Consultative selling techniques are rooted in the selflessness of the salesperson. It’s not about proving that your product or service is the best, it’s about finding the solution that’s right for the customer.
The 7 Steps of Buying and Selling Process PowerPoint delivers the sequence of steps of Business-to-Business Sales and Business-to-Consumer Sales process. This PowerPoint process template gives salespeople the power to effectively sell consumer products. This PowerPoint template is adaptable to every salesperson. It guides you to thoroughly understand the steps in the buying-selling process and how it works.
This PowerPoint template provides an eight-slides, all in 100% editable mode. It’s easy to change colors and write text descriptions. The PowerPoint template was made professional with the business icons and flat images used. The blue-red-orange color combination gives an impression of “closing-the-deal”. The rich visualization highlights its substantial content. Pre-Selling The first step of the buying and selling process involves searching for potential buyers and deciding whether they are capable of making a purchase.
The people and organizations are getting ready for success. Selling The selling process has 5 major steps. It includes prospecting, discovery, solution crafting, presenting a solution to your research, and securing the win. These stages are crucial thus, it requires careful analysis, intervention, strategy, and full commitment. With the proper assessment and implementation, you could surely sell anything. Post-Selling This allows you to look at the opportunities to better understand and respond to your buyer’s needs. This requires keen evaluation and re-enforcement.
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For the sales rep, the goal of the sale is for the client to buy his product or service. Before getting there, however, the sale often plays out on other levels: Imagine yourself as a homeopath, and a sales representative from an antibiotics laboratory pitches you how effective would his arguments for the effectiveness of his product be? Imagine that you work in industry, and are convinced that your problem is a communications issue that can only be addressed by television advertising how effective would the arguments of a training firm for the educational value of their programs be?
We could give many more examples, but in all these situations, the problem is the same: the type of solution being sold by the sales rep does not correspond to the client’s expectations. It is not even a product issue, it is a TYPE OF SOLUTION issue. The sales person must stop talking product, and start talking solution. A well-known example of solution selling For instance, you can see that there are no product names shown in this argument slide It is a comparative argument for four types of solution: CD, Flash, MP3 CD and Hard drive. The argument gives no indication of the sales person’s product or brand. This slide dates back to 1996. It shows that, in terms of music storage, the “Hard drive” solution is not only the most powerful (six times more than the next most powerful, 60 times more than the most popular solution of the day), it is also the least expensive (three times less costly than the cheaper option, and 16 times less than the most popular).
Clearly, the client audience is in the process of buying the “Hard drive” solution, which is why, after having sold the SOLUTION so effectively without ever mentioning his product, a moment later it will only take the sales rep a few seconds to sell his product, since it is the only one equipped with a hard drive at that time. As you have probably recognized by now, the sales person was none other than Steve Jobs, and the product was the iPod, at its launch in 1996. The paradox of solution selling This selling level is a challenge for any sales rep. It means putting oneself in the client’s shoes, talking about his business, the possible solutions, and their advantages and disadvantages.
The paradox of solution selling is that it means precisely NEVER talking about your product or service! See this news in French.
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