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Selling PPT - Copy.pptx
1.
2. By the end of the session, you will be able to:
Understand the Buying cycle & decisions making process
Influence people using the probing approach
Presenting your solutions effectively
Eliminating Doubts
How to close sales
How to up-sell & crosssell
4. • What did youbuy?
• Why did youbuy?
• Where did you buy it from?
• Why did you buy it from that place/shop?
• Did you explore some options before buying whatyou bought?
• Did you explore some alternative products
• Did you askany question before buying?
• Were all your questions answered to yoursatisfaction?
• Did you bargain onprice?
• Did you buy theproduct?
Answer the following questions
6. NeedAnalysis
Exploring Options
Eliminating Doubts
DecisionMaking
• What did youbuy?
• Why did youbuy?
• Where did you buy it from?
• Why did you buy itfrom that place/shop?
• Did you explore some options before buying
what you bought?
• Did you explore some alternative products
• Did you askany question before buying?
• Were all your questions answered to your
satisfaction?
• Did you bargain on price?
• Did you buy the product?
Buying Cycle
8. Aligning Selling Cycle with Buying
Cycle
NeedAnalysis
EvaluateOptions
EliminatingDoubts
DecisionMaking
QualifyingCustomer
Presenting Product
OvercomingObjection
Close andAdd-ons
Greeting
N
E
E
D
BUYING CYCLE SELLING CYCLE
9. While opening the salescall
– Create agood impression, smile
– Greet , Introduce yourself & your
Organisation
– Make the customercomfortable
Customers buy three things in thissequence:
Greeting
10. “HelloSir/Ma’m, welcometo Mom & Me, howmayI helpyou”
“HelloSir/Maa’m, I’m <yourname>.HowmayI helpyou?”
“Thisproductisfrom <XYZBrand>andhas<XYZ><features>and
<benefits>.It wouldbegreat if youcanlet meknow<askquestion
about customer’sneed>”
“Thisproductcomesin widevariety, pleaselet meshow
yousomeoptionswhichcouldsuitbestto your need”
Types of Greeting
11. We qualify customers on basisof….
Caste
Religion
Assumption
Personal
Relations
Needs
Qualifying Customer
Appearance
12. Customer needs can be classified as:
• Stated Needs (what they say)
• Unstated Needs (what they mean tosay)
Qualifying Needs
13. • Askbackground questions to know if the customer is looking for somethingspecific
• Askfor age,gender, size, height, weight, etc. of the person who is going to use the
product(depending upon the product customer is looking for)
• Askif they are looking forany specific brand
• Askfor user’s liking about Color, style, shape,etc.
• Askif they have any specific budget inmind
Probing for
Understanding Needs
15. • Summarize the benefits along withfeatures
• Associate the benefits with the buying criteria identified in the previous stage
• Propose your product as“SOLUTION”rather than
“just a product!!”
Product Presentation
16. Preparation required:
• Gain product knowledge
• Befamiliar with product placement
in thestore
• Beconfident about yourself
• And..
Practice… Practice… Practice…
Product Presentation
17. What is an Objection /Doubt??
Doubts are milestones thatbrings
you and customers closer to sales
Overcoming Objection
18. Handling Objection
• Yes-But Technique
• TheChoice Technique
• Ask Open endedquestion
Verify if the objectionis
answered satisfactorily
22. Look for Buying
Signals..!!
VerbalSignals
Doyou have <specific> color?
What discount do Iget?
How much will this costme?
CanI get the product delivered to
my home?
Doyou accept Cards?
Isthere any warranty or guarantee
on
this product?
Non-VerbalSignal
Customer tries the product
Repeatedly looks at mirror and
smiles
Through eyes,checksfor feedback
from the person accompanying
him/her
Holds it separately in hand or
keeps product in the basket
24. • let’s go to the billing counter?
• Bywhat name would you want the billto
be generated?
• When would you want the delivery to be
made?
• May I know the address wheredelivery
needs to bemade?
• Would you be paying by cashor card?
How to ask for sale?
25. Closing the sale
Takethe Customer to BillingCounter
Collectrequiredinformation
Bill theproducts
Thank the customer