Effective selling Selina Francis April 2007 E Shirima

Effective selling Selina Francis, April 2007 E. Shirima, Nov 2011

Introduction If you are truly helpful, people will want to buy from you. All you need to do, is transfer your confidence to them. n That's all that selling is really. To make someone as comfortable about their choice as possible. n But: they won't be confident if you're not. n

Introduction That's why you need to know as much as possible, about what you are selling. n One of the biggest mistakes that salespeople make is going after the short term, or single sale, rather than building the lifetime value or relationship with the customer. Discussion: n n n How do we get to know products? How do you build a relationship with a customer?

Increasing sales Understand your customers’ needs. n Know your stock: what do you have to offer. n Help the client to understand alternative solutions. Discuss: n n n How can we get to know clients’ needs, How can we advice them according to their needs?

Selling techniques In the following slides we’ll discuss how can we get the money the client has in exchange to our products. n In other words how do we get to selling what we have. n At the same time make the customer happy! n We’ll learn to practice 3 techniques n

1. Up- selling Selling a more expensive product instead of the less expensive client needs Example: a client asks for an inkjet, you suggest a colour Laser. Jet. Logic: a Colour Laser. Jet is more expensive then an ink jet, therefore margin n Discuss more examples n

2. Cross selling Means promoting products and services that are highly related to the current product. n Example: When selling/quoting for a photocopier sell it along with a stabilizer. n Discuss more examples n

3. Accessorizing Add accessories, products that are consumed with/ together. n Example: quote or sell a photocopier with spare toner and paper. n Discuss more examples. n

Combination of the 3 results Situation 1 n A client asks for an all in one laser printer. n You offer the printer as inquired only. Canon MF 450 $463 No up selling, no cross selling, no accessorizing.

Combination of the 3: Result Situation 2 n A client asks for a 3 in 1 laser printer. n You ask the client how she will use the printer, and can then advice the client to go for a Canon small copier 1020 Canon MF 450 $462 n Canon 1020 $1, 065 Up selling from 462 to 1, 065 USD

Combination of the 3: Results Situation 3: n n A client asks for an all in laser printer. You advice the client to go for Canon small copier 1020 because of his need, you remind her about purchasing a toner and spare toner. Canon MF 450 $462 Canon 1020 USD 1065 $98 CEX 14 Up selling + Accessorizing

Combination of the 3: Results Situation 4: n A client ask for the 3 in 1 laser printer n You advice the client to go for a Canon small copier 1020 because of his needs, you remind her about purchasing a toner and a spare toner, and then ask the client if she has a stabilizer. Canon MF 450 $462 Canon 1020 $1065 Up selling $98 CEX 14 + $98 CEX 14 1 KVA $ 100 Accessorizing + Cross selling

Conclusion § Up selling + Cross selling+ Accessorizing has increased our sales from $ 460 to $1, 361 …and the client is happy! Could we have sold more? § Paper? § Files ? § Future refilling?

Welcome to a general discussion on selling.

Steps for effective selling The end