2. Selling Product or Service?
That’s a different between selling a product or service. A very good example
as per below pictures take a look and think what’s the different.
1.
2.
3. You will wonder that inside this two pictures are not much different because the
customers are happy face . But think about it again is that really different ?
The no.1 picture inside have one sales person is serving the
customers and no.2 the clients are picking the products by themselves. So now
you might get my point.
Both of the pictures actually selling the same product which is furniture but end of
the day will you go back the first store or second store? I will say most of the peoples
will go for first and the reason is obvious.
You start to doubt that why is first store and what’s the reason and I will say
is simple and that’s selling a service or a product.
4. Rapport
For the very first step is when the first meet with the client .
Treat every customer is a potential and hotcake customer and even today this
customer not going take your product or service you will need to give your
best attitude and service.
It will make the client have a very good impression for you and in the future
when his/her friends need the product they will refer back to you.
5. Observation
Observe your customer office environment .
Observe the staffs like eg. How many staffs they
have ?
Observe the boss office see any special decoration
like eg . She/he is a Christian or Buddhist
7. Why customer always not right ?
If something is really customer misunderstand you will need to explain .
Don’t let them feel even they are wrong but the way they do is still like
a king.
Give correct information and correct the customer and they will feel you
are honest .
Don’t too much sales talk because this will be make them feel you like a
crocodile.
8. Negotiation
3 big points for negotiation
Negotiate for a WIN-WIN Outcome
Interpersonal Skills
Need to know that people often ask
for more than they expect to get
9. Hard sell vs soft sell
Soft sales
• Relationship-building
aspect of sales.
• People respond better to
cajoling than they do to
aggressiveness.
• Happy face customer.
Hard sales
• Aggressive or forceful.
• Less choice for the
customer.
• Sad face customer.
10. Tin Men - Old style for sales tactic
A pair of "tin men" whose pride in the
fraudulence of their sales techniques.
11. Be professional to your product and services
Know your product & services.
Love your product & services.
Don’t compare your product or service with your
competitors.
Accept complain and turn it to compromise
12. Question client
You need to question client not always waiting client
question on you.
Let the client feel that you care about them and they also
enjoy the buying process .
People like to be cared and question them is one way that
let them feel caring.
13. What work yesterday might not work tomorrow
The mind set must be strong .
Need to keep update the information for the product or service you sell .
Don’t be stubborn think that you know all “sales”.
Open your mind and accept new knowledge .
Always think that you are “ new” .
14. Build you own style own way
Stop copying your senior or idol .
Stop follow the “ good “ way and force yourself to
become others.
Know your talent and strength and focus on it and explore
it.
Have your own quote .
15. Body language
Watch their head position.
Look into their eyes.
To make a difficult task seem easier, smile.
To reach an agreement, send early engagement signals.
To reduce resistance, hand out your business card.
Lower your voice with deep breathing.
18. Achieve your own target not sales target
You will think that why should I hit sales target because of
the commission and it only help company to earn more
money but not my pocket money.
So what if this is your own target ? Will you want to
achieve it ?
Do not treat it as sales target instead treat it your own
target and you will definitely wish to achieve it.
19. Sales Life Cycle
Cold calling
Door to door
Call in
Walk in
Referral
• First process – source for
leads
Demonstration
Presentation
•Second processpresentation to the client
Email
Calling
•Follow up the leads
Sales nugget
•
Give customer “tips”
21. Sales Nugget
Nugget is compact, valuable and “bite-sized” portions of
information.
It can be just an information or a small useful gift.
With a nugget the client will have more good impression
on you.
22. Decision
Who is the decision maker?
When is the best time to get a “Yes”?
What and why will influence the
decision making ?
23. Best time to get a “Yes”
When client is thinking and wondering that’s the moment
to get your “Yes”.
Our subconscious always telling us to say “No” .
You will need to keep on telling your client how good to
say “Yes” and when the moment the client start to
convince by you and you will get your “Yes” by asking the
client for the order.
24. Don’t offer too much information
It will confused client if you offer too much information.
When pitching clients, make sure you only tell them what
they need and want to know.
Too much information you will bore your client.
25. Don’t Over Sell and Over Promise
This is an important “Don’t” in sales .
Be casual with your sales techniques and really act like you don’t care to
make the sale it will be better if you over sell it.
Once you promise client what you will deliver and you will need to make
sure you deliver if not your reputation will be gone.
Over promise = create troublesome client by your own hand
Upsell and over sell is different . Must firm with what is upsell and what
is over sell.
26. Work smart and play hard
Plan how to work smart on your weekday
Plan how to play hard on your weekend
Have a timesheet management for yourself
Recommend few good aps for timesheet planning.
Google Calendar
iCal
27. Q & A Session
You can email us if you have query .
Apscom.solutions@gmail.com
