Search
- Filter Results
- Location
- Classification
- Include attachments
- https://biz.libretexts.org/Courses/Northeast_Wisconsin_Technical_College/Power_of_Selling_(NWTC)/05%3A_The_Sales_Presentation/5.01%3A_PreparationThe best salespeople adapt their presentations to their prospect’s reactions, and they go in knowing they may have to adapt to surprises for which they were unable to prepare (maybe the building has a...The best salespeople adapt their presentations to their prospect’s reactions, and they go in knowing they may have to adapt to surprises for which they were unable to prepare (maybe the building has a power outage during the slideshow, for instance, or maybe one of the people from the customer organization decides to send another employee in his place at the last minute).
- https://biz.libretexts.org/Courses/Northeast_Wisconsin_Technical_College/Power_of_Selling_(NWTC)/01%3A_What_is_Sales/1.04%3A_Sales_ChannelsThese companies believe so strongly in the power of branding (which you learned about in Chapter 1) that they are willing to invest in building the awareness and perception of their brand name despite...These companies believe so strongly in the power of branding (which you learned about in Chapter 1) that they are willing to invest in building the awareness and perception of their brand name despite the fact that you can’t go to a Web site or store and buy their product; you can only buy their product because it is a part of another product.
- https://biz.libretexts.org/Courses/Northeast_Wisconsin_Technical_College/Power_of_Selling_(NWTC)/05%3A_The_Sales_Presentation/5.06%3A_The_Social_Style_MatrixBut getting out of your comfort zone and adapting quickly to your customer’s style preference (know as "style flexing) you can make the difference between a sale and a “no thanks.” It’s important to n...But getting out of your comfort zone and adapting quickly to your customer’s style preference (know as "style flexing) you can make the difference between a sale and a “no thanks.” It’s important to note that most people are a combination of styles, but when you understand the basic behaviors of each style and how to adapt, you can increase your chances for success.
- https://biz.libretexts.org/Courses/Northeast_Wisconsin_Technical_College/Power_of_Selling_(NWTC)/04%3A_The_Needs_Assessment/4.01%3A_Solving_Not_SellingIt’s your job to frame the solution in such a way that your customer can easily see its relevance to his problem; you want to answer the “What’s in it for me?” question early on in the sales call.Todd...It’s your job to frame the solution in such a way that your customer can easily see its relevance to his problem; you want to answer the “What’s in it for me?” question early on in the sales call.Todd Natenberg, “What’s in It for the Prospect?
- https://biz.libretexts.org/Courses/Northeast_Wisconsin_Technical_College/Power_of_Selling_(NWTC)/zz%3A_Back_Matter
- https://biz.libretexts.org/Courses/Northeast_Wisconsin_Technical_College/Power_of_Selling_(NWTC)/06%3A_Handling_Objections/6.01%3A_Objections_Are_Opportunities_to_LearnWhile objection may sound like rejection, you should never assume that when a prospect asks a question or expresses a concern that you have failed to generate interest in your product or service—it is...While objection may sound like rejection, you should never assume that when a prospect asks a question or expresses a concern that you have failed to generate interest in your product or service—it is more about the need to clarify misconceptions about the product or service to reassure the prospect about their buying decision.
- https://biz.libretexts.org/Courses/Northeast_Wisconsin_Technical_College/Power_of_Selling_(NWTC)/02%3A_Getting_Started/2.02%3A_ProspectingBut wait a minute, you might think, “Isn’t it hugely inefficient to spend time and effort communicating with so many prospects with the expectation that only a handful of those will turn out to be buy...But wait a minute, you might think, “Isn’t it hugely inefficient to spend time and effort communicating with so many prospects with the expectation that only a handful of those will turn out to be buyers?” This is also true, which is why qualifying and prioritizing your prospects is such an important part of the sales process.
- https://biz.libretexts.org/Courses/Northeast_Wisconsin_Technical_College/Power_of_Selling_(NWTC)/03%3A_The_Approach
- https://biz.libretexts.org/Courses/Northeast_Wisconsin_Technical_College/Power_of_Selling_(NWTC)/02%3A_Getting_Started
- https://biz.libretexts.org/Courses/Northeast_Wisconsin_Technical_College/Power_of_Selling_(NWTC)/03%3A_The_Approach/3.01%3A_The_Power_of_First_ImpressionsIf you know your product inside and out, and you’ve set your objectives and prepared a general benefit statement, you will be well equipped going into your call, so have confidence. (On the other hand...If you know your product inside and out, and you’ve set your objectives and prepared a general benefit statement, you will be well equipped going into your call, so have confidence. (On the other hand, confidence without preparation is a sure recipe for disappointment, so make sure you actually have done your homework first.) Not only will a confident attitude set the tone for the meeting and help you build credibility with your customer, but it will also help you perform your job better.
- https://biz.libretexts.org/Courses/Northeast_Wisconsin_Technical_College/Power_of_Selling_(NWTC)/05%3A_The_Sales_Presentation/5.04%3A_Using_the_SPIN_MethodIf you are following up on an earlier sales call, it’s important to recap the conclusions of your last discussion: “The last time we spoke, we talked about pricing and setting a timeline, and you agre...If you are following up on an earlier sales call, it’s important to recap the conclusions of your last discussion: “The last time we spoke, we talked about pricing and setting a timeline, and you agreed that you would like to move the sale forward if we could put together a proposal that matched your budget and would meet your deadlines.” Then, most important, you want to begin the conversation by getting your customer’s agreement to let you ask him some questions.
