Sales Cycle Op 08
-
Upload
susanellis -
Category
Technology
-
view
446 -
download
0
Transcript of Sales Cycle Op 08
![Page 1: Sales Cycle Op 08](https://reader038.fdocuments.in/reader038/viewer/2022110307/5562a292d8b42a15548b47e7/html5/thumbnails/1.jpg)
The Sales Cycle
Hillary Jenkins, Otago Polytechnic
![Page 2: Sales Cycle Op 08](https://reader038.fdocuments.in/reader038/viewer/2022110307/5562a292d8b42a15548b47e7/html5/thumbnails/2.jpg)
The Sales Cycle
![Page 3: Sales Cycle Op 08](https://reader038.fdocuments.in/reader038/viewer/2022110307/5562a292d8b42a15548b47e7/html5/thumbnails/3.jpg)
Welcoming
• Greeting
– Opening or starting the sale
– Approaching the customer
– Building/ establishing rapport
![Page 4: Sales Cycle Op 08](https://reader038.fdocuments.in/reader038/viewer/2022110307/5562a292d8b42a15548b47e7/html5/thumbnails/4.jpg)
Welcome
1. Make quick, friendly eye contact
2. Stand up (if sitting)
3. Shake hands
4. Use a natural greeting phrase
5. Smile
6. Think of the buyer as a friend
7. If necessary tell them you will be right with them
![Page 5: Sales Cycle Op 08](https://reader038.fdocuments.in/reader038/viewer/2022110307/5562a292d8b42a15548b47e7/html5/thumbnails/5.jpg)
Welcome
8. Invite them to sit down
9. Use the client’s name
10. Use the most powerful word
11. Echo their words, mirror their mood
12. Professional Appearance and Environment
![Page 6: Sales Cycle Op 08](https://reader038.fdocuments.in/reader038/viewer/2022110307/5562a292d8b42a15548b47e7/html5/thumbnails/6.jpg)
Determining Needs
Questioning
– Probing
– Assessing the situation
– Gathering information
– Obtaining information
– Uncovering needs
![Page 7: Sales Cycle Op 08](https://reader038.fdocuments.in/reader038/viewer/2022110307/5562a292d8b42a15548b47e7/html5/thumbnails/7.jpg)
Determining Needs
You meet someone from out of town and they ask
“Where should I have dinner?”
What would you recommend?
![Page 8: Sales Cycle Op 08](https://reader038.fdocuments.in/reader038/viewer/2022110307/5562a292d8b42a15548b47e7/html5/thumbnails/8.jpg)
Determining Needs
• Did you provide a recommendation?
• If you did how did you know what this person would like?
• What questions should you have asked?
![Page 9: Sales Cycle Op 08](https://reader038.fdocuments.in/reader038/viewer/2022110307/5562a292d8b42a15548b47e7/html5/thumbnails/9.jpg)
Determining Needs
• There are four distinct types of buyers
– Each possesses a different depth of knowledge
![Page 10: Sales Cycle Op 08](https://reader038.fdocuments.in/reader038/viewer/2022110307/5562a292d8b42a15548b47e7/html5/thumbnails/10.jpg)
Buyers
• Don’t take it for granted that a client with a good or deep knowledge knows everything
• Take this test and see how much you know
![Page 11: Sales Cycle Op 08](https://reader038.fdocuments.in/reader038/viewer/2022110307/5562a292d8b42a15548b47e7/html5/thumbnails/11.jpg)
Assumptions a well-informed client might have
Answer the following questions:
1. A direct flight and a non-stop flight are the same thing – True or
False
2. Adjoining rooms in a hotel have a door between them – True or
False
3. If you’re on a “hosted tour”, a tour manager will take care of your
needs – True or False
4. An intermediate care is usually the same as a mid-size car – True or
False
![Page 12: Sales Cycle Op 08](https://reader038.fdocuments.in/reader038/viewer/2022110307/5562a292d8b42a15548b47e7/html5/thumbnails/12.jpg)
Assumptions
5. Hawaii is rainiest in summer – True or False
6. A cruise ship’s inside staterooms don’t have windows – True or False
7. Airplanes take people faster from city to city than trains do – True or False
