Selling
Two-way communication between buyer and seller
Type of Selling #1
Personal - any form of direct communication between buyer and seller
Type of Selling #2
Business-to-Business (B2B) - selling from one business to another
Type of Selling #3
Telemarketing - selling via telephone
Current dominant trend in sales?
Consultative Selling
Consultative Selling
Providing solutions to customer problems by finding products that fit their needs
What is the key element in sales preparation?
Getting to know the product and customer
Features
characteristics of a good, service or idea
Benefits
advantages gained from a good, service or idea
To be successful, what do you sell?
Benefits
Rational Motive
logical, conscious reason
Emptional Motive
based on feeling experienced through association with a product
USP type #1
Guarantees
USP type #2
Price
USP type #3
Placement
USP type #4
Something exclusive to the particular company
Most powerful way for a business to stand out?
Through a USP