Selling process.
Describe and define selling. Understand, plus common mistakes.
Give this one a try later!
Selling process--
1)Attention:
-Getting the other persons mind off of what it is on, and get it focused on
YOU
-Getting the other person to see the value of spending time with YOU
--Before telling someone something, give them a reason to listen
2)Discovery:
-Purpose: to uncover problems (needs, concerns,etc) find something that
you can then fix
-discover about the buyer- encourage the other person to talk to get
involved in conversation
3)Solution:
-provide solutions for buyer's problems
, -Sell SOLUTIONS over PRODUCTS
-people dont care about how much you know until it can benefit them
4)Commitment:
-ask for their business, beginning of relationship
-when making a point, end statements w questions to engage in
conversation
Selling: Successful selling should be centered on understanding the
customer first. Then, deploying a common process to create/manage
opportunities and key relationships
Architects, specifier, agents, motivators- define and understand
Give this one a try later!
Architects- help in supply chain by having relations with manufacturing of
construction shit
Specifiers- helps with instructions for maintenance/ documented stuff to
help relations w architects
Agents- help manufacturers and distributor relationships
Motivators-
Channel members- what do we use to protect
Give this one a try later!
Channel members include:
1)Re-seller: Industrial distributor, retailer, wholesaler
2)Specialty-Agents, people who help w making parts of distribution
process easier
Describe and define selling. Understand, plus common mistakes.
Give this one a try later!
Selling process--
1)Attention:
-Getting the other persons mind off of what it is on, and get it focused on
YOU
-Getting the other person to see the value of spending time with YOU
--Before telling someone something, give them a reason to listen
2)Discovery:
-Purpose: to uncover problems (needs, concerns,etc) find something that
you can then fix
-discover about the buyer- encourage the other person to talk to get
involved in conversation
3)Solution:
-provide solutions for buyer's problems
, -Sell SOLUTIONS over PRODUCTS
-people dont care about how much you know until it can benefit them
4)Commitment:
-ask for their business, beginning of relationship
-when making a point, end statements w questions to engage in
conversation
Selling: Successful selling should be centered on understanding the
customer first. Then, deploying a common process to create/manage
opportunities and key relationships
Architects, specifier, agents, motivators- define and understand
Give this one a try later!
Architects- help in supply chain by having relations with manufacturing of
construction shit
Specifiers- helps with instructions for maintenance/ documented stuff to
help relations w architects
Agents- help manufacturers and distributor relationships
Motivators-
Channel members- what do we use to protect
Give this one a try later!
Channel members include:
1)Re-seller: Industrial distributor, retailer, wholesaler
2)Specialty-Agents, people who help w making parts of distribution
process easier
