B. T. 3 SHAPIARUDIN ABU HASSAN K-LINK INTERNATIONAL SDN BHD
OBJECTIVE To comprehend the technique and enhance the selling capability, with the end objective of increasing individual and group sales, which in turn will result in better sales performance and better income for all concerned.
PROBLEMS & OPPORTUNITIES n n Everyone have problem. Throughout our lives, we cannot run away or alienate ourselves from problems because it will be there always, and it’s mere existence is the reason we are here. Difficulties are problems, and problems are opportunities.
n n Approach your customer as a problem solver. Understand their difficulties and fulfill their needs, and you’ll have a willing buyer.
WHAT IS SELLING ? 1. 2. It’s a process where a person (seller) identifies and fulfills the need of another (buyer). The seller is a person who has the capacity to satisfy the needs of someone else, and benefit from it.
CHARACTERISTIC OF A BUYER A buyer will only buy when he satisfies the 3 essential factors: 1. Capacity - (need selling) 2. Ability - (Value selling) 3. Capability – (benefit selling)
WHY PEOPLE BUY ? n They have needs and they believe your product can satisfy that needs, at the right price. n They like you. n They trust you and believe in your advice.
WHY PEOPLE BUY ? n People like to enjoy life, and always strive for a better one.
People, in principle are: n n n They love money. Self centered. Egoistic. Lazy. Bias and Prejudice. Emotional.
The Professional Approach. n n n Set a standard. – know the facts about your products (belief & confidence) Self organized. - attire, problem solver. Rapport & communication – peers or people you associate with ( never beg nor force-sell).
n n Good listener. – be sensitive to body langguage. Firm but fair.
FULFILL CUSTOMER NEED BY PROVIDING n n n S P A C E D Safety Performance Appearance Comfort Economy Durability } } } of Your products
WHY PEOPLE DON’T BUY ? * * * * * Afraid to make mistakes. Not comfortable/feeling of being cheated. Not convinced that they need it. Not ready to buy. They don’t like you. They don’t trust you. They felt the price-value ratio is not balanced. They don’t have the money. They felt the time is not ripe/right.
OBJECTION Objection is actually an invitation to sell. These are the 5 common objections: 1. 2. 3. 4. 5. Do not want to try. Too expensive. Not now, some other time. I have purchased/ I am selling it too. Don’t have the money.
TO OVERCOME OBJECTION: B – Be sensitive to objections. E – Evaluate & validate, sensible or otherwise. N – Nod in agreement (if logical). E – Express your answer. F – Frame the answer. I – Inquire for agreement. T – Trial closing.
TRIAL CLOSING 2 method of closing the sale: 1. Alternative – Give choice, (eg: which do you prefer ? ) 2. Suggestive – Induce bargain buying or negative selling).
AFTER SALES SERVICE. * Reinforce after every successful sales made. * Evaluate – have not used; why? if have used; ask for benefits. if not satisfied; why? if satisfied; ask for testimony. * Customer Record – fixed customer.
PRODUCT CATERGORY 1. New Product: * Raise the needs. * People buy because: - of it’s benefits, - curiosity, - just to possess (prestige) eg. New model of cars.
2. Matured Product. * Had been in the market for some times, it’s purpose and uses are known. * Stiff competition and have imitations. * Give advantages over competitor(s).
3. Ending Products: * Going out of market (usually in relation to usage/model) * Happens because of too competitive or superseded it’s use. * Still have buyers due to ‘loyalty’ or as ‘collectors item’.
SEELLING TECHNIQUE n n n n Product source. Contents/ingredients. Why must use (benefits or advantages). Effectiveness & efficiency. Restrictions. Testimonies and demonstrations. Assurances/Guarantees (PLA).
REMEMBER !!!!! Do not sell product that you want to sell, BUT Sell the product that people wants to buy, AND you’ll not be short of customer……. !
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