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TOOLS OF THE TRADE

TOOLS OF THE TRADE. WE ALL USE IT UNKNOWINGLY BY VIRTUE OF OUR. EXPERIENCE. WHETHER YOU ARE. CHILD OR ADULT. NOW WE WILL LEARN IT SCIENTIFICALLY. TOOLS OF THE TRADE. TRIAL CLOSE FACT BENEFIT SELLING THIRD PARTY STORY GRABBER TAKE AWAY URGENCY

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TOOLS OF THE TRADE

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  1. TOOLS OF THE TRADE

  2. WE ALL USE IT UNKNOWINGLY BY VIRTUE OF OUR EXPERIENCE WHETHER YOU ARE CHILD OR ADULT NOW WE WILL LEARN IT SCIENTIFICALLY

  3. TOOLS OF THE TRADE • TRIAL CLOSE • FACT BENEFIT SELLING • THIRD PARTY STORY • GRABBER • TAKE AWAY • URGENCY • THE MOST IMP.TOOL OF THE TRADE IS …....… 80% OF THE SALE DEPENDS ON THIS ????

  4. TRIAL CLOSE • A TRIAL CLOSE IS NOTHING BUT A QUESTION. A QUESTION WITH A POSITIVE RESPONSE.IT IS ALSO CALLED AS A VERBAL THERMOMETER

  5. OPEN ENDED TRIAL CLOSE TRIAL CLOSE CLOSE ENDED TRIAL CLOSE

  6. OPEN ENDED TRIAL CLOSE ‘WH’ FRAME QUESTIONS *6 WIVES AND 1 HUSBAND ??? WHEN / WHERE / WHO / WHAT / WHICH / WHY & HOW IT WORKS THE BEST IN THE INITIAL PART OF THE CONVERSATION The BASIC RULE :The more Details you have of the clients the better becomes your chance of finding his HOT SPOTS / WEAKNESS

  7. CLOSE ENDED TRIAL CLOSE CLOSING QUESTIONS YES / NO ISN’T IT / WON’T YOU OR WILL YOU / THIS OR THAT IT WORKS BEST AT TH LAST STAGE OF CONVERSATION BASIC RULE:STRIKE THE IRON WHEN IT IS HOT.

  8. VERBAL THERMOMETER • A TRIAL CLOSE HELPS US TO UNDERSTAND THE OPPOSITE PERSON THAT HOW FAR HE IS ACCEPTING OUR POINT OF VIEW. • IT HELPS AT WHAT ACCEPTANCY LEVEL OF YOUR POINT OF VIEW HE / SHE IS AT….. • COLD • WARM • HOT

  9. VERBAL THERMOMETER COLD • BASE LEVEL • DIFFICULT CLIENTS / INDIVIDUAL • A READY ANSWER “NO”, “NOT INTERESTED”, “NO TIME” • THE CHALLENGING ONES

  10. VERBAL THERMOMETER TYPES OF COLD CUSTOMERS • The Negotiator • The Worrier • The Remote Controller • The Royal Visitor • The Listening-impaired • The Decision-averse • The Pedant

  11. The Negotiator: • This is a fairly common behavior pattern among clients. They want lots of unbudgeted extras included in the work, and they'll use almost any technique to get more delivered. These clients usually don’t want a long-term business relationship and may even be blatantly rude. • How to respond: Stay cool and ensure the client sticks to the rules. If the client doesn't, arrange a high-level company representative to occasionally facilitate the liaison process. Negotiators will stop being difficult when they reach the best possible deal.

  12. The Worrier • This type is often a fundamentally nice person, but is also prone to calling you at 10 P.M. every night for a detailed analysis of project events over the previous 24 hours. • How to respond: Reassure the client that you'll apprise him or her of all updates. Then gradually delay responding to the daily calls and e-mails until you can establish the appropriate frequency of communication. That is when worriers typically learn to trust you.

  13. The Remote Controller • These characters believe that it’s their job to run the project. They are the people who would want to control you and would treat you like you are at their disposal • How to respond: Ask them five polite questions to which they won’t know the answer in order to help them develop confidence in you & they allow you to be at the drivers seat.

  14. The Royal Visitor • This is a seriously difficult individual who is frequently friendly but status-aware. These characters know that they hold enormous level influence. • How to respond: Focus on professional delivery, despite the temptation to overdeliver or knuckle under.

