SELLING IN THE 21ST CENTURY

PAUL FOH

The 21st century work place will beKnown by the 3Cs: ACCELERATED CHANGE, OVERWHELMING COMPLEXITIES, AND TREMENDOUS COMPETITION

WHAT IS SELLING?

• The process of persuading, influencing and convincing someone to your point of view and exchange money for value in the process.

WHY DO PEOPLE BUY?

• To solve problems• Convenience• Prestige/ Aspirational• Lower prices• Fad• Referral• Reciprocity

KNOW YOUR PRODUCTS

• BENEFITS• FEATURES

KNOW YOUR TARGET CUSTOMER

• NEEDS• WANTS• VACUM

THE 21ST CENTURY CUSTOMER

PRODUCT PASSION

The Communication Process

SALES COMMUNICATION

• IF YOUR TARGET CUSTOMER DOES NOT BUY OR UNDERSTAND YOUR MESSAGE WHO IS AT FAULT?

THE SALES PROCESS

PROSPECTING

Your prospect are those that ‘CAN’ become your customer.

PRESENTING

This is the stage of the selling process where communicate and present your product before the prospect

STILL ON PRESENTING

• This is the stage where you present your business opportunity to them either one on one or a seminar. There is a direct relationship between your number of prospect and the number of presentation. If you talk to 10 prospect and 3 come for your presentation you have a ratio of 10:3 In presentation.

CLOSING THE SALE

This where you ask for the: order, account deposit

FOLLOW UP

48% OF SALES PEOPLE NEVER FOLLOW UP WITH A PROSPECT

LAWS OF INTERNET SALES

1. LIKING

Make us your friend before we can buy from you.

2. RECIPROCITY

Do for us what you want us to do for you.

3. SOCIAL PROOF

4. CONSISTENCY

Can you be trusted

5. AUTHORITY FIGURE

Use social media tools