Value Selling - 22 February 2017

Value Selling Boutique Office Indonesia

22 February 2017

Good Talker

or

Good listener

What qualities make a good sales person?

3

4

5

rder

aker

roblem

olver

ver

ervicer eople

leaser

7

Be certain - Not 90% ... 100%

Convince - Examples

Afters - Question and Repeat to customer

A Typical Pitch

Our feature Your benefit

Different interests

Features Vs Benefits

Presenter’s point of view

PresentationPast

XEND

Presentation XSTART

Future

Audience’s point of view

Different Points of View

FEATURES

AFTERS

We have been producing websites for our clients for over 15 years.which means

Potential customers will be impressed by our fabulous website design.which means

Potential customers are more likely to buy from them instead of their competitors.which means

Their sales go up.

We can help to improve your salesbecause

We make potential customers more likely to buy from you than your competitors.because

We make you look more impressive to your potential customers because of our fabulous design.because

We are highly experienced in producing websites.

Using the afters method

PRESENTER’S POINT OF VIEW AUDIENCE’S POINT OF VIEW

Most common afters

Most common afters

Time saved

Income increase

Risk reduction

Expenditure reduction

Stress relief

Be certain -

Not 90% ... 100%

First Impressions

“What people want is not knowledge, but certainty.”

Bertrand Russell

Certainty (non-verbal)

Certainty (non-verbal)

Certainty (non-verbal)

Certainty (non-verbal)

Certainty (non-verbal)

Completely confident

Definitively help you

100% - No doubt

Certainty (words)

Convince - Examples / evidence

Proof point It works because….Case Study Shows you’ve succeeded with similar things before.

Testimonials Gives credible third party evidence you can deliver.

Reference Let them speak to someone who’s experienced your work.

Your process Explain what you’ll be doing and why it’s better than the alternative.

Free adviceMakes them think “I’d not thought of that. What else does she know that I don’t?”

List of people/companies you’ve helped

Shows you know what you’re doing (and people often follow the crowd).

Your credentials Shows you’re qualified to do it.

Financials that stack up Proves number work.Different pricing options Let them choose their risk level.

Awards Shows you’re better than your peers.

PR Suggests you “must be good if people are writing about you.

People buy from People

30

Selling Value (not just features)

Reminder of the Afters

116

Discover the afters

Selling at a premium price

Creating a Demand

1 – Scarcity Principle

2 – Look ‘the part’

3 – Customer Ego

4 – Communicate Value

ScarcityPrinciple

Looking “the part”

Customer Ego

CommunicateValue