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The Six Steps of Selling
Transcript of The Six Steps of Selling
Make them feel important
Get them talking about themselves
Hold eye contact
Active listening The Sage Way of Applying Rapport Introduction - Thank them - Restate Purpose
What is their past/current role, dept. layout, others responsible for decision making?
Are they on PEC or Sub-Committee?
What is their knowledge of Sage? Socratic Questioning Find out your customers' wants, needs, opinions and loyalties. Proceeding to sell without knowledge of your prospect is like walking in a minefield or throwing everything you know against the wall and hoping something sticks. The Socratic Interview Questions should focus on: 1. The current situation & desired situation
2. Differences between current and desired
3. Consequences of staying where they are and not taking action
Lead customer to OUR clinical and product values! The Wrong Mentality Snake oil style selling is salesman-focused The Sage Mentality We are customer-focused, showing how what we offer will fill their admitted needs Your demonstration should focus on filling needs, satisfying wants, and solving problems while keeping it brief & validating throughout. Your customer must trust you and also believe that your product will deliver. Validation Earn trust by being customer-focused and by making this decision about helping them versus a sale for you. How do you feel about what we just discussed? Ask questions to bring out where you stand
Handle objections with questions
Determine where you were successful and what still needs attention
Find your champion or just a supporter
Determine how effective your sale has been so far During the validation stage: Sage Negotiation Work out issues that keep customers from buying. Discuss solutions using customer's ideas
Stay focused on solution vs. the problem
Use more questions than statements
Be aware of customer limitations
Always stay focused on helping your customer make the best, most informed decision
Collaboration, Collaboration! Negotiation is NOT wrestling match Close A successful sale culminates in mutually beneficial decision to move forward with the buying process. It is a natural occurring result of steps 1 through 5. If you have to arm twist, one of the steps was not done properly. The Sage Close You don't sell in the close, you close after you've sold. Use the Trial Close
Use the Assumptive Approach
Stay humble & customer focused
Be direct, clear and confident Set definite time period for all activities Create accountability for you AND them Must be managed by you! Implementation Plan Checklist