Download - The conceptual selling_ book review
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Book review of :The New Conceptual Selling
By Saurabh Mhase MBA3 (1362)
Universal Business School, Karjat
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The new Conceptual Selling
No sale !
$
X
Follow me !
How to sell?
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“No sell” selling !
XFirst Step
KNOW that“People buy for
their own reasons not for your
reasons”
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1. Buying is special case of decision making !
2. Customers are ‘predictable 'and ‘logical’ !
3. Decision process is sequenced and is trackable!
4. Fit or not fit?
5.Do not go against customer
DECISION
MAKING
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Step
1 Getting Information St
ep 2 Giving
Information Step
3 Getting Commitment
• Learning about customer
• Find out interests
• Finding reasons behind interest
• Describing product• Giving information
needed to buy a product
• Differentiate the product
• Resolving uncertainties
• Ask for order
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How do customers make buying decision?
YY
YN N
Cognitive Thinking
Divergent Thinking
Convergent Thinking
Understand situation
Explore options
Select the best option
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Win- Win matrix
I win You lose
I loseYou lose
I loseYou win
I win You win
Avoid by focusing each SSO on Win-Win
Profitable and comfortable, but not a
matter of luck!
‘Buying the business’
“BACKLASH”Two stages – Buyer’s
remorse, then Buyer’s revenge
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Four questions to ask yourself before you make a call
1.Why am I here?
2. What do I want the
customer to do?
3. Why should the customer
see me?
4. Do I have the
credibility?
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Product/ service
Specific, clear and concise Definable or
Measurable
Tied to timeline
Usually not connected by. “and”
1.Why am I here?
Sales ObjectiveCriteria
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2. What do I want the
customer to do?
Clear single objective
Ability to visualise customer actions
Traditional sales call goals are :• Too general• Unrealistic• Salesman oriented
Commitment of Action:• Win-Win• Specific• Realistic
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3. Why should the customer
see me?
Valid Business reason
Give information…who
and why
Foundation to discuss
customer’s Concept
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Critical prerequisites• Purpose of appointment – customer’s perspective.• Preparation.• Optimum use of time.• Courteous and “effective.”• Set mutual expectations.• Statement of reasons for meeting.
Setting Appointment Expectations• Clarify your selling responsibilities.• Clarify customer’s responsibilities.• State purpose of meeting-customer perspective.• Identify people to be present.• Itemize materials needed.
3. Why should the customer
see me?
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4. Do I have the
credibility?
No Desire No Money No need
No Urgency No Trust
Why customers do not buy?
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4. Do I have the
credibility?
TRUST
Your experience
Knowledge
Presentation
Associations
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“Questioning Process”
Traditional selling advice:“Never ask questions to which you don’t already know the answer.”
Conceptual Selling advice:“Never ask a question to which you already know the answer.”
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Thank YouHappy Selling !Presented by : Saurabh Mhase
Universal Business School