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    Mastering The Selling Process:: Coach Bengochea

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    Coach Bengo
    This document outlines the key steps in the selling process: 1) Lead generation through prospecting qualified leads and developing a short pitch to generate interest. 2) Qualifying opportunities by understanding customer needs and determining if they have the budget and authority to make a purchase decision. 3) Developing customized solutions that address customer needs and present the benefits, not just features, of the proposed products or services. 4) Gaining commitment at each stage of the process, from securing appointments to handling objections and ultimately getting the sale.

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    Mastering The Selling Process:: Coach Bengochea

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    Coach Bengo
    295 views31 pages
    This document outlines the key steps in the selling process: 1) Lead generation through prospecting qualified leads and developing a short pitch to generate interest. 2) Qualifying opportunities by understanding customer needs and determining if they have the budget and authority to make a purchase decision. 3) Developing customized solutions that address customer needs and present the benefits, not just features, of the proposed products or services. 4) Gaining commitment at each stage of the process, from securing appointments to handling objections and ultimately getting the sale.

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    Selling Skills

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    This document outlines the key steps in the selling process: 1) Lead generation through prospecting qualified leads and developing a short pitch to generate interest. 2) Qualifying opportunities by understanding customer needs and determining if they have the budget and authority to make a purchase decision. 3) Developing customized solutions that address customer needs and present the benefits, not just features, of the proposed products or services. 4) Gaining commitment at each stage of the process, from securing appointments to handling objections and ultimately getting the sale.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    295 views31 pages

    Mastering The Selling Process:: Coach Bengochea

    Uploaded by

    Coach Bengo
    This document outlines the key steps in the selling process: 1) Lead generation through prospecting qualified leads and developing a short pitch to generate interest. 2) Qualifying opportunities by understanding customer needs and determining if they have the budget and authority to make a purchase decision. 3) Developing customized solutions that address customer needs and present the benefits, not just features, of the proposed products or services. 4) Gaining commitment at each stage of the process, from securing appointments to handling objections and ultimately getting the sale.

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    You are on page 1of 31

    Mastering the Selling Process

    Facilitator:

    Coach Bengochea

    B.Sc. M.B.A.

    Sales & Marketing Coach

    Sandee Communications Ltd.

    Selling is a Process

    Leads/Prospecting Qualify Opportunity Understand Needs Develop Solution Identify Decision Makers Present Proposal Prove that Solution will work and is the best Option Present Quote Handle Objections Close Sale - Win/Lose

    Leads & Prospecting



    Start with a highly targeted prospecting list, consisting of people or companies that are most likely to buy your type of products and services Call every name on your list every 3-4 weeks. Understand that only a small percentage of your list will be ready to buy the rst time that you call. Present a prospecting offer of no more than 45 words that clearly states who you are, what you are selling, and two features of your product or service. Finish up with Is that what you want? If the prospect says No or I am not interested, you say Okay, good bye. Do not press for an appointment. Always be in a "Disqualication" mode. Be determined to spend your selling time only with High Probability Prospects.

    Leads & Prospecting



    Accept the fact that prospecting really is a numbers game. The most important numbers are your Dials Per Hour and the ratio of prospecting Offers to Dials. Keep accurate records of your prospecting sessions. Telephone prospecting is the most productive way to build up your sales volume, with very little up-front expense and a minimum of marketing expertise. Referrals & Networking to get leads

    Workbook
    Now dene your ideal prospect and your short prospect offer. Write an attribute of point in each block.
    Ideal Prospect
    Short prospect offer

    The purpose of your prospecting call is to get an appointment with a qualied lead.

    Having found a prospect who is interested the next stage is to qualify the prospect through Questioning & Listening

    A qualified prospect is one who meets your ideal prospect definition, is interested in your prospect pitch and has the money to purchase your product.

    Qualify Opportunity
    Rescuing Your Valuable Time From Those Bandits stealing your productivity.
    Do they see the value of the product? Can they afford to invest? Are they part of the decision making unit? Do they have sustainability What is their track record
    7

    Types of Questions

    Only if you qualify the prospect on phone do you then request and appointment At the appointment:
    The first step is to make the prospect feel at ease through the use of pleasantries or chatting about common interests. Then re-commence the questions to determine the prospects needs. The use of a companys needs survey sheet can help considerably in directing your questions.

    Funneling your questions

    10

    Funneling your questions

    11

    Listening skills

    12

    Having clearly understood the prospects needs or problem Go back to your office and prepare a solution to the customers problems or needs using the benefits of your product. Develop a unique product for the specific customer. Focus on benefits not features. Do not attempt a total solution on your first visit.
    13

    Solutions are built around Features & Benefits


    Types of Features

    Market related

    A Benefit is something the customer values. Customers do not buy features they buy benefits.

    Product related

    support related

    profit related
    14

    Converting Features into benefits

    15

    Matching Features & benefits to customer needs

    16

    Identify Decision Maker


    Before you schedule your presentation of your solution make sure you are presenting to the decision maker. Not presenting to the decision maker wastes time Ask the prospect early on what is the buying process Who makes the final decision

    17

    Planning & Preparation

    18

    Pre call check

    19

    Present Proposal
    Dig deep to find the key value to the prospect Avoid information overload Practice delivery Use props to demonstrate your points Focus on the solution Speak their language
    20

    The selling presentation

    21

    Tools of selling

    22

    Prove that the Solution will Work


    Use testimonials Tell of successful implementation Use guarantees Use recommendations and references Get to the point
    23

    Product Talk
    Features Package Product Support Profit Promotions Benefits

    24

    Present Quote
    Present quote in the form of value not cost. Focus on the benefits Compare it to an investment with future returns Articulate the solution
    25

    Objection handling

    26

    Closing

    27

    Types of close
    Summary - Summarize the benefits Assumed - Assume the sale and presnt papers for signing Alternative - Offer the prospect a choice. Will you taking this one or that one? Fear - You are getting older. Buy now. Special - Youll miss the special

    28

    Administration & evaluation

    29

    Portfolio selling
    The Challenge of us selling our full product range
    Know your full range of products Focus on key products Understand individual needs

    30

    5 things I will do differently as a result of this training


    What will you differently Why By When What help will you need

    31

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