sales essentials
DESCRIPTION
My presentation at Thinkbiz, a Student Entrepreneurship Club in Greece, about sales essentials.TRANSCRIPT
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Sales Essentials
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I AM NOT A SALES EXPERT! BUT THESE GUYS ARE…
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SALES IS A JOB WITH LOTS OF STEREOTYPES
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Back then, buyers lacked information
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WE HAVE ALWAYS BEEN INTO SALES, SINCE WE WERE KIDS
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Selling vegetables
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Persuading others
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Trying to get a job
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Influencing others
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THE STARTUP WORLD
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The ones who build
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The ones who sell
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…or do both
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WHAT TRAITS SHOULD SALESPEOPLE HAVE
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Love interaction
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Love hearing others
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Enjoy problem solving
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They are resilient
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SOME TIPS TO START WITH
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Do your homework
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Rehearse
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Tailor your pitch Focus on benefits, not features
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Talk the customer’s language
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Don’t bullshit
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THE WEAPONS OF A MODERN SALESPERSON
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Streak
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MailTester
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SPIN SELLING
BY NEIL RACKHAM
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THE SPIN SELLING
• It’s all about asking the right questions (mix of open and closed).
• You don’t necessarily have to close the sale from the first interaction. But you have to gradually build your relationship with the customer (book the next meeting, meet with a more senior person, etc).
• Particularly useful for long cycle sales.
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SITUATION QUESTIONS
• Collect facts & background data about the customer’s existing situation.
• They are not positively related to sales success.
• They are an essential part of questioning, but they must be used sparingly so as not to bore or irritate the client.
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PROBLEM QUESTIONS
• These questions probe for problems, difficulties or dissatisfactions. Each question invites the customer to state implied needs.
• If you can’t solve a problem for your customer, then there’s no basis for a sale.
• They are not positively related to sales success in larger sales.
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IMPLICATION QUESTIONS
• These questions are about the effects, consequences or implications of the customer’s problems, previously expressed during the problem questions stage.
• They are strongly linked to success in larger sales.
• The central purpose of Implication Questions is to take a problem that the buyer perceives to be small and build it up into a problem large enough to justify action.
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NEED-PAYOFF QUESTIONS
• Ask about the value or usefulness of solving a problem. “Why would you find this solution helpful?”
• Focus the customer’s attention on the solution rather than the problem, creating a positive problem-solving atmosphere.
• They get the customer telling you the benefits, which eventually are the benefits that your product can offer to them!
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GAIN COMMITMENT
•Demonstrate capability that your product can solve the customer’s problems.
• Equate the solution to his problem with your product or service.
•Gain commitment from the customer, with the aim to gradually move towards the sale (orders, advances, continuations).
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THINGS YOU SHOULD ALWAYS HAVE IN MIND
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Follow up
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Don’t be late
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Pick the right time
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A service approach
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THE MODERN MARKETER IS THE GROWTH HACKER
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SALES IS IN OUR NATURE
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Sales Essentials
Alexis Alexakis
@AlexAlexakis