  15. The Listening-impaired • Often, these people don't find time to read your reports / illustration you want them to read Yet they complain that you are not responding to their requirement. • How to respond: Try to get them to meet you regularly, one-to-one, for approximately 10 minutes. It gets their attention and proves you’re keen to help.

  16. The Decision-averse • These clients won’t make a decision that’s clearly theirs to make—particularly one that indicates a change in their regular choice. • How to respond: Take them into confidence Flag the problem work around it as best you can. If you make the wrong decision on the behalf of the client, you might not get paid.

  17. The Pedant • This type of client will hold you to the details of the contract or the project specification, even after you have uncovered a better solution. • How to respond: Even if they won't listen to you, they're paying for it, so deliver what they want with grace—pedants are quick to litigate ( engage in legal proceedings ).

  18. VERBAL THERMOMETER WARM • THE CLIENTS WHO ARE INTERESTED BUT NOT YET READY TO BUY • THEY WANT TO HAVE IT BUT WOULD LIKE MORE CLARIFICATION

  19. VERBAL THERMOMETER HOT • ABSOLUTELY READY TO BUY / ACCEPT YOUR POINT OF VIEW • IT IS THE POINT OF SALE. • IF YOU DON’T CAPITALIZE AT THIS POINT THEN THE INTEREST CREATED BY YOU STARTS LOSING ITS VALUE & THE CHANCES OF HE NOT BUYING STARTS INCREASING.

  20. STRIKE THE IRON WHEN IT IS HOT CHANCES OF SALE DIPS IF NOT CLOSED ON TIME MAKE PROGRESSION WARM COLD

  21. FACT BENEFIT SELLING • A FACT BENEFIT SELLING IS USED TO OVERCOME THE “ SO WHAT ” SYNDROME. • IT IS USED TO BREAK THE DEFENSIVE HUMAN TENDENCIES

  22. FACT BENEFIT SELLING • THE INGREDIENTS OF FBS ARE : • A) THE FACT IS ……… • B) THE BENEFIT IS ….. • C) BUT THE REAL ADVANTAGE IS ….. • D) T C

  23. FACT BENEFIT SELLING • WHEN YOU USE THE FIRST PART OF INGREDIENT OF REMEMBER THAT ONLY A PLAIN STATEMENT OF FACT TO BE PRESENTED. • EXAMPLE: • THIS IS CHAIR • THIS IS A MOBILE • THIS IS A MARKER etc…

  24. FACT BENEFIT SELLING • WHEN YOU USE THE SECOND PART OF INGREDIENT OF REMEMBER THAT ONLY THE BASIC BENEFIT HAS TO BE TOLD

  25. FACT BENEFIT SELLING • EXAMPLE : • YOU CAN SIT ON IT (CHAIR) • YOU CAN COMMUNICATE WITH OTHERS (MOBILE) • YOU CAN WRITE ON THE BOARD (MARKER)

  26. FACT BENEFIT SELLING MORE IMPORTANTLY KISS K.I.S.S

  27. FACT BENEFIT SELLING KEEP IT SIMPLE ! STUPID !!!!

  28. FACT BENEFIT SELLING • IT SAYS IF I DON’T KEEP IT SIMPLE I HAVE TO TELL MYSELF AM STUPID !!!!!

  29. FACT BENEFIT SELLING ACTIVITY • EVERYBODY SAYS LOUDLY 10 TIMES KEEP IT SIMPLE ! SLAPS HIMSELF / HERSELF AT BACK OF THE HEAD AND SAY STUPID!!!!!

  30. FACT BENEFIT SELLING • WHEN YOU USE THE THIRD PART OF INGREDIANT OF REMEMBER THAT ONLY NOW THE USP ( UNIQUE SELLING POINT ) IS TO BE USED • EXAMPLE : YOU DON’T HAVE TO DIRTY YOUR EXPENSIVE DRESS SITTING ON THE FLOOR (CHAIR) • YOU DON’T HAVE TO RUN TO PHONE BOOTH EVERYTIME YOU WANT TO TALK (MOBILE) • YOU DON’T HAVE RISK YOUR HEALTH USING BLACK BOARD AND CHALK POWDER (MARKER)

