Transcript Slide 1

B.T. 3
SHAPIARUDIN ABU HASSAN
K-LINK INTERNATIONAL SDN BHD
OBJECTIVE
To comprehend the technique and
enhance the selling capability, with the
end objective of increasing individual and
group sales, which in turn will result in
better sales performance and better
income for all concerned.
PROBLEMS & OPPORTUNITIES
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Everyone have problem. Throughout our
lives, we cannot run away or alienate
ourselves from problems because it will be
there always, and it’s mere existence is
the reason we are here.
Difficulties are problems, and
problems are opportunities.
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Approach your customer as a problem
solver.
Understand their difficulties and fulfill
their needs, and you’ll have a willing
buyer.
WHAT IS SELLING ?
1.
2.
It’s a process where a person (seller)
identifies and fulfills the need of another
(buyer).
The seller is a person who has the
capacity to satisfy the needs of someone
else, and benefit from it.
CHARACTERISTIC OF A BUYER
A buyer will only buy when he satisfies
the 3 essential factors:
1. Capacity - (need selling)
2.
Ability - (Value selling)
3.
Capability – (benefit selling)
WHY PEOPLE BUY ?
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They have needs and they believe your
product can satisfy that needs, at the right
price.
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They like you.
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They trust you and believe in your advice.
WHY PEOPLE BUY ?
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People like to enjoy life, and always strive
for a better one.
People, in principle are:
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They love money.
Self centered.
Egoistic.
Lazy.
Bias and Prejudice.
Emotional.
The Professional Approach.
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Set a standard. – know the facts about
your products (belief & confidence)
Self organized.- attire, problem solver.
Rapport & communication – peers or
people you associate with ( never beg nor
force-sell).
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Good listener . – be sensitive to body
langguage.
Firm but fair.
FULFILL CUSTOMER NEED BY
PROVIDING
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S
P
A
C
E
D
Safety
Performance
Appearance
Comfort
Economy
Durability
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of
Your
products
WHY PEOPLE DON’T BUY ?
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Afraid to make mistakes.
Not comfortable/feeling of being cheated.
Not convinced that they need it.
Not ready to buy.
They don’t like you.
They don’t trust you.
They felt the price-value ratio is not balanced.
They don’t have the money.
They felt the time is not ripe/right.
OBJECTION
Objection is actually an invitation to sell.
These are the 5 common objections:
1.
2.
3.
4.
5.
Do not want to try.
Too expensive.
Not now, some other time.
I have purchased/ I am selling it too.
Don’t have the money.
TO OVERCOME OBJECTION:
B – Be sensitive to objections.
E – Evaluate & validate, sensible or
otherwise.
N – Nod in agreement (if logical).
E – Express your answer.
F – Frame the answer.
I – Inquire for agreement.
T – Trial closing.
TRIAL CLOSING
2 method of closing the sale:
1. Alternative – Give choice,(eg: which do
you prefer ?)
2. Suggestive – Induce bargain buying or
negative selling).
AFTER SALES SERVICE.
* Reinforce after every successful sales
made.
* Evaluate – have not used; why?
if have used; ask for benefits.
if not satisfied; why?
if satisfied; ask for testimony.
* Customer Record – fixed customer.
PRODUCT CATERGORY
1. New Product:
* Raise the needs.
* People buy because:
- of it’s benefits,
- curiosity,
- just to possess (prestige)
eg. New model of cars.
2.
Matured Product.
* Had been in the market for some
times, it’s purpose and uses are known.
* Stiff competition and have imitations.
* Give advantages over competitor(s).
3.
Ending Products:
* Going out of market (usually in
relation to usage/model)
* Happens because of too competitive
or superseded it’s use.
* Still have buyers due to ‘loyalty’ or as
‘collectors item’.
SEELLING TECHNIQUE
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Product source.
Contents/ingredients.
Why must use (benefits or advantages).
Effectiveness & efficiency.
Restrictions.
Testimonies and demonstrations.
Assurances/Guarantees (PLA).
REMEMBER !!!!!!!!!!
Do not sell product that you want to sell,
BUT
Sell the product that people wants to buy,
AND
you’ll not be short of customer…….!