Competitive Selling Strategy SeminarThink Positive!Think Possible!

Rev. Joseph Winthrop B. GodoyMDiv, (MMT/MBA) DMin

Competitive Selling Strategy Seminar

Contents Of My Presentations1.Selling Techniques2.Strategies3.Success in a Balance Life

Individual Purchase ProcessIndividual Purchase Process

Love

ConsiderationShopping

IntentionBuying

Awareness

What Is Selling?

• The face to face meeting with your prospect at the Intention or Buying level

• Getting there—right place, right time, right person

• The ability to convince… you must have a convincing power!

• Example: LCM process - “Love, Courtship & Marriage”

What Do Customers Care About?What Do Customers Care About?

THEMSELVES!!Wants, Needs, Desires

What Do They Buy?

PRODUCT SOLUTIONS!!

What You Must Do For Them To Buy?

STRATEGY!!

What You Should Know About Your What You Should Know About Your CustomersCustomers

• Target – Who are they – decision maker?• Needs, Wants – What do you need to

solve?• Value Perception – Their perceived value

equation.

The Value Equation

Value = Benefit/Cost

Before You Do Anything Else…

• Sell yourself• Know your product• Know the value equation• Know your competition• Know why your customer should buy from

you instead of your competition

Getting In Position to Sell

• Target your customer• Know who is the decision maker• Execute your plan consistently• If you can’t/won’t do it, hire it done

Prepare for the Sales Call

• Package yourself• No negatives• Research client• Be on time• Be observant

The Sales Presentation

• Approach• Present• Objections• Negotiations• Close

The Approach

• Eliminate possible distractions• Lead with a question to involve client-and

don’t say “how are you?”• State the purpose of call in terms of your

customers need• Get agreement on the need

The Body of the Presentation

• Use all senses possible• Be aware of clues—body language,

questions, etc• Sell benefits not features• Make it logical and end by filling the need

Objections-Your Best Friend

• Objections are the client telling you how to sell them

• Restate the objection• Answer in terms of your product’s benefits• Move on

Negotiation

• End body of presentation with trial close• If you get a “yes”--stop selling and start

writing• If you get a “no” ask “why not”• Answer objection, negotiate, and trial

close again

Close

• Either/or— ”would you like delivery on Friday or next Monday”?

• “Is that the only thing that is stopping you from buying”?

• Always, always ask for the order

Important Tips

• Listen—listen more than you talk • Never, never talk over the client-listen to

what he says• Control the flow• Always ask for the order - if you do nothing

else ask for the order• Ask for referrals

Follow-up

Sold:• Thank• Restate terms etc• You’ll stay in the

loop

Didn’t sell:• Thank• Restate need and

feature/benefit• Leave a way back

in

Keep Records

• Follow-up consistently• Keep a tickler file• Keep your promised dates• Send correspondence about solutions to

their problems• Follow-up, follow-up, follow-up

Keeping Your Customers

• Never take them for granted• Stay in touch• Stress benefits of your product• Ask them if they are happy—if not, FIX IT

NOW

Customer Service

• Answer the phone• No voice menus--no lengthy holds• Resolve problems now• Honor your time frames• Complaints are your friend—you get to

show how good you really are

Handling Complaints

• Don’t argue• Apologize even if you’re not wrong• Restate problem• Give time frame to resolution• If you can’t meet time, call and extend• Let them know you care and that you are

involved

The Three Most Common Sales Mistakes• Not listening to the buyer• Not asking for the order• Forgetting to sell existing customers

Questions and Answers

Want to get specific about solutions to your selling challenges?

• Call Amazing Marketing Achievers (AMA) at +639325-480033 for a no-charge sales counseling session

• Look for Ms. Ethel Juanson• Visit our Head Office at AMA Lipa City

Questions and Answers

Want to get specific about solutions to your selling challenges?

• Call Amazing Marketing Achievers (AMA) at +639325-480033 for a no-charge sales counseling session

• Look for Ms. Ethel Juanson• Visit our Head Office at AMA Lipa City

Success is in a Balance Life

Like so many people, Zundel realized almost too late that he had paid a great

price for success.

Stan Zundel returned to the essentials.

How can you balance the various demands of life, health, and family? Life is a balancing

act. It isn’t always easy.

“The Great Blondin”Perfect Balance

The balancing act that really counts is finding an equilibrium of Body, Mind-Spirit, & Family in a BALANCED LIFE.

It’s a Balancing Act to SLEEP RIGHT.

Is lack of sleep affecting your quality of life and relationships?

It’s a Balancing Act to EAT RIGHT. 2/3 of

deaths in the US are related to diet.

US Surgeon General’s Report on Nutrition & Health

DANGER

30 minutes of walking a day has many health benefits.

It’s a Balancing Act to get your EXERCISE.

Drinking adequate pure water can improve your thinking.

It’s a Balancing Act to DRINK ENOUGH WATER.

It’s a Balancing

Act to THINK RIGHT.

A keen mental edge

is key to successful

decision making.

The frontal lobe of the brain can help you be a Good Choice Maker

and a Bad Habit Breaker.

It’s a Balancing Act to live

your life with HOPE.

Hope is celebrating today the

realities of a future dream.

It’s a Balancing Act to prioritize our TIME to put first things first.

God designed human beings to live in healthy families, for each individual to be cared for and to care about others.

How can we use the 86,400 seconds of each day to bring balance into our family life and

enhance relationships?

Victoria’s Story

What are the children being taught?

A University of Michigan study indicates that children are becoming increasingly DISCONNECTED from their

parents and their faith community.

Eating together as often as possible fosters a better diet for children, increases academic

success, and lowers the crime rate.

“Doing things together” includes working with your children.

We All Need Each Other

“No man is an island. . .” John Donne, English poet

Mother Teresa said: “The greatest

disease is not TB or leprosy;

it is being unwanted,

unloved, and uncared for. . .”

Adam and EveWhat is God’s plan for you?

Return to the essentials.

The biggest balancing act

is blending body,

mind/spirit, and

relationship dimensions

into daily living.

HealthPersonal Fulfillment

Family

Work

Spiritual Growth

SYNERGY

SYNERGY

Life without balance is no life at all.

Prayer

Lord, thank You that I am alive and that I can cultivate infinite potential. Help me to strive toward Your best

and be all You want me to be. Amen.

Reflect/Discuss1.What did this chapter say to you? 2.What are positive essentials of life? 3.What makes our lives so crazy, busy, and out of control? What can we do to change this pattern of living?

1. What are the essentials in my life and what are not?

Personal Reflections

2. What specific areas do I want to incorporate into my life as priorities?

Personal Reflections

Intentionality I will enhance my plan of living to include: _______________.I will schedule time for self-care, healthy living, and enjoying the family.

Intentionality I will find a partner who is dedicated to working toward a balanced life and will help me be accountable to my lifestyle goals.

Intentionality I know that God has a dream for me, and I want Him to make it perfectly clear so that I can be a blessing to others.

Intentionality I want to connect more closely to family members and have a greater love relationship with each one.