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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.

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.

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.

Rapport

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

Customer not always right!

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.

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

Hard sell vs soft sell

Soft sales Hard sales• Aggressive or

forceful.

• Less choice for the customer.

• Sad face customer.

• Relationship-building aspect of sales.

• People respond better to cajoling than they do to aggressiveness.

• Happy face customer.

Tin Men - Old style for sales tactic

A pair of "tin men" whose pride in the fraudulence of their sales techniques.

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

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.

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” .

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 .

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.

What’s your own target?

Team Leader? Awards?

House?

Car?Travel?

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.

Sales Life Cycle

Cold callingDoor to door

Call inWalk in Referral

• First process – source for leads

Demonstration Presentation

Email Calling

• Follow up the leads Sales nugget

• Second process- presentation to the client

• Give customer “tips”

What is sales nugget ???

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.

Decision

Who is the decision maker?

When is the best time to get a “Yes”?

What and why will influence the decision making ?

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.

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.

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.

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

Q & A Session You can email us if you have query .

Apscom.solutions@gmail.com