Tuesday, May 26, 2015

How to Sell Your Product or Service

  • Acquiring the Sales Mindset
    • 80/20 - 80 Mindset about Sales and 20% Skills
    • Sharing - Experience and News
    • Delete - Negative Idea on Selling
  • Your Product Inventory
    • Feature Statement (Tactical)
    • Benefit Statement (Operational)
    • Advantage Statement (Competitive)
  • Defining Client Profile and Market Segment
    • TAM (Total Available Market)
    • Profile
    • List / Categorize / Prioritize
  • Developing A Comparative Analysis
    • FBA (Feature Benefit Advantage) for top 3 Competitors
  • Designing Sales Process
    • Sales Cycle (Research > Meeting > Presentation > Demo > Options > Pricing > Closing)
  • Intro Meeting and Questions to Ask
    • 80/20 - 80 Listing and 20 Speaking
    • Open Ended Ques - Exploratory
    • Close Ended Qies - Confirmation
    • Situation > Problems
  • Delivering A Relevant Presentation
    • Incorporate in Presentation
      • Forward Problem
      • Anticipate Objection
  • Demoing your Product/Service
    • Live Demo
    • How to
    • Visual
    • Analogies
  • Educating and Developing Options
    • Educate
    • Pros and Cons
    • No Action
    • Sense of Urgency
  • Presenting Pricing
    • Fair Market vs Premium
    • Options (3)
    • Payment Options (3)

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