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THE ART OF SALES

THE ART OF SALES. O PEN S OURCE M ANAGEMENT. www.iprofile.bg. OVERSUPPLY. “The pike dies of experience and habits…”. Generating Value. Comfort Zone Un comfortable = = Consuming value Creating value. OUT OF THE COMFORT ZONE. SOMETIMES THINGS ARE NOT AS THEY APPEAR.

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THE ART OF SALES

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  1. THE ART OF SALES OPEN SOURCE MANAGEMENT www.iprofile.bg

  2. OVERSUPPLY

  3. “The pike dies of experience and habits…”

  4. Generating Value

  5. Comfort Zone Uncomfortable = = ConsumingvalueCreatingvalue

  6. OUT OF THE COMFORT ZONE

  7. SOMETIMES THINGS ARE NOT AS THEY APPEAR

  8. Are the colors of Square A and Square B the same???

  9. MANY OF THE PRACTICE AND ATTITUDES THAT BRING ABOUT PROSPERITY ARE COUNTER – INTUITIVE, THAT IS TO SAY APPARENTLY GOING AGAINST LOGIC

  10. Wealth Distribution • 20% of the people  80% of the wealth • 80% of the people  20% of the wealth

  11. 7 STRATEGIES TO WIN AS A SALESPERSON OPEN SOURCE MANAGEMENT www.iprofile.bg

  12. DIFFICULTIES WITH CUSTOMERS

  13. Control • To get things to go as you wish (the ability to influence something positively)

  14. Responsibility • THE FEELING OF BEING THE ONLY ONE IN CHARGE OF SOMETHING • = • THE ABILITY TO SEE ONESELF AS “THE CAUSE”

  15. CAUSE (=Source Point) EFFECT (=Receipt Point) PROBLEM

  16. Cause and Effect To solve a problem or to handle succesfully a situation we need to see ourselves as “the cause” of such situation. • If we aren’t able to do it, it is the situation that is controlling us. • If we are not capable of seeing ourselves as «the cause» of the behaviour of our customers, we are indeed leaving the control to them. Case history scuola

  17. The Scale of Effectiveness • EXTERNAL CONTROL Someone who thinks that all her life and misfortunes are or have been dependent upon others and circumstances • CONTROL OF ONE’S ACTIONS • One sees herself as the cause only of the activities performed directly but cannot «accept blame» for other people mistakes or for what happens outside her area of influence. • She will not reach her goals • INTERNAL CONTROL Sees herself as the cause of her actions but also as the cause of other people actions and activities.

  18. Causative Thinking • When faced with a problem or with a disappointing situation, we can consider ourselves “the cause” or “the effect”. • When we consider ourselves to be the effect, our thoughts or explanations have “another person” or “circumstances” as the subjects of what happened • “He doesn’t understand…” • “The market is slow…”

  19. When we consider ourselves as «the cause» we use «MYSELF» or «ME» as the subject of what happened: • «I wasn’t detailed enough in my explanations…» • «I have to improve my marketing …»

  20. The following thoughts belong to cause or effect ? • THE CUSTOMER ALLOWED ME VERY SHORT TIME DO DO MY PRESENTATION • THE COMPETITION OFFERS A LOWER PRICE • THE CUSTOMER WAS NOT INTERESTED • THE MARKET IS IN A RECESSION • THE COMPANY I WORK FOR DOESN’T GIVE ME WHAT I REALLY NEED TO BE SUCCESSFUL

  21. Developing Knowledge • 1. We notice something non optimum. • 2. We consider ourselves “the cause” of this situation. • 3. We start devising systems to tackle the problem. • 4. If these systems do not work, we continue considering ourselves as “the cause” of the non-optimal situation. • 5. Acting in this way, we will develop or find out the right knowledge to solve the problem. • Sooner or later we will become a LEADER!

  22. EMOTIONAL RESPONSES Enthusiasm Cheerfulness Logical Boredom Hostile Anger Resentment Anxious Sad Apathy

  23. 3) LEARN HOW TO SELL OPEN SOURCE MANAGEMENT www.iprofile.bg

  24. What should we do in our first visit with a customer?

  25. LOGIC MAKES PEOPLE THINK-EMOTIONS MAKE PEOPLE ACT 28

  26. Money goes where people create emotions

  27. CUSTOMER NEED PROPOSAL 30

  28. Effort Building the rapport Understanding Real Needs Stimulate the Need Present the solution Overcome objections Close 31

  29. Усилие Подход Интервю Стимулация Представяне на решението Разрешаване на възражения Затваряне

  30. What the customer buys In order to get a sale, the customer must buy 5 things in sequence: THE SALESPERSON THE COMPANY THE PRODUCT/THE SERVICE/THE PROJECT/THE PROPOSAL THE PRICE WHEN TO DO IT 33

  31. Триъгълник на подхода Feeling Точки на Контакт Комуникация

  32. The Triangle of Rapport Feeling • By increasing one of the factors, the other two increase as well. • By decreasing one of the factors, the other two automatically decrease. • During the Interview Phase we would need the customer to have an open communication with us. He has to be willing to tell us all his problems and needs. • To bring about that situation we need to expand the triangle with the customer. Points of Agreement Communication

  33. FEELING • With «Feeling or Affection» we mean positive emotion, willingness to care about another, positive emotion. It manifest itself with the desire to be near the person for whom we have affection or a good feeling.

  34. POINTS OF AGREEMENT What is true for YOU Common Reality What is true for HIM

  35. Points of Agreement • To establish points of agreement with the customer, we need to discover things we have in common or similar experiences or viewpoints that we both share. • We can also find subject matters that we are both interested in and keep talking about them until the triangle is large enough to go to the Phase of Needs Analysis.

  36. HOW TO BUILD RAPPORT • To expand the triangle, the salesperson has to establish some Points of Agreement with the customer. To do that he should : • Be interested or curious in whatever he sees or hear from the customer. • The «Causative Salesperson» is INTERESTED (curious, eager to know and find out). • The «Effect Salesperson» tries to be INTERESTING.

  37. A good strategy to build feeling with the customer • Observe the customer, listen to him and be curious and interested. • Identify something about him that really sparks your interest. • Ask him some questions about that.

  38. Exercise • With another student you don’t know so well, practice the Warm Up Phase. • The other student impersonates a potential customer of your company. • You: • A) Introduce yourself • B) Notice something about the other person that interests you • C) Ask questions and keep being interested until the other student gets excited about something

  39. Warm Up/Rapport • The end result of this phase is: • A Customer who bought the salesperson and who is ready to talk openly about his problems and difficulties (he gets excited)

  40. Усилие Подход Интервю Стимулация Представяне на решението Разрешаване на възражения Затваряне

  41. Interview: understanding the needs

  42. EXERCISE • 1) Write all the problems/needs that your product or service solve for the customer • 2) Write down questions you can ask the customer to get those problems to come up

  43. SUMMARY • 1) You are the Cause. Dont blame if you don’t sell • 2) Don’t talk just about you and your product. Be interested. Discover the need • 3) Keep a positive emotional tone (be oriented toward solutions)

  44. 4) EVERYTHING IS CREATED TWICE OPEN SOURCE MANAGEMENT www.iprofile.bg

  45. Find the killer!

  46. If you are not really set in pursuing a goal, your brain will not show you all the opportunities that exist to make real progress

  47. GOALS • When we don’t have clear (written) goals in life, it is life controlling us and not vice versa.

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