Access Trng Retail Sales

The ACCESS Sales Program designed for All Retail Sales forces By Direction One Consulting

Objective of the Program To get inspired. To understand how & why buyers buy. To evolve and practice a sales process that links successfully to the buyer’s buying process. All the above leading to better productivity and higher sales Direction One Consulting

Setting personal stretch goals Need to be an internal. Have self belief. Be careful of outside opinions and influences. Be prepared to work hard. Become a powerful influence on others. If you think you can or you think you can’t, either way you are right Direction One Consulting

And aligning them to organizational goals Therefore how can I maximize my income and learning! To achieve my long-term goals, how do I need to work? Why should I meet my organization goals. Direction One Consulting

Why do we buy the following? Direction One Consulting

Why do we want the following? Direction One Consulting

So what do we all really want? Direction One Consulting

Why do people buy products and services? Direction One Consulting

Lets see an example: Standard Home Ad The brokers ran typical, standard ads in New York Times - “Cozy six-room home, with fireplace, garage, tile baths, all hot water heat, close to campus, stadium, golf courses, and primary school.” Five brokers were trying to sell this house for three months!!! Why was the owner Mrs Lowe selling the house? - to buy a larger one since space was becoming a problem. Her analysis of the ad - Those are facts, but people do not buy facts or even benefits unless they can see those benefits translated to their own personal use. Direction One Consulting

Mrs Lowe’s Ad: The owner Mrs Lowe, was a housewife with a background in advertising. She designed another ad which contained her feelings for her home, combined with her sense of what makes good advertising Here’s the way the ad ran: We’ll Miss Our Home We’ve been happy in it but two bedrooms are not enough for us, so we must move. If you like to be cozy by a fire while you admire autumn woods through wide windows, protected from the street, if you like a shady yard in summer, a clear view of winter sunsets, and quiet enough to hear frogs in spring, but city utilities and conveniences, you might like to buy our home. We hope so. We don’t want it to be empty and alone at Christmas. Out of the six responses the next day, one person bought the home. Direction One Consulting

Advertising does this all the time ,[object Object]

Then provide the solution.Direction One Consulting

Therefore what should be the philosophy of the sales process? ,[object Object]

Link product and service to needs and wants.

What else should be a part of the organization’s sales process?Direction One Consulting

Becoming a Great Sales Professional The difference between servicing demand & creating demand. ,[object Object],What exactly is creating demand? It is creating awareness of areas for improvement in our customer’s business processes. Any fool can sell at a discount and most fools do exactly that!!!! Direction One Consulting

Where are you? Great Sales person – identifies needs & problems, provides solutions Good Salesperson – sells on benefits Average Salesperson – sells products & services Direction One Consulting

The ACCESS Sales Process Clarify value add through diagnostics Educate about service features and benefits Acquire a research orientation Summarize & close on winning note Settleobjections Capture a high position Direction One Consulting

Acquire a research orientation ,[object Object]

How do we measure the efficiency of the Research sub-process?Direction One Consulting

Using a Catalyst Acquiring information about a customer is a complex activity & too difficult to be done alone. Need a Catalyst who: knows the customer. wants you to succeed with that customer. does not gain financially from your success. Direction One Consulting

The Concept of the Catalyst Who can be a catalyst: Existing Customers. Friends. Non-competitive suppliers to the same customer – what else do rich people buy? Community service. Batchmates / alumni Six degrees of separation. Linked in / Facebook Direction One Consulting

Using Catalysts as a multiplier Who gives references? On every call, ask “could you connect me to friends and colleagues of yours who may be having some investible funds?” Call friend, say “need to discuss possibilities, do KYC”. After meeting call back original source, keep source informed, thank the person. Send sms, connect on FB / LI. Direction One Consulting

Capturea high position ,[object Object]

Move to next stage - Seek to Clarify value add through in-depth diagnostics.

How do we know we have done this well?Direction One Consulting

Clarifyvalue through diagnostics ,[object Object]

How do we measure the efficiency of the KYC process?Direction One Consulting

Energizeby educating about service features and benefits Present to customer the different options you have: ,[object Object],Direction One Consulting

A way of working which is…. Research oriented, not push but pull. Not dependent on one individual or department. Relationships are built first by sound needs analysis, the sale automatically follows. Discounting, if at all, happens only AFTER the business is confirmed! Direction One Consulting

Settleobjections ,[object Object]

Objections You are highly unlikely to ever meet a customer who says – wow, where were you, I was waiting for you, what amount do I write on the cheque?…….

Why do customers object? Direction One Consulting

Handling objections Look at them as a buying signal - think of what would happen if your customer said nothing!!!. Probe – use open questions The power of knowledge! Never argue – agree with feeling, not necessarily with the statement. Direction One Consulting

Give discounts / your price is high Good things are not cheap, cheap things aren’t good. Nobody gives discounts because their products are selling too well. Are they so desperate? What would be more important to you - price or cost? Then elaborate on cost. Give examples of other premium products where the customer has paid more – eg for men / women. Direction One Consulting

Give discounts / your price is high “Maybe I did not explain the value of my product well!” People who give discounts generally cut corners elsewhere in areas where customers do not notice (especially in service). Reduce the excess price over life of the product. Reduce the profile of product being offered. Actually our product is not meant for everybody…. “xxxx” customers cannot be wrong (give national sales data). Direction One Consulting

Let me think over it Is there something about my product or company that you are unsure of? Is there something about me that you are unsure of? Quite simply, your business is important to me & you will not regret your decision to purchase this product. Could we start the paperwork now? Direction One Consulting

(You come to know) I am not the decision-maker Stop selling immediately. Besides you, who else would be involved in the decision? Do not sell through, use relationship to map customer. Plan to meet the decision maker directly – going top-down is faster. Direction One Consulting

Access Trng Retail Sales

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