The New Conceptual Selling Review

Hello

This is my 1st day writing my own blog and also my 1st day working with a Consultant Company making Corporate Training. I'll share with you guys my experience. Get ready for an extravaganza journey!!!This is just the beginning... :)


14 FEB 2011

CHAPTER 1 - Why your customers really buy

1. Single most important characteristic of a successfull salesperson is???
*The ability to communicate effectively with invidual customers, to establish a meaningful dialog on each and
  every sales call.
*Not "show & Tell" but "Back & Forth" CONVERSATIONS. ~its the two of you speaking...

2. Customers desicion-making process:
i.   People buy for their own reasons, not for yours.
Start selling conversation like.. " what dont you like right now about the product you are using?"

Begin by finding the "HOT BUTTON".. find the reasons!

~last month i had a customer asked me Which of two of our products I personally prefered..
and I answered "That doesnt matter. What were trying to determine is which is the right one for you"
* Clarify his problem and find a solution!

THE MYTHS OF TRADITIONAL SELLING

Myth 1: Push the Slinky Sphinx.
*Salesperson-driven.. take charge, stay in charge, and convince each and every customer to buy the product you want to sell (gaining most profit out of them)

Myth 2: Use anything that works
*Major concern is not to satisfy customer, but to gain as much money as you could from the customers pocket. Doing anything that works: lie, plead, embarrass.
*Hit and run, you're always a novice.-Everytime meet new customer, starts at square 1.

Myth 3: Keep Things on track
*Using script, assuming your customer are stupid. Just give assumptions that they want to buy the products.

Myth 4: Do more legwork
*LOA- The selling is a number game. The more you see the people the more chances you will get. "Sales success isn't numbers at all!It's having a system for ensuring that how many calls you make, everyone is managed as effectively and predictably as possible.

Myth 5: You Gotta Believe!
Positive thinking, believe that it will close the deal, believe believe and believe!!! the book of "The Secret"
Lack: a solid verifiable system for going beyond trial and error.

TACTICAL PLANNING: THE THREE PHASES OF SALES CALL

Three phases: Getting Information, Giving Information, and Getting Commitment


CHAPTER 2 - How your Customers make buying decisions

THREE TYPES OF THINKING

1. Cognition Thinking (UNDERSTAND)- allows the decision maker to understand the situation he or she is facing. Its like turning on the lights. But that doesnt sell anything until next action is given. "What...? How much....? Where...? When...? Why...?"

2. Divergant Thinking (GENERATE) - helps the person explore options and solutions.

"explore possibilities, not to exclude them"

"How about...? We could...What if...? Lets consider..."

3. Convergant Thinking (SELECT BEST) - enables the the person to select the best solution

""we hould...The logical choice... It's obvious..."

Let the customer decide, dont push. Let it be a two way communication.

Traditional sales person using the UPSIDE-DOWN SELLING: put pens in customer hands when theire smiling, some kind of forcing the customer without him knowing and fully understand the situation. Eventhough the customer bought the product, he felt SOLD OUT!

We want a desired outcome as a WIN-WIN SALE- further discuss in future chapter.