Vadim Kotelnikov    

Sales Success

Effective Selling – Making Your Customers Happy to Buy from You

   

Business e-Coach     

 

 

 

 

"We don’t make money when we sell things; we make money when we help people make purchase decisions." ~ Jeff Bezos

"People can have it in any color – so long as it's black." ~ Henry Ford

Three Parts of the Selling Process

  1. Establish rapport with the prospective customer

  2. Identify the problem or need that the prospective customer has, consciously or subconsciously, or create a need for a radically new product

  3. Present the solution and persuade the prospective customer to buy

Focus on Emotional Drivers

 

What Salespersons Need Today To Be Successful

10 Skill Improvements

Impactful Presenter: Top 10 Tips

 

Customer-driven Innovation

7 Practice Tips

Innovation Is Love

Value Innovation: Yin-Yang Strategies

 

 

Knowing Customers

Customer Needs    Top 10 Subconscious Values

What Makes People Buy

Understanding Risks Perceived by Customers

Listening To Customers   Tips

Synergistic Marketing and Selling

Synergistic Selling

System Selling

Natural Selling: 4 Principles, 5 Skills    Selling by Serving

Customer Engagement    Top 10 Tips

The Endgame to Selling

A Model of the Real Selling Process

Selling by Coaching    Question-based Selling (QBS)

Selling by Active Listening    Selling (and Silence)

The Power of Personal Charisma    How To Be Charismatic

Closing the Sale

3 Secrets    Closing Techniques    Directive Closing

Impactful Presenter: Top 10 Tips

Sell Twin Benefits: General and Specific

Focus On Your Audience

Understand EGA of Your Audience

Winning Customers

Solving Customer Problems

Core Marketing Message (CMM)    Unique Selling Proposition (USP)

Creating Customers

Virtuoso Marketing

Emotional Marketing  >> Success Stories

Marketing To the Subconscious

Buzz Marketing  >> Success Stories

Experiential Marketing    Relationship Marketing and Selling

Differentiation Strategies

Differentiating with Different Types of People

Effective Pricing

How To Avoid the Most Common Pricing Mistakes

Effective Negotiation

Negotiation DOs and DON'Ts

Negotiation Tips    Principled Negotiation    Conduct

Wise Agreement

Retaining Customers

Customer Intimacy

Synergistic Selling: 3 Components

 

 

Modern System Approach To Synergistic Marketing and Selling

Modern selling is a team sport, and a complex one at that. Winning at it takes discipline and structure. Making it up as you go along is a recipe for disaster... More

Features Tell, Benefits Sell

Emphasize the benefits of your product, not its features.

What's the difference?

Features tell, benefits sell.

Customer Value Proposition

For example, if you're selling a fuel efficient car, don't say "our cars consume less gasoline than conventional cars" (emphasizing the feature), say instead "you save money every time you drive this car" (emphasizing the benefit).

Selling Is Solving Problems

All businesses are selling solutions to problems.

Problem Solving Strategies: 4 Levels

Selling is about solving customer problems. Your prospective customers may be aware of these problems, or you can bring these problems to their attention. Your prospective customers may face these problems currently or they will face these problems as the situation and their needs change.

4 Types of Problems

The most successful salespeople are the ones who find pressing customer problems, identify the customer’s priorities for solving those problems, and help customers solve them in a way that is convenient, cost effective, innovative and timely... More

Making Effective Presentations

Support for your product purchase can be won or lost based on your ability to present with credibility, to transfer your enthusiasm, and to deliver your thoughts and ideas with style, confidence and authority.

Be Charismatic

Communicate effectively to educate, motivate and persuade your prospects. Be more persuasive using emotional keys.  A remarkable and persuasive presentation can help you stand out from the crowd, get noticed in a positive way and win new clients, new sales or business tenders... More

Selling by Listening

Great salespeople are great great listeners. The most critical communication skills for anyone in the business world – managers, innovators, salespeople, and customer service specialists – is effective listening. People don't buy what you wish to sell. They buy what they need. Selling is not happening when you are talking. Selling is happening when your prospect is talking, and you are listening actively and passionately, listening to your prospect's emotions to find the right fit... >>>

Empathetic Marketing

Apply 80/20 Rule

80/20 Principle helps you direct your attention where the real threat of competition exists. 80% of your revenue comes from 20% of your customers. Know who your top revenue-producing customers are and make sure you meet their needs to win their loyalty. "Focusing on 20% of your customers is a great deal easier than focusing on 100% of them." Being customer centered on all your customers is impossible. "But cherishing the core 20% is both feasible and highly rewarding."3... More

 

Don't Forget About Your Existing Customers!

It costs 6-8 times more to sell to a new customer than an existing one. Yet, sales and marketing budgets of many companies are heavily weighted toward new customer acquisition. Yes, you should invest in new customers. But, you should also have distinct and specific plans for building customer loyalty... More

 

 

References:

  1. Practical Selling – Sales Foundations Course, Stewart Hutton

  2. Agenda, Michael Hammer

  3. The 80/20 Principle: The Secret to Success by Achieving More With Less, Richard Koch

  4. Secrets of Question Based Selling, Thomas A. Freese

  5. Natural Selling, Michael Oliver

  6. Selling With NLP, Kerry L. Johnson

  7. Selling by Helping Customers Succeed, Andy Bounds