Sales Process

1
Sales Process Management

• Completion of Traditional Selling Skills
• And the difference of Benefit Selling as an
  approach

2
POST SINK

• Given last weeks materials how would you apply it
  to this situation
• John is a new Real Estate Sales Professional
  working for a relatively unknown organization
  called Exit Realty. He really wants to
  accelerate his career and generate 4-8 deals a
  month. He figures that at that volume he will be
  able to have a comfortable life but also balance
  his clients needs of access to him.
• Using the Sales process from last week how would
  he approach this situation and why?
• Is the relationship selling model we discussed
  last week a valid option here?

3
Different Selling Techniques

• As mentioned - Over the next 3-4 weeks
• Traditional Selling
• Relationship Selling
• Hybrids of the above
• There is no 100 right way
• Depends on
• Your style
• Type of sales
• etc

• Pick the technique or put together the
  information that works for you.

4
Individual Exercise

• Exercise A
• Develop your companys or service/products
  target market (if no company WLU)
• Exercise B
• What do they need? What issues or challenges are
  they having?
• Exercise C
• Who is your competition? Describe them (who is
  their target group, what is their product/service
  and what is their positioning in the market?

5
Individual Exercise

• Exercise D
• Develop your company/product elevator test the
  30 second talk on you
• Exercise E
• How are you going to go about finding your
  potential customers? Where?
• Exercise F
• Break into groups of 2 (you can not know the
  other person)
• You have 7 minutes in total (3 each with a 1
  minute break) to learn as much as you can about
  them and what they do
• Then we are going to see the results

6
How Did We Do?

• Referring to your business
• Is that person part of your target market?
• Are they interested in your service/product?
• On a scale of 1-10 how likely are they to
  purchase your offering?
• What else do you think they need to know?
• Do they know anyone that could be interested in
  your offering?
• Referring to their business
• Are you part of their target market?
• Are you interested in their service/product?
• On a scale of 1-10 how likely are you to purchase
  their offering?
• What else do you need to know?
• Do you know anyone that could be interested in
  their offering?

7
Building on Traditional SellingObjections

• Did any of your potential customers have
  objections?
• What did they sound like? Do you know what
  generated them?
• No need
• Product or service objection
• Company objection
• Price is too high
• Time delaying
• Other?

8
Building on Traditional SellingObjections

• How do you feel we should address the situation
  of objections/Sales resistance?

9
Commitment Signals

• How do these help us during a sales presentation?
• Why are they important?

10
Closing of a Sale/Earning Commitment

• Your text had numerous options
• Which do you like? Why?
• Others that you use?

11
Benefits vs Features

• One of the key components of selling requires
  that we understand the difference between
  Benefits and Features
• What is the difference
• Feature What is it
• Benefit What is in it for me

12
Commercials

• Sunlife
• Volvo

13
Benefits vs Features

• Lucys Laundromat Reading
• What is the benefit of this situation

14
Levels of Product/Service
15
Benefits vs FeaturesWhat is the Benefit of each?

• Wall Paint

16
Benefits vs Features

• Peerless Lighting Systems
• Public School Light for classrooms

17
Benefits vs Features

• If there is one key area of personal selling that
  you need to understand it is this one.
• If you can understand it from your customers
  point of view, it will assist you in
  understanding why they might be interested in a
  service/product like yours

18
When we compare Traditional to Relationship Models

• Looking at what we discussed today and heard from
  Jim, the readings and last week what do you take
  away?
• Which will work under what circumstances? Why?