Sales techniques new

Sales concepts and Sales Techniques S.ANANTHARAMAN

LEARNING OBJECTIVES ,[object Object],[object Object],[object Object]

Why Do We Buy Any Product? ,[object Object],[object Object],[object Object],[object Object]

NEED, WANT, & DEMAND ,[object Object],[object Object],[object Object],[object Object],[object Object]

UNDERSTANDING SALES ,[object Object],[object Object],[object Object]

WANT Want & Need SALE: A process of Need Satisfaction Exchange Dormant /Implied Need Active Need Purchase Satisfaction

Problem Problem Problem Problem Problem Problem Solution Solution Solution ???? Solution…..? Buyer Buyer Seller Seller

Selling Theories ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

AIDA CONCEPT ,[object Object],[object Object],[object Object],[object Object]

SPIN MODEL ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Feature-Advantage-Benefit-Value : FABV ,[object Object],[object Object],[object Object],[object Object],[object Object]

Mbps..?? Is this a new service????? What I will do with it ? Our Broadband service gives you 2mbps speed Customer Salesperson

Advantages Objections Objection Handling Implied Need Implication & Need Pay off Questions Explicit Needs Benefit No sale Success More Success Less Success SELLING ON ADVANTAGE Vs. SELLING ON BENEFIT

Seller FEATURES Buyer: OBJECTIONS that’s just what I need! I like it ! Seller BENEFITS Buyer: AGREEMENT Must be very costly… Seller ADVANTAGES Buyer: PRICE CONCERN Wait a minute…. But…. No way…. FEATURE , ADVANTAGE, & BENEFIT

Stimulus Response Theory ,[object Object],[object Object]

Product Oriented Selling ,[object Object],[object Object],[object Object],[object Object],[object Object]

Need Satisfaction Theory ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

What A Customer Want ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

A Sales person : ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Buying process-REED ,[object Object],[object Object],[object Object],[object Object]

Selling Process -ODPEC ,[object Object],[object Object],[object Object],[object Object],[object Object]

… And let me tell you another thing….. ZZZZZZ…….. Customer Salesperson

CLOSING ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object]

Sales techniques new

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