sales presentation final 03-08-2015 ver2
TRANSCRIPT
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SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
WELCOMESALES STRATEGY WORKSHOP
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SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
SALESA Chosen Profession...
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SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
What is Sales ??
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SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
Anyone who sells a product, service or an idea is a sales person
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SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
Sales Theory…
AIDA
AttentionInterest
DesireAction
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SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
Is Selling an or ??
The actual mystery is ::Transition of SELLING from ART to SCIENCE
Follow perceived processes & principles, in order to get consistent results.
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SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
Product Customer
Competitors
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SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
Product
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SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
PRODUCT KNOWLEDGE
KNOWLEDGE IS POWERKnowledge gives you the three elements of successful selling.
KNOWLEDGE POWER
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SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
- Confidence
- Enthusiasm
- Professional selling
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SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
Customer
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SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
Difference between CLIENT & CUSTOMER ???
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SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
Positive Communication for selling …
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SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
Buying Motives…
Need & Want
Buying Decision process
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SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
The Buying Decision Process and the Communication Challenge
Needrecognition
Informationsearch
Evaluation ofalternatives
Purchasedecision
Post-purchaseevaluation
Understand motivation or influence motivation
Understand how the customer responds to information
Create favourable attitudes
Createpreference for brand
Reinforce satisfaction
Selects and attends to informationinterprets information
Create favourable attitudes
Change negative attitudes
Reduce the time delay between decision and implementation of decision
Addressdissatisfaction
Managecognitive dissonance
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SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
Competitors
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SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
IMPORTANCE OF KNOWLEDGE ABOUT
COMPETITION
WHAT IS THE IMPORTANCE OF KNOWLEDGE ABOUT COMPETITION?Knowledge of competition provides the salesperson with a broad background for better handling of his job & helps him orient himself in his territory.
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SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
Process…
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SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
Prospecting…
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SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
Closing…
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SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
Most Common Constraints…
BUDGET AUTHORITY NEED TIME FRAME
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SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
The world only REWARDSRESULTS
Not EFFORTS !!!
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SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
Questions…
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SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop