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Small group discussion: Challenges & problems I face when I sell to corporate customers. |
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Purpose: to enable trainer to focus on such challenges / problem during the course of the program |
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How to make customers come to you rather than you go looking for them |
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Pull prospecting strategies and techniques |
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Using The Law of 250 to attract prospects |
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The power of networking |
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The Law of Compound Interest in prospecting |
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The Elevator Speech -- the power of self-introduction |
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How to brand yourself as an expert in your industry |
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The principle of specialization in prospecting |
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The power of industry associations |
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The power of Centers of Influence |
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Prospecting through writing and speaking |
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Lead generation through seminars |
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Understanding the concept of KAM |
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Identifying key accounts |
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Criteria used in classification / segmentation of key accounts |
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How to optimize time usage by classification of key accounts |
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Putting on your customer’s hat |
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Your company as customer |
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Group discussion: First, experience the buying process |
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Discussion 1: How do you make a major personal purchasing decision? |
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Discussion 2: How does your company make major buying decisions? |
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Both discussions involve actual case studies |
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One sure way to stop business from slipping thru your fingers |
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Introducing strategic selling -- basis of executive level professional selling |
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The S.U.S.U. Model -- People involved in the buying process |
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Buying influences: Sponsor, User Buyer, Ultimate Decision Maker, Supplier Sourcer Evaluator |
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Degree of influence |
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How to gain access to the key decision maker |
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“If there’s no problem, there’s no change” |
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Case study: One recent successful sale you made recently |
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Do what other sales people don't do -- increase sales productivity by solving problems |
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"We are not selling commodities" |
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Product centric selling versus solution centric selling |
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Why product selling means swimming in the "red ocean" |
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Characteristics and benefits of solution selling |
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Solving customers' problems, the key to selling success |
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How to get every single dollar of the customers' budget |
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Introducing Customer-Centric Problem-Solving Solution Selling |
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Solving customers problems -- the key to selling success |
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The problem solving and solution selling model |
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Creating a catalog of problems |
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The pain - the problem |
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Problem ownership |
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The three response situations |
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Two levels of benefits |
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Business success and personal win quadrant |
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Building up your repertoire of success stories (testimonies, references) |
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Results of total solution measured |
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Case study: one sales effort you are working on |
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What if you still have to make cold calls? |
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Securing appointments by phone |
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Objections you face when you try to secure appointments by phone |
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When you are in front of the customer -- the F2F (face-to-face) tactical sales process |
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Why customers agree to see you in the first place |
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Introducing the F2B tactical selling model |
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The concept of Pain-Pleasure |
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Role play -- You are now in front of a prospect / customer |
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Video-based case study -- What sales people can learn from a doctor |
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Do what other sales people don't do - sell by listening, not by talking too much |
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Why effective communication is vital to success as a sales person |
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Role-play: Talk about your brother….. |
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Stress-free listening |
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Think of someone who (doesn't) listen |
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Individual work: The biggest problems in communications |
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Power listening tips |
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How to make them want to listen to you and do as you say |
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Earning the customers' respect thru enhanced informal leadership |
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How to enhance your informal leadership quotient |
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Benefits you will derive when you have informal leadership |
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The psychology of objections |
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Objections we face |
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In the first place, why do people give objections? |
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Responding to smoke screens and vague objections |
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Analyzing the John Hammond objection busting strategy |
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Price objection strategy: use variables |
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Specific objection busting strategies |
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Helping customer reach the decision |
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Decision Making |
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Buying signals |
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Trial close |
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Identifying non-verbal communications from prospects |
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Selecting the best closing techniques for your product / service |
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Why customers stop buying from your company |
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When customers think we don't care |
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Who’s at fault? |
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Getting rid of customer barriers |
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Making it easier for customer to do business with us |
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