8. Car rentals always cost more if you pick up in one city and drop off in another – True or False
![Page 13: Sales Cycle Op 08](https://reader038.fdocuments.in/reader038/viewer/2022110307/5562a292d8b42a15548b47e7/html5/thumbnails/13.jpg)
Determining Needs
• Regardless of how good their knowledge is
• You should spend a little time exploring what and where the
client’s knowledge has come from eg. friends, internet,
personal experience
• In tourism you should try to apply a consultative technique of
selling (needs and desires)
• As probing questions – form a relationship
![Page 14: Sales Cycle Op 08](https://reader038.fdocuments.in/reader038/viewer/2022110307/5562a292d8b42a15548b47e7/html5/thumbnails/14.jpg)
Determining Needs
Now you have ascertained their knowledge
base – just what kind of clients are they:
– A shopper
– A browser
– Or a buyer
![Page 15: Sales Cycle Op 08](https://reader038.fdocuments.in/reader038/viewer/2022110307/5562a292d8b42a15548b47e7/html5/thumbnails/15.jpg)
Determining Needs
• Shopper
– Usually know what they want and are looking for a good deal
• Strategies for dealing with them
– Fear based closing tactic – “these reservations may not last”
– Muddy the waters – offer alternatives the client may not have
considered
– Match the best price they have received
– Ask qualifying questions – shows you care makes you stand
out from the other salespeople
– Offer to make a reservation without immediate financial
commitment
![Page 16: Sales Cycle Op 08](https://reader038.fdocuments.in/reader038/viewer/2022110307/5562a292d8b42a15548b47e7/html5/thumbnails/16.jpg)
Determining Needs
• Browser
– Don’t really know what they want
– Require a lot of personal attention
– Divulge lots of personal information to you
– May not be too serious about their trip or tour – now or ever
– Use careful but limited questioning to see if they can become a buyer
![Page 17: Sales Cycle Op 08](https://reader038.fdocuments.in/reader038/viewer/2022110307/5562a292d8b42a15548b47e7/html5/thumbnails/17.jpg)
Determining Needs
Buyer
They definitely want to make a booking
– May have once been browsers or shoppers but now
want to close the deal with you
– You must have impressed that client with your skills
and careful question enough to make them come
back to you
![Page 18: Sales Cycle Op 08](https://reader038.fdocuments.in/reader038/viewer/2022110307/5562a292d8b42a15548b47e7/html5/thumbnails/18.jpg)
Recommending Solutions
• Presenting recommendations
– Delivering your ideas
– Linking solutions to needs
– Sharing knowledge
– Making a sales presentation
– Matching needs with products
![Page 19: Sales Cycle Op 08](https://reader038.fdocuments.in/reader038/viewer/2022110307/5562a292d8b42a15548b47e7/html5/thumbnails/19.jpg)
Addressing Concerns
• Countering Objections
– Overcoming obstacles
– Handling objections
– Reducing resistance
– Providing reassurance
– Responding to concerns
![Page 20: Sales Cycle Op 08](https://reader038.fdocuments.in/reader038/viewer/2022110307/5562a292d8b42a15548b47e7/html5/thumbnails/20.jpg)
Enhancing the Sale
• Upselling
• Cross selling
• Adding Value
– Making additional recommendations
![Page 21: Sales Cycle Op 08](https://reader038.fdocuments.in/reader038/viewer/2022110307/5562a292d8b42a15548b47e7/html5/thumbnails/21.jpg)
Achieving an Agreement
• Closing
– Getting the business
– Earning a commitment
– Making the sale
![Page 22: Sales Cycle Op 08](https://reader038.fdocuments.in/reader038/viewer/2022110307/5562a292d8b42a15548b47e7/html5/thumbnails/22.jpg)
Follow up
Ensuring satisfaction
Obtaining feedback
Creating loyalty
http://flickr.com/photos/meanestindian/2151907298/