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Selling Skills PPT 830
Selling Skills PPT 830
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Customer Centric Selling
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Customer Centric Selling
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Customer Centric Selling
What is selling?
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Customer Centric Selling
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Competitive Advantage
Someone can copy your business strategy
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Core Processes
Acquire new
customers
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Relation between acquisition
costs revenues and margins
Lifetime value
Referrals
Increase of margins
Cross selling
Additional Turnover
Basic turnover
Acquisition costs
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Customer Centric Selling
Customers are:
More Aware
Less Loyal
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Customer Centric Selling
Role Play
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Customer Centric Selling
The Customer Centered Decision Cycle
Satisfaction
Acknowledgement
Decision
Investigation
Selection
Reconsideration
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Customer Centric Selling
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Customer Centric Selling
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The Customer Centered Selling
Cycle
Research Stage
Analysis Stage
Requirement Stage
Confirmation Stage
Specification Stage
Solution Stage
Close Stage
Maintenance Stage
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Research Stage
Determine the decision maker
Basic Information
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Analysis Stage
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Confirmation Stage
Test Understanding
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Specification Stage
Commit to Specifications
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Solution stage
Recommend a Solution
Provide Alternatives
Gain An Agreement
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Close Stage
Reinforce benefits
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The Customer Centered Selling Cycle
Maintenance Stage:
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Customer Centric Selling
What to do when the customer cannot
make up his mind?
Example : Camera
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Customer Centric Selling
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Customer Centric Selling
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Sales Secrets
2 Magic Words for Sales Success
Stop….. Selling
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Customer Centric Selling
Understanding the type of customer
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Customer Centric Selling
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Customer Centric Selling
Cross selling
Role Play
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Customer Centric Selling
Cross selling
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Thank you
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