SS

byAa’ Anton nu kasep tea

WHAT TYPE OF SALES ARE YOU ?

WHAT TYPE OF SALES ARE YOU ?

WHAT TYPE OF SALES ARE YOU ?

Engage Customer

Investigate NeedsPresent a Product

Demonstrate the Product

Propose a Purchase

Negotiate Terms

Answer Objections

Close The Deals

The old VENDOR CENTRIC sales ways are mostly

NEVER WORKS!

Hopefully

CUSTOMERS DON’T WANT YOU TO SELL ANYTHING TO THEM

THEY HAVE THEIR OWN IDEA ABOUT WHAT AND HOWTHEY WANT TO BUY

Customer Centric Sales Process• The customers decide their

problem or opportunity• The customer quantify the

economic consequences• The customer defines their selection criteria for

solution• The customer evaluates alternatives for benefit

and risks• The customer select a vendor …or decide not to

buy at all

Sales Process is ADAPTIVErather than manipulative

Hence…

TARARENGKYU