Sales Technique

1.  Selling Floor --> Improvisational Actor
1. Subject given by audience <-- no prepared script/plot
2. Developed methods/routine to handle oddball suggestion.
3. Know the product, but no set script
4. How to assert control
2. Objectives / Perspectives
1. Identify a prospect true buying motives (vital info)
2. Structure sales presentation accordingly.
1. direction and flow of presentation.
3. Sale --> Classic Negotiation
1. Each party try to satisfy individual needs
1. Customer Need - Persuade my product satisfies their need better than any other competitor
2. My need - Earn a commission, turn prospect into repeat business, and referrals
4. Negotiation
1. Win-Win - both won, both satisfied personal needs

1. Classic Selling Steps
1. Meet and Greet
2. Probing and Qualify
3. Selling Benefits
4. Demonstrating
5. Handling Objections
6. Closing
7. Delivery and Follow-up

1. Meet and Greet
1. One Chance - good first impression
1. Attitude (pleasant expression)
2. Facial Expression
3. Dress (professional appearance)
4. Positive impression
2. Establish trust
1. Customer affected by bad experience elsewhere.
1. No service or over-sell, over promise
2. Customer expect quality of the product reflects on quality of of sales people.
3. Classic flow (ideal)
1. Walking to customer
2. Introduce yourself
3. Probe customer need
4. Reality
1. Hi May I help you --> never use canned opening
2. Looking response all the time
3. Ask, make the situation ease
4. Observe what the customer is using, make them off guard
5. Get them offer name to start conversation. (get customer talking!)
6. Continuous obtain info of need!
2. Probing and Qualify
1. Classic approach
1. which product
2. decision maker who
3. Financing / price
4. Intro product features (customer may hear a lot of irrelevant info, tune out to the conversation)
5. Problem --> what the customer need, not found here!
2. Why the customer buy
1. Price - only an issue after product satisfy his need.
2. Product Knowledge / Sales Skill --> motivate someone that the product satisfy the need
3. Probing - uncover the hot button (primary need) - 1st priority demand
1. 2nd question - further clarify the hot button
2. 3rd question - why (reason behind) for the hot button
3. --> prove the product satisfy/exceed the need
3. Presenting the automobile
1. Who is Competitor
2. product worth the price
3. Product presentation / demo
4. Add evidence that the price tag reflect the value.
4. Handling objections
1. Stated objections
2. Implied objections
1. stated excuse
2. stall techniques, handle it before it become objection
3. Test hidden objection / source of objections
4. Signals of hidden objections
3. Remove objection
1. work with customer getting the truth, towards the problem
5. Closing
1. fear of turn-down
2. When to close
1. Listen for signal of closing, ready to close (buying cue)
   (Don't talk beyond the sale)
2. After demonstration
3. Trial to close (probing)
3. Trial to close
1. Question(s) probing for readiness to buy
   (e.g. How soon do you need this?  You can take it today.)
2. No force to make buying decision
3. How far from actual close
4. To motivate customer make positive decision
   
   
6. Closing Techniques
1. Direct close - feel confident close, no obstacle
2. Summary close - remind features satisfy your need
3. Assumptive close - push the customer (ask to buy)
1. fill in the order form
2. call the manager to approve the price
7. Delivery and Follow-up
1. Good delivery = next sales presentation
2. Statistics - one good delivery --> 3 referrals
3. Good delivery
1. Preparation (pre-delivery)
1. checklist
2. Presentation
1. Personal demo
2. reinforce the customer decision
3. exciting moments, memorable
4. deliver theatrics
3. Post-delivery follow--up
1. Check satisfaction
2. Customer of the future
3. Uncover leads from other people