How Sales Techniques Have Changed

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How Sales Techniques Have Changed

• cynthiakocialski.com

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How Sales Techniques Have Changed

• Are you using
• the same sales techniques that you just years
  ago?

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How Sales Techniques Have Changed

• Buying and selling are understood to be two
  sides of the same coin or transaction. Both
  seller and buyer engage in a process of
  negotiation to consummate the exchange of values.
  The exchange, or selling, process has implied
  rules and identifiable stages. 

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How Sales Techniques Have Changed

• Throughout the history the way people convince
  others of buying their products has changed, it
  has evolved.

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How Sales Techniques Have Changed

• The Feature-Advantage-Benefit (FAB) selling
  technique involves presenting how the features,
  the characteristics of a product or service
  support the benefits that the other party, the
  buyer gains. Its just that simple and not any
  more complicated.

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How Sales Techniques Have Changed

• As Lee R. Van Vechten says
• Because it has..FEATUREYou will be able
  to..ADVANTAGEWhat that means to you
  is..BENEFIT

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How Sales Techniques Have Changed

• Another selling technique that appeared in the
  wave of innovations is Solutions Selling.

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How Sales Techniques Have Changed

• Solution selling appeared shortly thereafter of
  the FAB selling technique. Rather than just
  promoting an existing product, the salesperson
  focuses on the customers pains and needs and
  addresses the issue with his or her offerings
  (product and services). The resolution of the
  pain is what constitutes a solution.

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How Sales Techniques Have Changed

• The latest trend is the selling market is called
  Insight Selling. Until recently, customers
  seeking business solutions had to ask suppliers
  for guidance early in the purchasing process,
  because crucial information wasnt available
  anywhere else. But today customers are better
  informed than ever before. 

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How Sales Techniques Have Changed

• The world is changing at a very fast rate.
  Hundreds of years ago people used to buy what the
  seller said they needed.
• What we need is someone to tell us how to get
  what we want.

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