Tài liệu Using Proven Sales Techniques for Selling WorkKeys as a Solution to Business doc

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R.O.I.
Your value is a factor of how much you help
increase bottom-line profits by either
increasing revenues or decreasing costs.

Profits = Revenues – Costs
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MU/P Ratio
Marginal Utility
Value =
Price

(Driven by W.I.I.F.M.)
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It’s Chess, Not Checkers
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Think “Process”
Source: “The Deming Wheel,” W. Edwards Deming, 1950s
Consider using the PDCA Cycle to improve your performance.
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A.I.D.A
Prospects go through 4 standard
steps on their way to a purchase.
•  Awareness
•  Interest
•  Desire
•  Action
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The 10-Step Sales Process
1.  Prospecting
2. Pre-approach
3.  Approach
5.  Presentation
7.  Trial close
6. Uncover Objections
7. Meet Objections
8. Trial Close
9.  Close
10. Follow-up and Service
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The ABCs of Sales
Always
Be
Closing
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