Post on 06-Apr-2017
Value Selling Boutique Office Indonesia
29 March 2017
Good Talker
or
Good
listener
What qualities make a good sales person?
3
4
5
rder aker
roblem olver
ver ervicer
eople leaser
7
Afters - Question and
Repeat Be certain - Not
90% ... 100% Convince - Examples
to customer
A TypicalPitch
Our feature
Your benefit
Different interests
Features Vs Benefits
Presenter’s point of view
Past Presentation
X
END
Presentation
X
START Futur
e
Audience’s point of view
Different Points of View
FEATURES
AFTERS
We have been producing websites for our clients for over 15 years.which means
Potential customers will be impressed by our fabulous website design.which means
Potential customers are more likely to buy from them instead of their competitors.which means
Their sales go up.
We can help to improve your salesbecause
We make potential customers more likely to buy from you than your competitors.because
We make you look more impressive to your potential customers because of our fabulous design.because
We are highly experienced in producing websites.
Using the afters method
PRESENTER’S POINT OF VIEW AUDIENCE’S POINT OF VIEW
Most common afters
Most common afters
Time saved Incomeincrease Risk reductionExpenditurereduction Stress relief
Be certain - Not 90% ... 100%
First Impressions
“What people want is not knowledge, but certainty.”
Bertrand Russell
Certainty (non-verbal)
Certainty (non-verbal)
Certainty (non-verbal)
Certainty (non-verbal)
Certainty (non-verbal)
Completely confident
Definitively help
you 100% - No
doubt
Certainty (words)
Convince - Examples / evidence
Proof point It works because….Case Study Shows you’ve succeeded with similar things before.
Testimonials Gives credible third party evidence you can deliver.
Reference Let them speak to someone who’s experienced your work.
Your process Explain what you’ll be doing and why it’s better than the alternative.
Free advice Makes them think “I’d not thought of that. What else does she knowthat I don’t?”
List of people/companies you’vehelped
Shows you know what you’re doing (and people often follow thecrowd).
Your credentials Shows you’re qualified to do it.
Financials that stack up Proves number work.
Different pricing options Let them choose their risk level.Awards Shows you’re better than your peers.
PR Suggests you “must be good if people are writing about you.
People buy from People
30
Selling Value (not just features)
Reminder of the Afters
116
Discover the afters
Selling at a premium price
Creating aDemand
1– Scarcity Principle
2– Look ‘the part’
3 – Customer Ego
4 – Communicate Value
Scarcity Principle
Looking“the part”
Customer Ego
Communicate Value