Types+of+Sales

= Face to Face Selling=

I. //Skills to be developed//:
a. Define Buyer/Seller Relationships b. Questioning Techniques c. Presentation Skills d. Commitment Gaining Procedures

//a.// __Buyer/Seller Relationship__: //5 Sequential Customer Buying Decisions (presentational structure)//
i. Salesperson: customers decide if they like and can trust the salesperson. ii. Company: what is the seller’s company reputation? Is your company a good match for them? iii. Product: Is your product the right solution for their needs? iv. Price: Is your solution competitively priced? Is it a good value? v. Time To Buy: Is now a good time for them to move forward with the purchase?

//b.// __Questioning Techniques:__ //Number one tool for managing sales calls//
i. Recommended question types are “Open Ended” 1. Where? When? Who? What? ii. Understand what makes people buy: Needs & Wants 1. //Success comes to those who possess the ability to create a need where there wasn’t one to begin with. – David Smith (me)// iii. Presentation Questions Points of View 1. Your Position 2. Rapport and Interest 3. Your Customer’s Position

c. __Presentation:__ Proper procedures maintain focus on specific and high-priority needs; Seller’s solutions will be seen as unique and purposeful.
i. Preparation and Knowledge increase Sellers’ Confidence ii. Communication Skills 1. Listening, Speaking, and Body Language Skills i. Listening Skills– Attentiveness & Focus ii. Speech Technique – Low and slow 1. Be excited but sound calm iii. Articulation – Speak clearly and annunciate iv. Nonverbal cues 1. Posture – the ‘non-selling-attitude’ approach lowers customer defenses towards bombarding objectives and builds trust. 2. Equal Positioning – match your client’s physical position (sitting, standing, walking, etc.) 3. Eye Contact – shows personal involvement and creates subtle bonds iii. 9 Sales Performances 1. Commitment Objective: a list of goals that moves the sales process forward to gain an agreement from the customer, effective Commitment Objectives are ones that customers will agree with 2. People Skills: a. Understanding people & influencing how they think and act b. Clearly expressing thoughts and feelings by speaking out, asking for and giving others quality feedback c. Collaborating with others instead of working alone & changing group directions when relationships are unproductive, identifying conflicts and resolving them 3. Ask effective Questions: open ended 4. Agree on a Need: identify and focus on customers’ needs 5. Sell the Company: company’s reputation and its compatibility with the customer 6. Sell the Product: products purpose and use for solving customers need 7. Ask for Commitment: obtain permission, follow the Commitment Gaining Procedures 8. Confirm the Sale: a. Face-to-Face: benefit summary b. Telemarketing: referencing numbers c. Internet Selling: receipts 9. Replay Sales Call

d. __Gaining Commitment:__ Principle mission of the salesperson
i. Overcome objections, resistance, and rejections 1. Re-state product’s benefits towards established needs 2. Re-asses customer’s ‘buying signals’ 3. Ask and open-ended question. 4. Attempt for another commitment ii. How and When to ask for the sales commitment 1. Commitment Gaining Procedures a. Salesperson effectively presented his Commitment Objectives b. Salesperson identifies customers’ ‘buying signals’ c. Salesperson has neutralized all objections and resistances d. Salesperson can now asks for a commitment from the customer i. "Where do we go from here?" or "What's our next step?" ii. "When do we proceed?" or "How would you like to proceed?"

III. //Example/Activity//:
a. Research some needs for a group/class of people and create a company and a product that meets those needs. b. Design an effective sales presentation that follows the order of the Buyer/Sellers Relationship sequence and encompasses all nine sales performances. c. Successfully “dodge” rejection statements. i. Unsure Client ii. Uninterested Client iii. Financially Inadequate Client iv. Timing Conflict Client v. No Need Client IV. //Additional Information//: a. __SALES TECHNIQUES Informational Site “//5 ways to Generate Sales//”:__ http://www.prfsite.com/Sales_Techniques.php __(The Sales Professional's Idea-A-Day Guide, Confirming the Sale____):__ http://www.speakersroundtable.com/salestraintony9.html c. __ You Tube “//Sales Techniques: Focus on the Process – not the results//”: __ http://www.youtube.com/watch?v=9QxkgEKB1wM&feature=related d. __ You Tube “//Sales Techniques: How to Capture a Prospect’s Attention//”: __ http://www.youtube.com/watch?v=UVvhvAyLbZk&feature=related

 =Phone Selling=

I. //Skills to be developed//:
a. Sales Call Planning – The Process b. Understanding of Telemarketing Methods c. Basic Phone Etiquacy

a. __Sales Call Planning__
__Milestone__ __Commitment Objective__ i. Initial Contact à Set Appointment for a Meeting ii. Meeting With Initial Contact à Set Meeting With Decision-Maker(s) iii. Meeting With Decision-Maker(s) à Set Meeting to Present Proposal iv. Proposal Meeting à Secure the Order v. Product Delivery à Determine Future Business Opportunities

b. __Methods for Telemarketing__
i. Lead Generation: the gathering of information ii. Sales: using persuasion to sell a product of service iii. Outbound: proactive marketing in which prospective and preexisting customers are contacted directly iv. Inbound: reactive reception of incoming orders and requests for information

c. __Basic Phone Etiquette__
i. Identification: state your name, the company who you are with, the name of the person you are trying to reach, and the reason for calling ii. Voice Expression: 1. Speed – low and slow speech 2. Volume – do not be too softly 3. Articulation – speak clearly an annunciate iii. Self Expression 1. Pitch – Vary your pitch in conversation 2. Tone – Be aware of the effects your tone has on others 3. Inflection – Stress specific words in order to communicate desired meanings

III. //Example/Activity//:
a. Act out each Method scenario of Telemarketing b. Tape record a telephone conversation of yourself performing the Sales Call Procedures c. Use your body for tone, speed, pitch, and inflection control IV. //Additional Resource//: a. __Dummies.com “Using Your Voice Effectively for Telephone Sales”:__ http://www.dummies.com/WileyCDA/DummiesArticle/Using-Your-Voice-Effectively-for-Telephone-Sales.id-5634.html        =Internet Selling=

I. //Skills to be developed//:
a. Understand on-line customers b. Basic Site Design Concepts c. Techniques for attracting customers d. Marketing your Developed Site

II. //Information & Definition//:
a. __What on-line customers want__ i. Convenience over Price ii. Clear/accurate product information and representation – Good prices and clear representation of all charges iii. Real-time answers – Secure transactions & Shopper privacy iv. Quick processing and delivery time – Easy to use return/exchange policy b. __Site Design__ i. Navigation Simplicity ii. Website Presentation 1. Creativity: create memorable impressions 2. Interactivity: promote feelings of product usage, and service experiences c. __Techniques for attracting customers__ i. Follow up messages to the same customer ii. //Limited-time// offers are more effective than //No-time limit// offers iii. //Free Gift// offers are more effective than //Discount(%) offers// d. __Site Marketing__ i. List Keywords & phrases: create a refined list of 20 site-related words. ii. Page Title: write a descriptive 5-8 word title for each page iii. Page Description: use the 20 keywords to carefully write a 250 character sentence

III. //Example/Activity//:
a. On paper i. Create an online company and its selling product (name, logo, mission statement, etc.) ii. Design a easily navigational selling site iii. Write an effective Site Marketing proposal IV. //Additional Resources//: a. __MSU Extension Service “//Business To Consumer E-Commerce: Selling On The Internet//”:__ http://msucares.com/business_assistance/homebusiness/ecommerce.html