Marketing 101 Flyers, Brochures, Press Releases & Face-to-Face Selling
The power series selling face to face
27
Selling Face to Face by Richard Mulvey 1 Monday 19 October 15
Transcript of The power series selling face to face
Selling Face to Face
by Richard Mulvey
1Monday 19 October 15
What is Selling?
Helping the Customer to Buy
2Monday 19 October 15
You’ve only got 4 minutes
Know what you want to be
Look what you want to be
Act what you want to be
Take Control
3Monday 19 October 15
The Customer Your Company Yourself
You’ve only got 4 minutes
4Monday 19 October 15
Customer Service
Interview Techniques
Presentations
Management
Customer Interaction
Reception
The Eyes
5Monday 19 October 15
Customer Service
Interview Techniques
Presentations
Management
Customer Interaction
Reception
Memory Recall Creative Thinking
The Eyes
6Monday 19 October 15
Watch the Eyes!Customer Service
Interview Techniques
Presentations
Management
Customer Interaction
Reception
7Monday 19 October 15
Features / Needs / Benefits
Feature
Need
Benefit
Something that defines your product or service, and your company
A customer requirement
A feature that satisfies a need
Customers can have both Positive and Negative Needs
8Monday 19 October 15
Open and Closed Questions
Open
Closed
Who, What, Where, When, Why, How
Do, Does, Did, Are, Has, Have, Is, Could , Can, Would, Will ... etc.
9Monday 19 October 15
The Sales Conversation
Open Question! ! NeedClosed Question! ! Confirm the needSupportBenefitAgreement
10Monday 19 October 15
Three Types of Need
Presumed
Actual
Unknown
What the customer thinks he needs
What the customer really needs
What the customer was totally unaware of
11Monday 19 October 15
Beyond Simple Needs
Needs
Wants
Desires
I need a car to get me to work
I want a practical car
I desire a BMW
12Monday 19 October 15
Emotionally
How are Buying Decisions Made?
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The Close Look for Buying Signals Summarize The Benefits Ask for the Business
SHUT UP!16Monday 19 October 15
Alternative Close Minor Point Close Compliment Close Suck it and See Close
The Close
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Selling Face to Face
by Richard Mulvey
18Monday 19 October 15
Objections
Listen to the whole objection Clarify the objection
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It’s too expensive!Clarify the Objection
“When you say it's too expensive, are you saying you cannot afford the price or is there something I've missed?”
Objections
20Monday 19 October 15
Listen to the whole objection Clarify the objection Answer the objection Get agreement
Objections
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OppositionIndifferentSceptical
Objections
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Either! Convert the objection to a need ! then provide your benefit that ! satisfies that needOr! Minimize the objection and ! maximize the benefits you have ! already agreed
Opposition
23Monday 19 October 15
Add
Take away
MultiplyDivide
all the benefits
what the customer will lose
the savings
the extra cost by someappropriate figure
Opposition
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Indifference
Keep Going!
If that doesn’t work…..
Try your best feature
25Monday 19 October 15
ScepticalYou cannot talk your way out of a sceptical objection
Show the customer some independent proof
Demonstrate it
Guarantee it
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Selling Face to Face
by Richard Mulvey
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