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Selling Smarter

Agenda
8:30-8:45 8:45-9:00 9:00-11:00 11:00-11:15 11:15-11:45 12:00-1:00 1:00-1:15 1:15-1:30 Session One: Introduction and Course Overview Icebreaker: Introducing Session Two: Essential Selling Skills Session Three: What is Selling? Session Four: Features and Benefits Lunch Energizer: Todays Deal! Session Five: Setting SMART Goals

11:45-12:00 Morning Wrap-Up

1:30-1:45 1:45-2:00 2:00-2:45 2:45-3:15 3:15-4:00


4:00-4:15 4:15-4:30

Session Six: Time Management Tips Session Seven: Customer Service Session Eight: Types of Selling Session Nine: Ten Major Mistakes Session Ten: Finding New Clients
Session Eleven: Selling Price Workshop Wrap-Up

Session One: Course Overview


Understand a wonderful paradox: helping other people get what they want gives us more of what we want. Use goal-setting techniques as a way to focus on what you want to accomplish and develop strategies for getting there. Recognize the difference between features and benefits of products and services. Identify and be able to better present the competitive strengths of your products and services, so that you can be proactive in handling objections and more successful at asking for the business. Use different types of selling for different situations. Identify ways to find new clients and network effectively.

Session Two: Essential Selling Skills


Rapport skills Observation skills Interrogation skills Commitment skills Negative response skills Presentation skills Expectation skills Communication skills Organization skills Strategic skills Technology skills Training skills Product knowledge application skills Motivation skills Attitude-adjusting skills

Session Two: Essential Selling Skills The ability to control what you think about from minute to minute and from day to day is the first great wonder of the mind.

Session Two: Essential Selling Skills

Session Two: Essential Selling Skills


Dress the way you want to be perceived. Dress comfortably and be proud of who you are. Always appear neat and clean. Look trim. Be sure clothing fits properly. Dont appear too fashion conscious and dont spend a lot of money trying to keep up. Know the colors and styles that suit you and stick to them.

Session Two: Essential Selling Skills

V.H. Vroom: We generally get what we expect.

Session Three: selling smart?


How can you make your company stand out from the rest? What should you know about your company? What should you know about your industry? What should you know about the competition? What are your products and or services? What are the things you should know about them?

Session Four: Features and Benefits


What is a feature? What is an advantage? What is a benefit?
What are the features, advantages, and benefits of those products and services you sell? How do you convert product knowledge into features, advantages, and benefits?

Session Four: Features and Benefits


A. B. C. D. Where did you buy this product? Why? Did product design influence your decision? How and where was the product manufactured? What different applications or uses are there for the product? E. How does the product perform? Is there any data on the products performance? What is it? F. What kind of maintenance and care does the product require? How often?
Could you sell the product you have written about in terms of A through F? Why or why not?

Session Five: Setting Goals


Specific Measurable Achievable/Attainable Relevant Timed

Positive Personal Put in Writing

Session Six: Time Management


How do you keep track of time? If you dont have a system, or if your system isnt working, what are you willing to try? Who keeps a to-do list? How many things are on the list? Do you pay attention to your list? How many of you have a daily routine? How do you make sure you dont forget the clients you have as you chase down new clients? What system do you have to make sure you have their needs, change of address, and other key information?

Session Seven: Customer Service Why do you think buyers buy? What are the needs of customers? What do they expect? What are the things people want when they call you? What impresses them?

Session Eight: Types of Selling


Up-Selling means selling to the customer more of your services than originally requested, or a better, more expensive service in the same area. Cross-Selling means selling the customer an additional item or items that complement the original request.
Value-Added Selling refers to how the seller changes, enhances, or improves the basic product to increase its value to the buyer.

Session Eight: Types of Selling


What are your perceived values for these items?
Self-service gasoline pumps Full-service gasoline pumps Fast food eateries Upscale restaurants Giant economy boxes of cereal Individual packs of cereal

Session Eight: Types of Selling


In the value-added sale, there are three phases:
Phase 1 is the planning or pre-call phase. Phase 2 is the implementation stage. Phase 3 is the follow-up stage.

Session Nine: Ten Major Mistakes


1. Failing to close the sale 2. Poor demonstration 3. Negative attitude 4. Arguing with the customer 5. Inability to qualify our buyer 6. Poor presentation 7. Selling to the wrong person 8. Making false claims 9. Giving over-technical knowledge 10. Over-talking/or under-talking

Session Ten: Finding New Clients


How do you find new clients? What are some networking roadblocks? How can we overcome those roadblocks? What are some preparation tips we can use? What are some useful networking strategies?

Session Eleven: Selling Price


What are the pros of selling based on price? What are the cons?
Dont use a low-price come-on to get yourself in the door. When you promote price, you attract lowprice buyers. Look instead at the value-added concept that we discussed earlier.