1nd Edition BUS M 300 Lecture 19 Outline of Current Lecture I Styles of Salespersons II Three principles of Selling III Smart Questions IV Smart Questions Uncover Needs V Three Fundamentals of Selling VI Two Types of Sales VII How Salespeople create value VIII 5 Steps of Persuasive Selling Current Lecture I Styles of Salespersons a Coaching Style giving seeking ratio b Expert Style giving seeking c Top Performing Seeking giving d Questions can persuade statements are rigid II Three principles of Selling a Concern i Salespeople have trouble with this ii Everyone says they display concern but not always the case iii 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 Candor c Competence III Smart Questions a 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 solution IV Smart Questions Uncover Needs a Implied i Problem difficult or dissatisfaction b Explicit i Strong want or desire to solve a problem c Offering solutions at implied need level cause buyer to feel pushed and pressured V Three Fundamentals of Selling a 1 Seller asks lots of questions b 2 Buyer talks at last 80 of time c 3 Seller offers their solutions later in the sales cycle VI Two Types of Sales a Transactional i Single decision maker ii Single visit iii Low dollar amount iv Low risk v Low visibility vi Product driven b Consultative i Multiple decision makers ii Multiple visits iii High dollar amounts iv High risk v High visibility vi Seller driven VII How Salespeople create Value a Identify creative solutions to customer problems b Ease the customer buying process c Follow up after the sale is made d This all equals customer value VIII 5 Steps of Persuasive Selling a 1 Set the stage explain situation b 2 State your idea clearly c 3 Explain how your idea works d 4 Re emphasize the main benefits e 5 Close the sale by suggesting the next step s
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