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Transcript of marketing
to prospects you are just delivering the products”
Selling is all about creatively offering a given product/service
Selling has evolved with changes in Marketing Concepts What is Selling? “Happiness is Contagious” Customer Loyalty Chain “A life without goals is nothing more than a series of Monday Mornings ” Start Dreaming “A salesman minus enthusiasm is just a clerk” Start with Inner Strength “People buy if they feel they are going to lose something by not buying, than in anticipation of the benefits they will enjoy”
Types of Needs
Money, security, being liked, prestige, health, recognition, power, love and companionship, personal growth, personal transformation. Why People Buy PRESTIGE
PRESTIGE PRESTIGE LOVE AND COMPANIONSHIP POWER HEALTH SECURITY MONEY oops “People buy benefits, not features”
Find out motivators (Herzberg’s Theory)
Map it with your best feature
Keep hitting it Hit the “HOT BUTTON” WASHING MACHINE You all have
10 seconds to guess different use of following products lets be creative “What customers see is all about how you show them”
Improve your offering
Take feedback from your existing customers.
Identify more and more benefits of your products
It helps to spread “Word of Mouth”
Tap your “noncustomers” to increase share-penetration index Think Different Know Your Buyers the PSYCHOLOGY
SELLING “ Make a sale, which itself makes a resale possible”
Confirm ability to make decision
Don’t hesitate to close the sale Approach Close “There are things known and there are things unknown, and in between are the doors of perception.”
Well dressed and Groomed
Positive body language
Friendly and relaxed situation
Build credibility Power of Suggestion “A message kick-starts the buying decision process”
Use preferred language
Message should make the prospect curious
Structure your presentation
Different channels of communication for different prospects Different Messages for Different prospects Let me introduce my
team THANK YOU