoming Objections Skepticism

Misunderstanding

Indifference

Drawback

Need Satisfaction

Introduction to Professional Sales Skills Open

Probe

Support

Close

Overcoming Objections Skepticism

Misunderstanding

Indifference

Drawback

Lets Take a

Vacation!!!

Need Satisfaction Selling

This is the philosophy that almost all companies employs for sales and support.

The process of revealing AND understanding customer wants, desires, and needs; then satisfying those needs with the features and benefits of your organization, products, or services.

SELLING:

NEED:

SELLING:

NEED:

A process of uncovering, understanding, and satisfying

customer needs.

A customer want or desire that can be satisfied by your

product or service

Needs Satisfaction Examples

Buying a Car

Buying a House

Buying a Computer

Buying a DAQ System

Buying a Car

Buying a House

Buying a Computer

Buying a Industrial PC

Understanding the Big Picture

IT IS CRITICAL THAT YOU UNDERSTAND THE BIG PICTURE OF

WHAT THE CUSTOMER

WANTS TO DO!

This will help you uncover the customers needs regardless of whether your are

supporting or selling.

You will be able to give a better and more complete solution.

IT IS CRITICAL THAT YOU UNDERSTAND THE BIG PICTURE OF

WHAT THE CUSTOMER

WANTS TO DO!

This will help you uncover the customers needs regardless of whether your are

supporting or selling.

You will be able to give a better and more complete solution.

Introduction to Professional Selling Skills

4 Basic Stages Opening

Goal Agreeing on an agenda for the discussion

Probing

Goal Getting a clear, complete, and mutual understanding of the customers need(s)

Supporting

Goal Describing how your company/organization/product can satisfy the customers need(s)

Closing

Goal Agreeing on the next step

Introduction to Professional Selling Skills

Opening State the agenda

This should be done as early as possible in the call to set expectations.

State the value to the customer Your value

Product value

Perhaps position the Advantech platform or tool(s)

Set limits

Check for acceptance

Opening correctly will set the stage for you to control the support and/or sales call

Introduction to Professional Selling Skills

Probing The process of revealing customer wants, desires, and

needs.

Usually classified as two types: Use Open probes to understand the BIG PICTURE

Use Closed probes to elicit specific information

Probing is one of the most important parts of a sales call. MUST probe to:

Fully understand application

Effectively troubleshoot

Effectively Demo product(s), if needed

Offer the correct Features with the correct Benefits

Typically compromised in order to rush to the solution

Introduction to Professional Selling Skills

Probing is one of the most important parts of a sales call. Typically compromised in order to rush to the solution

Exercise patience

Force yourself to listen

You know the old saying

You were blessed with two Ears but only one Mouth for a reason.

Introduction to Professional Selling Skills

Supporting

Acknowledge the need

This can ONLY happen if Probing has been

done effectively

Describe relevant features AND benefits

The feature/benefit MUST answer to a

specific need

Check for acceptance

Confirm that this fully resolves customer

need.

Repeat as needed

Introduction to Professional Selling Skills

Closing

Review ALL previously accepted BENEFITS

Confirm acceptance

Review action items for both you and the customer

Assign action items for both parties, if

applicable

Propose next step(s)

MUST advance the process to be successful

Check for acceptance

Introduction to Professional Selling Skills

Review

4 basic stages of a sales call

Each stage has a goal

Each stage has steps to help reach that goal

Introduction to Professional Selling Skills

Major types of concerns expressed Skepticism

Misunderstanding

Indifference

Drawback

Introduction to Professional Selling Skills

Skepticism expressed by the customer after a

supporting statement.

Examples:

I just dont see one DAQ board being able to do all

those things simultaneously

Are you sure that APAX can give me milisec PID

loop rates?

Using WebAccess will integrate all kind of platform

to monitoring ?

Etc, etc

Introduction to Professional Selling Skills

Skepticism expressed after the salesperson

makes a supporting statement. Probe to fully understand the concern

Acknowledge the customers point of view

Offer relevant proof

Documentation

Demonstration

Testimonial

Check for acceptance

Introduction to Professional Selling Skills

Misunderstanding expressed when a

customer has been misinformed about

products or services you CAN provide.

Examples:

Computers are not a good platform for

sensitive measurement equipment.

Computer based measurement boards are just

toys used in school labs.

Etc, etc

Introduction to Professional Selling Skills

Misunderstanding expressed when a

customer has been misinformed about

products or services you CAN provide. Probe for fully understand the concern

Confirm and Acknowledge the need

Describe relevant features and benefits

Make sure customers arent still skeptical

Check for acceptance

Introduction to Professional Selling Skills

Indifference expressed when a customer is

satisfied with their current circumstances

and/or does not realize how your offering will

resolve an expressed need.

Examples:

So WebAccess can do remote monitoring, and

whatever all in one program. So what?

Im happy with my current method of.

Well, I can do the same thing with my traditional PC

system.

Etc, etc

Introduction to Professional Selling Skills

Indifference expressed when a customer is

satisfied with their current circumstances

and/or does not realize how your offering will

resolve an expressed need. Acknowledge the customers point of view

Request permission to probe

Probe to uncover circumstances & effects

Confirm the need behind the concern

Acknowledge the need

Describe relevant features and benefits

Check for acceptance

Introduction to Professional Selling Skills

Drawback expressed when a customer is

dissatisfied with the presence or absence of

a feature of your organization, product, or

service.

Examples:

Your UNO systems are not tested to XYZ

standard.

The cost of your solution is over my budget.

What?!? I have to pay for support?

Etc, etc

Introduction to Professional Selling Skills

Drawback expressed when a customer is

dissatisfied with the presence or absence of

a feature of your organization, product, or

service. Probe to fully understand the concern

Acknowledge the concern

Refocus of the bigger picture

Outweigh previously accepted benefits

Check for acceptance

Introduction to Professional Selling Skills

Review

Basics 4 stages of a sales call

Goal of each stage

Concerns 4 major types

Steps to accomplish each type of concern

Remember: Control and Patience

Questions?