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Slide 1: Sales
Slide 2: Program Objectives (1 of 2)  Define value-added selling and identify ways you can add value to the sales situation. practices that you would like to use in customer relationships. handling customer objections.  Identify specific value-added selling  Use a three-step process for www.readysetpresent.com Page 2
Slide 3: Program Objectives (2 of 2)  Analyze your products/services to determine what benefits they provide and how they meet customer needs.  Identify any obstacles to closing the sale and select strategies for overcoming them. sales successfully.  Follow guidelines for closing www.readysetpresent.com Page 3
Slide 4: A Challenge Please Write One Sentence Definitions for RELATIONSHIP, OBJECTIONS, SOLUTIONS, and CLOSING in SALES. www.readysetpresent.com Page 4
Slide 5: How and What Can You Do? www.readysetpresent.com Page 5
Slide 6: How and What Can You Do?  When it does occur, why do you lose existing accounts to competitors? relationships with your existing accounts?  What can you do to strengthen  What factors or events might get in the way of achieving these goals? www.readysetpresent.com Page 6
Slide 7: Value-Added Selling Techniques (1 of 6)  Refer to your experience with other organizations to show customers that you understand their business and industry and are qualified to meet their needs. www.readysetpresent.com Page 7
Slide 8: Value-Added Selling Techniques (2 of 6)  Tell customers about a variety of products and services –those of competitors as well as of your own company – that may meet their needs. www.readysetpresent.com Page 8
Slide 9: Value-Added Selling Techniques (3 of 6)  Link the customer to any support people in your organization who can help, advise or add value to the customer's use of products and services. www.readysetpresent.com Page 9
Slide 10: Value-Added Selling Techniques (4 of 6)  Respond promptly to customer inquiries and stay in touch with a number of people in the customer’s organization, not just the top decision makers. www.readysetpresent.com Page 10
Slide 11: Value-Added Selling Techniques (5 of 6)  Initiate discussions about innovative ways customers can solve problems or improve operations, and work with them to act on these potential improvements. www.readysetpresent.com Page 11
Slide 12: Value-Added Selling Techniques (6 of 6)  Show interest in customers’ future goals and operations in addition to helping them solve existing problems and meet current needs. www.readysetpresent.com Page 12
Slide 13: The Competitive Advantage www.readysetpresent.com Page 13
Slide 14: The Competitive Advantage (1 of 4)  The Physical Product Itself. – (Competitive features and benefits).  The Deal. – (Terms, credit, availability, delivery, installation, ongoing support and application ideas). www.readysetpresent.com Page 14
Slide 15: Professional Sales Ship www.readysetpresent.com Page 15
Slide 16: Questioning Strategy www.readysetpresent.com Page 16
Slide 17: The Customer’s Point Of View www.readysetpresent.com Page 17
Slide 18: Closing Sales www.readysetpresent.com Page 18
Slide 19: What is your next step? www.readysetpresent.com Page 19
Slide 20: Download “Sales” PowerPoint presentation at ReadySetPresent.com 130 slides include: analyzing your product/service, value added techniques, gaining the competitive advantage, ways for overcoming objections, how to sell features – benefits - solutions, reading your customer's signals, handling indecisive clients, closing the sale, how-to's and more. Royalty Free - Use Them Over and Over Again. www.readysetpresent.com Page 20