Selling and Need Development
- Course Outline
- Introduction
- Who is Flyn L. Penoyer / Penoyer Communications?
- What is the purpose of this workshop?
- What will you learn in today’s session?
- How is your workbook setup?
- Welcome to Selling & Need Development Workshop
- An Overview of our Selling Process
- Goal is to sell the customer what he wants.
- Be able to close on those things the customer thought important.
- A circular presentation.
- Understanding Needs
- Basic selling skills involve being able work with needs.
- Our first task is to get the buyer to give us his or her needs.
- Some needs are clearer than others, some are implied and others are
explicit. - The seller is usually more familiar with the product than the buyer.
- Basic rule for determining a need:
- The buyers needs aren’t fixed.
- Features, Advantages, and Benefits
- Are used to present products and services to the buyer.
- What is a feature?
- How do features affect the buyer?
- What is an advantage?
- How do advantages affect the buyer?
- What is a benefit?
- How does a benefit affect the customer?
- It is not just word play, the definitions are important.
- The danger of using advantages to sell.
- The proper selling method is using benefits.
- Our Sales Strategy
- Review and Conclusions
- The Sales Strategy
- Uncovering Needs
- Questions of the client’s environment
- Some key things you might want to ask about the client’s environment.
- Questions about Challenges or Problems
- Some things you might want to do with your challenge or problem questions.
- Developing Needs
- Questions investigating the impact of the problems on the business
- Some key things you might want to ask with questions on the impact of the problem.
- Questions investigating the value of a solution
- Some things you might want to do with your questions on the value of the problem’s solution.
- The Total Sales Method
- Review and Conclusions
- The Circular Strategy
- Summary
- It really works!
- Practice makes perfect.
- Questions and answers.
- Please evaluate the seminar – letters and suggestions are welcome.
- There’s More to Come!
- Our next public training.
- Personal evaluations and training.
- Consulting services.
- Thank you for coming!
