Landscape New Brunswick Create Value

Mastering The Sales Process:Creating Value For Our Customers

A Dale Carnegie Training® ExperienceCopyright 2010

The culture you create with your customers from day one will

strongly influenceyour continued success

What do I want to create for 2010? What must I start doing? What must I stop doing, or

do better? What skills do I need to support my

intentions? How will I know when I am reaching

my full potential?

Mighty Words Affirmative Images Future-Present Tense

It takes time and pure sweat toget your customers to

engageand interact with you……and your company!

What do you value in a service provider?

What do your customers value? What gets in the way of providing

exceptional value? What value is there in your products

or services? (How do you know?)

What do you do/offer that is unique to you?

What do you offer that may not be unique to you, that you can discover uniqueness in?

Identifying, befriending and

nurturing your customers builds increased value.

What is your offering? Who are your customers? What do they want? What do we want? Is there a match? How do they know about us? How do they obtain what we offer?

Every customer is different and

you must adapt accordingly. But first of all:

Be a leader!

Be a good listener Be interested and interesting.

Be different from the competition.

A great leader will startdiscussions and askcustomers to engage.

Know what they want and why they want it. Understand their unique individual situation.

A great leader/salesperson will

step in and

encourage customersto buy when they

put the customers’ needs first.

Tell them about possible solutions to their problem

Help them see how they will both use and benefit from your product/service

It’s ok to put out a

call for actionto ask your customers to buy. Really!

Create a plan for follow up

Interacting with thecustomer lets them know that

someone is listening and someone cares.

Determine process for staying in touch/follow up

Be constantly in the process of communicating value to your customers.

Know and understand the value in

everything your company offers. Know and understand the value you bring

to the table. Find out what your customer wants and

why they want it. Continue to build and develop the

relationship especially after the sale has been made.

Mastering The Sales Process:Creating Value For Our Customers

A Dale Carnegie Training® ExperienceCopyright 2010