Advanced Professional Selling Skills
Transcript of Advanced Professional Selling Skills
![Page 2: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/2.jpg)
Are you responsible for the actions and efforts of others in your company?
Staff education programPractice never stops
www.profitsplus.org
![Page 3: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/3.jpg)
Bi-weekly60 minutesRequiredClass guide notesWritten AssessmentA.C.E.S. – around customers
everybody sellsPolicies & procedures – not ‘handed
down’ but determined by the groupwww.profitsplus.org
![Page 4: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/4.jpg)
Is there such a thing as a natural salesperson?
www.profitsplus.org
![Page 5: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/5.jpg)
www.profitsplus.org
Human traits remain consistentWhen we shop/buy we have certain patterns we follow
Even for church/temple/synagogueRestaurant tips increase when:Server gives nameServer is at eye level with customerServer signs check
![Page 6: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/6.jpg)
Who is your competition?What do they sell?What do you sell?
www.profitsplus.org
![Page 7: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/7.jpg)
5 levels of sellingCommodity
Gallon of gasTiresComputer
www.profitsplus.org
![Page 8: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/8.jpg)
Serving the wantWhat color?What size?
www.profitsplus.org
![Page 9: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/9.jpg)
Enhancing the needGoing just a step or two further
than their wantsNeeds are not wantsWho should be better qualified –
seller or buyer?
www.profitsplus.org
![Page 10: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/10.jpg)
The experience with your businessWas it just a haircut?Did the customer smile,
giggle, relax, enjoy?
www.profitsplus.org
![Page 11: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/11.jpg)
The transformation of the customer’s life styleHas this purchase created a
hobby?My friend C.B.
www.profitsplus.org
![Page 12: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/12.jpg)
The technical components of selling
Speaking and hearingDistanceAppearanceBody languageVerbal and body messages to you
www.profitsplus.org
![Page 13: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/13.jpg)
You speak at 150 wpmThey hear at 500 wpm
150 500
www.profitsplus.org
![Page 14: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/14.jpg)
Questions allow you the time to think
Questions require the customer to inform you
www.profitsplus.org
![Page 15: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/15.jpg)
This has a 6 year warranty.The quality is well worth the price.All you have to do is keep it clean.What kind of statements are
these?Would you change them?How can we change them?
www.profitsplus.org
![Page 16: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/16.jpg)
Improve – Identify multi-meaning information
State – Repeat the information with your definition
www.profitsplus.org
![Page 17: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/17.jpg)
Target – Get the confirmation of your definition
Extras – Additional information their response gives
www.profitsplus.org
![Page 18: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/18.jpg)
Public area – more than 12’ apartSay hello with the eyes Smiling
www.profitsplus.org
![Page 19: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/19.jpg)
Social – 4’ to 12’“Hello”, “Good Morning” Engage in conversation
www.profitsplus.org
![Page 20: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/20.jpg)
Personal – 18” – 4’Demonstrate merchandise
www.profitsplus.org
![Page 21: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/21.jpg)
Intimate – 6” – 18”Handshake, shoulder/arm touch
www.profitsplus.org
![Page 22: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/22.jpg)
8% Words we choose37% Tone of our voice55% Body language
Words8%
Tone37%
Body Language55%
www.profitsplus.org
![Page 23: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/23.jpg)
Attire Color schemes in clothing Hair and makeupJewelryPen
www.profitsplus.org
![Page 24: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/24.jpg)
I am openUnbutton coat, open hand, arms
at sidesI am willing to cooperate
Open hands, hand to face gestures, upper body in sprinter’s position
www.profitsplus.org
![Page 25: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/25.jpg)
![Page 26: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/26.jpg)
I am confidentSteepled hands, hands behind
back, back stiffened, hands in coat pockets with thumbs out
www.profitsplus.org
![Page 27: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/27.jpg)
I am defensiveButtoned coat, arms crossed,
sideways glance, rubbing eyes or nose, drawing away
www.profitsplus.org
![Page 28: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/28.jpg)
I am insecurePinching flesh, chewing pen,
thumb over thumb, fingernail biting
www.profitsplus.org
![Page 29: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/29.jpg)
I am nervousClear throat, “whew”, whistle,
smoke, cover mouth, tugging ears, wringing hands
www.profitsplus.org
![Page 30: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/30.jpg)
I am frustratedClinched hands, wringing hands,
fist like gestures, pointing index finger, rubbing hand through hair or on back of neck
www.profitsplus.org
![Page 31: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/31.jpg)
Rubbing their chinScratching their headConcentrating on merchandise or
catalogShowing merchandise or catalog to
someone else
www.profitsplus.org
![Page 32: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/32.jpg)
Listening more intentlyChecking purse or wallet/checking
for penAsking for clarification of
your statementMy spouse will kill me for this
www.profitsplus.org
![Page 33: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/33.jpg)
www.profitsplus.org
Repeat/referral business123 Easy StreetThis town, 31361
YouSmall business expertsDown the streetYour town, 31361
www.profitsplus.org
The key remains in the follow up
![Page 34: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/34.jpg)
www.profitsplus.org
3 days after sale Was it as you expected?
1 monthDoes it still ’feel’ new?
3 monthsWho has noticed what you have purchased?
31361
31361
31361
www.profitsplus.org
![Page 35: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/35.jpg)
www.profitsplus.org
6 months after saleWho have you shown your purchase to?
1 year after saleWho have you told about your experience with us?
31361
31361
www.profitsplus.org
![Page 36: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/36.jpg)
Who is your competition?What do they sell?What do you sell?The answers that only a master
can give!
www.profitsplus.org
![Page 37: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/37.jpg)
Who is your competition?If you are unique, you have no
competition!What do they sell?
Goods and servicesWhat do you sell?
YourselfThe businessGoods and services
www.profitsplus.org
![Page 38: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/38.jpg)
People do not buy because they
understand; they buy because they think
you understand!
www.profitsplus.org
![Page 39: Advanced Professional Selling Skills](https://reader035.fdocuments.in/reader035/viewer/2022062223/587583451a28ab78498b7cf9/html5/thumbnails/39.jpg)
39