Effective Communication Seminars Ebby Halliday Builder Sales & Service Greater Dallas Home Builders Association
Effective Communication Seminars <ul><li>Sell to People the Way they Prefer to Buy </li></ul><ul><li>Listen to a Better Cu...
Step One Step Two Step Three Step Four Step Six Step Seven Sales is a Process S A L E
Sell to People the Way they Prefer to Buy <ul><li>Pacing and leading </li></ul><ul><li>Language pacing </li></ul><ul><li>...
Balancing the Sales Process with the Buying Process <ul><li>You are always communicating </li></ul><ul><li>The mind and b...
Connecting: The Key to a Successful Buying Relationship <ul><li>Five Step Process </li></ul><ul><ul><li>Attitude </li></ul...
Discovery & Qualifying: The Art of Asking Precise Questions <ul><li>Curiosity and Sincerity </li></ul><ul><li>Precise Ques...
Building Value Price Is Not The Issue
Initially people have a very narrow focus but eventually they need to know everything. Raving Fans Ken Blanchard
Four Building Value Beliefs
Belief One <ul><li>Customer’s Mentally Weigh Two Things </li></ul>
How much do I have to pay?
What do I get for my money?
Belief Two <ul><li>Salespeople can’t change the price of their product but they can change the value of their product </li...
Price versus Value <ul><li>Maybe a Sale </li></ul>
Price versus Value <ul><li>No Sale </li></ul>
Price versus Value <ul><li>Sale </li></ul>
Belief Three Salespeople make two fatal selling assumptions
Customer is aware of benefits
Customer is thinking about benefits
Belief Four <ul><li>Features justify a price </li></ul><ul><li>Benefits justify a purchase </li></ul>
Demonstrating The Competitive Advantage
Four Demonstrating Beliefs
Dominant Buying Motivation <ul><li>Convenience </li></ul><ul><li>Family </li></ul><ul><li>Investment </li></ul><ul><li>Pre...
Dominant Buying Motivation Present Situation Desired Situation
Belief Two <ul><li>Demonstrating is the art of connecting features and benefits to buying motivations </li></ul>Family Inv...
Belief Three <ul><li>Products don’t need arguments; products require demonstrations . </li></ul>
Belief Four <ul><li>You can show more in 5 minutes than you can tell in 1 hour </li></ul>
Demonstration Process Four Steps
Step One <ul><li>Ask questions </li></ul>
Understand needs, wants, what is important and dominant buying motivation.
Dominant Buying Motivation Present Situation Desired Situation
Step Two <ul><li>Organize the presentation </li></ul>
Most people can consciously attend to a maximum of five to nine variables at any given time.
Step Three <ul><li>Develop a presentation style </li></ul>
Buying Preference <ul><li>Customer’s prefer to look first </li></ul><ul><li>Customer’s prefer to compare and contrast what...
Strategy <ul><li>Please make yourself comfortable, look around, compare what you see to what you have ‘in mind’. Cont...
Practice! Practice! Practice!
Step Four <ul><li>Build Value </li></ul>
 
Building Value Process
Step One Discover what is important, listen for buying motivation Family, investment, convenience and prestige
Step Two State a Feature
Step Three Build a Bridge
Step Four State a Benefit
Step Five Link to Buying Motivation Family, investment, convenience and prestige
Step Six Gain Agreement
Practice Makes Perfect <ul><li>Don’t commit to integrating a new idea into your daily sales process until you fully unders...
 
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Price Is Not The Issue

This fast-paced 2-hour seminar examines how customers think about pricing and value. It is crucial that a salesperson consider a customer’s thinking because it is in a customer’s mind that a buying decision is made or lost. It’s a customer’s thinking that a salesperson must influence if a sale is to be made. And a customer is not thinking about value. Basically, a customer is thinking about two things: “What do I have to pay and what do I get for my money.” It’s that simple. A customer is thinking, “Is it worth the price?”
Published on: Mar 4, 2016
Published in: Business      Spiritual      
Source: www.slideshare.net


