BUS-M 300 1nd Edition Lecture 19 Outline of Current LectureI. Styles of SalespersonsII. Three principles of SellingIII. Smart QuestionsIV. Smart Questions Uncover NeedsV. Three Fundamentals of SellingVI. Two Types of SalesVII. How Salespeople create valueVIII. 5 Steps of Persuasive SellingCurrent Lecture I. Styles of Salespersonsa. Coaching Style: giving = seeking ratiob. Expert Style: giving > seekingc. Top Performing: Seeking > givingd. Questions can persuade, statements are rigid. II. Three principles of Sellinga. Concerni. Salespeople have trouble with thisii. Everyone says they display concern but… not always the caseiii. Top performers seek 80% of time, and give 20%. (Poor to average performers are opposite)These notes represent a detailed interpretation of the professor’s lecture. GradeBuddy is best used as a supplement to your own notes, not as a substitute.b. Candorc. CompetenceIII. Smart Questionsa. Problem questions: ask about problems, difficulties, or dissatisfactions.b. Implication questions: Link one problem to another: ask about affects or consequences of problem.c. Needs-pay problem: Ask about value, benefit, or usefulness of a solutionIV. Smart Questions Uncover Needsa. Impliedi. Problem, difficult, or dissatisfactionb. Expliciti. Strong want or desire to solve a problemc. Offering solutions at implied need level cause buyer to feel pushed and pressured.V. Three Fundamentals of Sellinga. 1. Seller asks lots of questionsb. 2. Buyer talks at last 80% of timec. 3. Seller offers their solutions later in the sales cycle.VI. Two Types of Salesa. Transactionali. Single decision makerii. Single visitiii. Low dollar amountiv. Low riskv. Low visibilityvi. Product + drivenb. Consultativei. Multiple decision makersii. Multiple visitsiii. High dollar amountsiv. High riskv. High visibilityvi. Seller drivenVII. How Salespeople create Valuea. Identify creative solutions to customer problemsb. Ease the customer buying processc. Follow-up after the sale is maded. This all equals customer valueVIII. 5 Steps of Persuasive Sellinga. 1. Set the stage (explain situation)b. 2. State your idea (clearly)c. 3. Explain how your idea worksd. 4. Re-emphasize the main benefitse. 5. Close the sale by suggesting the next
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