Sales Conversation com

8/8/2019 Sales Conversation com

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DIAMOND SA / 01-02 / 1

The sales conversation


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Basis

Successfully selling means influencing! There is no universally valid

recipe.

Every salesperson has the possibility to improve his effect.

This possibility is in our personality only.

Your are deceiving yourself if you are looking for it elsewhere.

50 - 70% of all business contracts are concluded thanks to thepersonality of the partner.


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Therefore:

The salesperson is only able to achieve this

through his MANNER

with his OWN WORDS

with his GESTURES

with his PERSONALITY

with his DISTINCTIVENESS (Eigenheit)

Everything must beTRUE and correspond to HIS personality!


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Thefollowing is forbidden:

sales tricks

to learn routine work by heart to imitate someone elses behaviour

to discriminate the competitors

etc.

The customer finds this unfair, untrue and dishonest and it is notsuccessful.

During conversations with customers the human contact has priority!


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What does the salesperson need?

Is it KNOWLEDGE? Is it CAPABILITY?

or

Is it WILLINGNESS?

A salesperson needs all tree abilities.


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To sell is to recognise the BENEFITS and ADAVANTAGES for the

customer and to work on them.

Therefore it is necessary:

1) to know the customers problems

2) to make the customer aware of the problems without being arrogant

3) to work on the solution together and present a quote

4) positive experience


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What type of customer have you

been in contact with?

Which product has it been of interest?

Judgementofthe sales conversation:

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Sales conversation

1) Make a positive introduction.

2) Use the questioning technique.

3) Give a positive consent.

4) Give sufficient information.

5) Use a short form and precise formulation.

6) Re-value the customer.

7) Show the customer that you are the right partner.

8) Observe the principles of conducting the conversation.


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Sales conversation check list:

Has the goal been set?

Has the salesperson been flexible? Have the necessary arguments for reaching the goal been used?

(without exaggerating)

How was the questioning technique?

Did the salesperson conduct the conversation?

Did the salesperson keep the initiative?

Have the benefits/advantages been recognised?

Has the customer been shown the meaning and importance of

these benefits?


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Has the salesperson proven that the quote is a useful instrument for

the customer?

Has the salesperson raised objection in order to bring the conclusive

evidence?

Have the doors been opened for entering the next negotiations?

Has the next meeting been concretely fixed?

Did the sales person speak on all levels?


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The levels

Thefeeling level:

sympathy Preserve the sympathy.

The understanding level:

knowledge Transmit the necessary information.

Thewillingness level:

authority The personal magnetism helps to influence the

willingness of the customer.

The salesperson needs the abilitytowin the sympathy during the discussion.


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Sales conversation details

Preparation: - set a goal

- put yourself in the position of your customer

(opinion, prejudice, requirements, desires, etc.)

- prepare a counterargumentation

- knowledge

- use good arguments

More EFFORT means more SUCCESS!


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Welcome

Give the customer the feeling that you can help him.

Be punctual.

Speak loudly and clearly.

Present yourself clearly and comprehensibly.

Explain the purpose of your visit.

Appear adequately dressed and with proper manners.


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During thevisit

See usefulness

The human being can behave differently from one hour to another.

The human brain can work on a sole thought only.

Every external influence can be increased, suppressed or used.

During the sales conversation the strong points must be increased

whereas the weaknesses must be reduced (iceberg effect).

Think before speaking:wrong - Should I know?

- Why is it good for you?

right - Is it better on Tuesday or Wednesday?


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ATTENTION: friend = enemy (psychological distance)

Reduce the psychological distance.

Let the customer discover the advantages/benefits.

Nothing is more convincing than discovering facts by themselves.

Sympathy is an essential success factor.

Listen to the customer carefully and with interest.

Take personal interest in his person.

Acknowledgement

Remain yourself and remain sincere.


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Afterthevisit

Thank the customer for the interesting conversation.

Make a short summary.

Strike the balance (see check list).

Organise everything that has been promised to the customer.

Organise everything for the next meeting.


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DIAMOND SA / 01-02 / 19


Summary

The customer does not only buy the offered product, but also the

advantages and benefits.

To sell means:

Convince another person of his advantages, a performance, an idea or the

solution to a problem.


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DIAMOND SA / 01-02 / 20


Self-analysis

What areyourstrong points?

...


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DIAMOND SA / 01-02 / 21


Self-analysis

What areyourpersonal weak points?

...

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