Transcripts - Price Is Not The Issue

  • 1. Effective Communication Seminars Ebby Halliday Builder Sales & Service Greater Dallas Home Builders Association
  • 2. Effective Communication Seminars <ul><li>Sell to People the Way they Prefer to Buy </li></ul><ul><li>Listen to a Better Customer Experience </li></ul><ul><li>Balancing the Sales and Buying Process </li></ul><ul><li>Connecting: The Key to a Successful Buying and Selling Relationship </li></ul><ul><li>Discovery and Qualifying: The Fine Art of Asking Precise Questions </li></ul>
  • 3. Step One Step Two Step Three Step Four Step Six Step Seven Sales is a Process S A L E
  • 4. Sell to People the Way they Prefer to Buy <ul><li>Pacing and leading </li></ul><ul><li>Language pacing </li></ul><ul><li>Body pacing </li></ul><ul><li>Speech pacing </li></ul><ul><li>Minimal cues </li></ul><ul><li>Eye Patterns </li></ul>
  • 5. Balancing the Sales Process with the Buying Process <ul><li>You are always communicating </li></ul><ul><li>The mind and body are parts of the same system </li></ul><ul><li>Ride the horse in the direction it’s going </li></ul><ul><li>The person with the most knowledge will have the most influence </li></ul><ul><li>The map is not the territory </li></ul><ul><li>The exception is not the rule </li></ul>
  • 6. Connecting: The Key to a Successful Buying Relationship <ul><li>Five Step Process </li></ul><ul><ul><li>Attitude </li></ul></ul><ul><ul><li>Presentation </li></ul></ul><ul><ul><li>Rapport Building </li></ul></ul><ul><ul><li>Determining Needs </li></ul></ul><ul><ul><li>Time Strategy </li></ul></ul>
  • 7. Discovery & Qualifying: The Art of Asking Precise Questions <ul><li>Curiosity and Sincerity </li></ul><ul><li>Precise Questions </li></ul><ul><li>Decision-Making and Need-to-know Conditions </li></ul><ul><li>Five-Step Process </li></ul><ul><ul><li>Ask decision-making questions </li></ul></ul><ul><ul><li>Transition listening </li></ul></ul><ul><ul><li>Ask need-to-know questions </li></ul></ul><ul><ul><li>Listen for buying motivations </li></ul></ul><ul><ul><li>Repeat to verify </li></ul></ul>
  • 8. Building Value Price Is Not The Issue
  • 9. Initially people have a very narrow focus but eventually they need to know everything. Raving Fans Ken Blanchard
  • 10. Four Building Value Beliefs
  • 11. Belief One <ul><li>Customer’s Mentally Weigh Two Things </li></ul>
  • 12. How much do I have to pay?
  • 13. What do I get for my money?
  • 14. Belief Two <ul><li>Salespeople can’t change the price of their product but they can change the value of their product </li></ul>
  • 15. Price versus Value <ul><li>Maybe a Sale </li></ul>
  • 16. Price versus Value <ul><li>No Sale </li></ul>
  • 17. Price versus Value <ul><li>Sale </li></ul>
  • 18. Belief Three Salespeople make two fatal selling assumptions
  • 19. Customer is aware of benefits
  • 20. Customer is thinking about benefits
  • 21. Belief Four <ul><li>Features justify a price </li></ul><ul><li>Benefits justify a purchase </li></ul>
  • 22. Demonstrating The Competitive Advantage
  • 23. Four Demonstrating Beliefs
  • 24. Dominant Buying Motivation <ul><li>Convenience </li></ul><ul><li>Family </li></ul><ul><li>Investment </li></ul><ul><li>Prestige/Ego </li></ul>Belief One
  • 25. Dominant Buying Motivation Present Situation Desired Situation
  • 26. Belief Two <ul><li>Demonstrating is the art of connecting features and benefits to buying motivations </li></ul>Family Investment Prestige/Ego Convenience
  • 27. Belief Three <ul><li>Products don’t need arguments; products require demonstrations . </li></ul>
  • 28. Belief Four <ul><li>You can show more in 5 minutes than you can tell in 1 hour </li></ul>
  • 29. Demonstration Process Four Steps
  • 30. Step One <ul><li>Ask questions </li></ul>
  • 31. Understand needs, wants, what is important and dominant buying motivation.
  • 32. Dominant Buying Motivation Present Situation Desired Situation
  • 33. Step Two <ul><li>Organize the presentation </li></ul>
  • 34. Most people can consciously attend to a maximum of five to nine variables at any given time.
  • 35. Step Three <ul><li>Develop a presentation style </li></ul>
  • 36. Buying Preference <ul><li>Customer’s prefer to look first </li></ul><ul><li>Customer’s prefer to compare and contrast what they see to what they have ‘in mind’ </li></ul><ul><li>Customer’s prefer to ask questions rather than answer questions </li></ul><ul><li>Customer’s prefer to eliminate </li></ul><ul><li>initially rather than buy </li></ul>
  • 37. Strategy <ul><li>Please make yourself comfortable, look around, compare what you see to what you have ‘in mind’. Contrast what we offer to what you have already seen or are thinking about. I will be here to answer questions . Please do not eliminate us if what you see does not meet what you have ‘in mind’. We offer more solutions than what I’m displaying here. </li></ul>
  • 38. Practice! Practice! Practice!
  • 39. Step Four <ul><li>Build Value </li></ul>
  • 41. Building Value Process
  • 42. Step One Discover what is important, listen for buying motivation Family, investment, convenience and prestige
  • 43. Step Two State a Feature
  • 44. Step Three Build a Bridge
  • 45. Step Four State a Benefit
  • 46. Step Five Link to Buying Motivation Family, investment, convenience and prestige
  • 47. Step Six Gain Agreement
  • 48. Practice Makes Perfect <ul><li>Don’t commit to integrating a new idea into your daily sales process until you fully understand why it’s important to implement. </li></ul><ul><li>Practice the idea for at least 21 days straight. </li></ul><ul><li>Give full attention to each idea you are practicing. Don’t just practice to practice. Have a specific intent. </li></ul><ul><li>Evaluate only the sales skill you are practicing at the time. Stay focused! </li></ul><ul><li>Make learning enjoyable. </li></ul>

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