  31. FACT BENEFIT SELLING • THE FINAL INGREDIENT TC i.e. TRIAL CLOSE • THE MOST IMPORTANT PART • WITHOUT THIS ITS LIKE CLIMBING THE MOUNTAIN AND COMING BACK WITHOUT ANY PROOF • IF YOU DON’T USE THE TC THERE WOULD NOT BE ANY IMPACT OF FBS

  32. FACT BENEFIT SELLING • SO WHAT WOULD YOU PREFER …….. OR …….. ???? N.B : • THE TC HAS TO SYNCHRONISE WITH THE REAL ADVANTAGE • ANYTHING AND EVERYTHING CAN BE FACT BENEFITED

  33. FACT BENEFIT SELLING • EXAMPLE : • THE FACT IS THIS IS CHAIR • THE BENEFIT IS YOU CAN SIT ON IT • BUT THE REAL ADVANTAGE IS YOU DON’T HAVE TO SIT ON THE FLOOR AND DIRTY YOUR EXPENSIVE DRESS • TC: WHAT WOULD YOU PREFER HAVING A CHAIR OR DIRTYING YOUR EXPENSIVE DRESS ?

  34. FACT BENEFIT SELLING ACTIVITY USING THE INGREDIENTS PREPARE FACT BENEFIT SELLING FOR FIVE THINGS e.g. LOCK , PAPER , INSURANCE , MUTUAL FUND…. etc

  35. THIRD PARTY STORY TPS IS USED • A) TO CREATE CREDIBILITY • B) TO INDUCE SHEEP MENTALITY • C) TO TELL PEOPLE THEY ARE NOT THE FIRST TO DO IT • D) TO REMOVE BUYERS FEAR

  36. THIRD PARTY STORY • THE INGREDIENTS OF TPS ARE • A) NAME • B) PLACE • C) TIME • D) REASON • ????????????? • E) T C

  37. THIRD PARTY STORY N.B. A TPS STARTS AS A THIRD PARTY STORY WHICH MAY BE FICTITIOUS BUT OVER A PERIOD OF TIME HAS TO BECOME TRUE PARTY STORY THE ACTUAL REFERENCES

  38. GRABBER ANYTHING THAT GRABS YOUR ATTENTION IS A GRABBER

  39. GRABBER • UPTO50% OFF* Go Mobile for Rs.501/-* *conditions apply

  40. GRABBER A GRABBER IS USED : • A) TO CREATE INTEREST • B) TO CREATE CURIOSITY • C) TO CREATE EXICITEMENT • D) TO INCREASE SALES

  41. GRABBER N.B. A GRABBER IS TRUTH BUT NOT THE WHOLE TRUTH

  42. TAKE AWAY A TAKE AWAY IS USED TO A) TO CREATE NEED B) TO CREATE DESIRE C) TO CREATE EXCLUSIVITY D) TO RELEASE PRESSURE E) To CREATE FEAR OF LOSS

  43. TAKE AWAY • THE KEY WORD IS “NO” Example : This product is not meant for everybody its only meant for a few exclusive people who wants to live a exclusive lifestyle.

  44. TAKE AWAY • A TAKE AWAY is the most effective tool and most dangerous tool. • A TAKE AWAY can be COUNTER-ATTACKED. • A TAKE AWAY always works when it follows GRABBER.

  45. URGENCY A URGENCY IS USED : • To create FEAR OF LOSS • To create AGGRESSION in the presentation • To create the DECISION FASTER • To Increase the WORKING STANDARDS • To Increase the EFFICIENCY

  46. THE MOST IMP.TOOL OF THE TRADE IS …....… 80% OF THE SALE DEPENDS ON THIS ????

  47. YOU

  48. The most important tool of the trade it is so important that it consists of 80% of the sale. THE WAY YOU WALK , TALK , DRESS , SMELL , LOOK , STAND , SIT etc.. EVERYTHING MATTERS BECOZ :

  49. IF THEY LIKE YOU ….. THEY WILL TRUST YOU IF THEY TRUST YOU ….. THEY WILL BELIEVE IN YOU IF THEY BELIEVE IN YOU ….. THEY WILL BUY FROM YOU IN FACT THEY DON'T BUY FROM YOU.. THEY BUY YOU

  50. THANK YOU

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