sales engineer training - selling for engineers
DESCRIPTION
Slides from Robert Seviour's Selling for Engineers seminarwww.seviourbooks.comTRANSCRIPT
Welcome to Selling for Welcome to Selling for EngineersEngineers
Presenter: Robert SeviourPresenter: Robert Seviour
Telling Telling isn’tisn’t selling selling
Create Create
ConfidenceConfidence
Ye Olde Model of Selling
The The NewNew Model of Selling Model of Selling
Finding out what is reallyimportant to the client
Proving you arecapable
Finding agood fit
Helping thebuyer decide
40%
30%
20%
10%
Professional QuestioningProfessional Questioning
Open questions What. . . How. . . Open questions What. . . How. . . Closed questions Closed questions
What does he/she care about? What does he/she care about? Spot the emotionSpot the emotion
1.1. DataData2.2. How does it affect you?How does it affect you?3.3. How do you How do you feelfeel about it? about it?
Re-capRe-cap
FundamentalFundamental Benefits Benefits
Stick componentStick component It saves you worryIt saves you worry It saves you timeIt saves you time It saves you moneyIt saves you money It saves hassleIt saves hassle
Carrot componentCarrot component It makes you feel goodIt makes you feel good
GreedGreed PridePride
ProspectingProspecting
ProspectingIt’s a process of filtering andconcentration to find the ounceof gold in a ton of mud.
Suspects
Prospects
Proposals
Orders
The Prospecting SpectrumThe Prospecting Spectrum
YES NO
The prospecting Zone
None Low Medium Strong Total
"How did you knowwe were looking?"
"We don't want it,
order taking S e l l i n g
Degree of Rejection
and we can't afford it."
M A Y B E
need it, like it
The salesman’s dayThe salesman’s day
Driving in the carDriving in the car 42%42%
LunchLunch 13% 13%
Interruptions, Phone callsInterruptions, Phone calls 11%11%
Small talkSmall talk 8% 8%
MeetingsMeetings 7% 7%
PlanningPlanning 7% 7%
Emails & InternetEmails & Internet 6% 6%
Selling or NegotiationSelling or Negotiation 6% 6%
The basicsThe basics
Make more contacts – measure them.Make more contacts – measure them.
Find out what is on the customer’s mind by Find out what is on the customer’s mind by
asking good questions and listening asking good questions and listening
attentively to the answers.attentively to the answers.
Tell the customer how you can help him Tell the customer how you can help him
achieve what he wants.achieve what he wants.
Create Create ConfidenceConfidence
Ask for the order.Ask for the order.