How to Sell - Probing Technique - Selling Skills
How To Sell | Probing Technique | Selling Skills | Dr Vivek Bindra
Asking right question - Close ended - yes / no
Open ended Qs
What problems you are facing in your business?
What you think, which problem if solved, your business will rise?
How do you need to transform your business in next 18 months, what are your strategies
TED Techniques Tell me Explain to me Describe to me
Describe your ideal outcome
Describe how you felt about that problem
Describe how the situation looks like to you
OPC Open question Probing (khoj) question Closing question
How long; Give me an example; Close Q
This is not strict / rigid formula
Customer Validation: admire him / appreciate him
Feel him special
Chunking [big (overview) and detail] types of customer
Practice
Probing Qs Gether intelligence
What is your current situation
Why is not your current product working for you
When did this situation begin
Have you tried to fix this yourself
Could you tell me a little bit more about this please
Is there anything more you can tell me about it
What will be your ideal outcome
What impact has this had on your business
Is there a time frame that you would like us to work within
Just to make sure that I fully understand the problem, could you give me an example of what do you mean by this?
Who asks right question is the best player
Selling and Negotiation Skills
Sales Training and Techniques
Change your Mind, Change your Life
Most of us work for roti. Return On Time Invested. Some say LUCK works Laboring Under Correct Knowledge. [mein laga raha ta umer qismat badalne ko yaro / jab mein ne khud ko badla meri qismat badal gaee]
We always think to change boss, wife, life, house. It's very rare to get perfect wife, perfect boss. Change your inner, outer will change by own.
Part 2 Secret Of Leadership Success
[‘Good morning, Good Evening’ saves woman from death in a freezer https://www.kaieteurnewsonline.com/2017/12/25/good-morning-good-evening-saves-woman-from-death-in-a-freezer/ ]
You have to reach people otherwise they will forget you. Leadership is about taking responsibility, not making excuses.
[“You meet people who forget you. You forget people you meet. But sometimes you meet those people you can't forget. Those are your 'friends”. People will forget what you said. People will forget what you did. But people will never forget how you made them feel.]
[In order to captivate an audience, you have to convey passion, excitement, and personality. You have to connect with people on a personal level. Being too focused on pleasing everyone and staying “neutral” isn’t going to trigger an emotional response from anyone.]
Auto-Suggestion for Subconscious Mind
Words represent our thoughts. They are connected to each other. Our Subconscious Mind accepts our auto-suggestion. Market / industry / customer service is in crises. Same way it accepts powerful instructions, and it comes in our behavior. Whatever we plant in our Subconscious Mind and nourish with repetition and emotion will one day become a reality.
Always give powerful and positive suggestions to subconscious mind. I’m successful, not a victim. I’ll believe, not doubt. I’ll create, not destroy. I’m a leader.
How to Handle Complaint and Criticism
New philosophy: Complaint is a gift, catch it. Get excited when you get complaints. These complaints will help you to strategize your future.
Who is good for your organization, a complaining customer or a non-complaining customer. Non-complaining customer is becoming your competitor (moving away without telling you). Complaining customer is asking you improve (wants to stay with you).
Don't become worrier, become warrior. When BOSS complains, catch it, improve yourself.
Proactive Leadership "Respond Vs React"
Most people react, respond is right strategy. Choose your thought. My patterns are leading me. I'm not leading my life.
Japanese came to buy cows in America. American farmer told them, if you choose $100 per cow. If I'll choose for you, $50 per cow. Japanese team thought for one hour and bought all cows on 50% - a moral story - react and respond example.
Blue Ocean Strategy: you create your own ocean. Where there is no competitor, and the competitor becomes irrelevant. You find out uncontested market space. [FlipKart.com RedBus.in] It has two things: unique and value. Neither one works properly. Instead start killing the other competitors, find out your own signature strength (that will fuel up your sales). [If you try to remain unique, you will be the only one.] If you are unique, you are unbeatable, nobody can beat you. Apple; provide great consumer experience.
Create and capture new demand.
Red Ocean Strategy: When there is only one market and people are killing each other in the market. [If you try to be the best, you will be number one.]
Exploit existing demand.
Good product will not create impact in the market. Right product will. Know the need of the market. Necessity (requirement) is mother of invention. Boss, friend; everyone. Red Ocean; pin the balloon activity.
Don't sell features, sell benefits of the product. Pen: feature, high quality writing, easy to hold, long lasting ink, write faster. Benefits: enhance your handwriting, you will always feel comfort, you will save money, you will save time.
More you start fighting against each other’s share, you’ll increase your share by 1, 2, 3, 4%; that’s all.
But more you start focusing on your unique strength, you become the market leader. Nobody is there to compete against you.
Quick Tips in sales: Start taking initiative to gain your customer base in the market. Don't just sit in your cabin and wait. Meet people outside. Develop your personal connection. Small initiative will give you great results. 20% effort will give you 80% results.
If you need growth, improve your technical skills. Managerial skill will enhance growth more. Unlimited growth needs people skill. CEOs use 90% people skill, 10% technical skills. Labour have 90% technical skill, 10% people skill. Start working on people skill, not technical skills.
React is thoughtless, respond is thoughtful. How to deal with angry customer. To speak once, think 5 times.
Ownership is not a job but always top factor for success! Most of us work for roti. Return On Time Invested. Some say LUCK works Laboring Under Correct Knowledge.
What you want; initiative or finitiative. Take charge (responsibility) of your growth. Responsibility (ownership) is not granted, it's earned.
How to achieve your goals: Leadership is not by instruction, it's by inspiration. Instill a clear gold staement. Envelope without address, a ship without a rudder drifts at the mercy of the wind and waves. Playing football without a goal post (excitement). Will find the way or make new path.
The only way to do great work is to love what you do. Nobody is a whole team; competition - cooperation - collaboration. Some blame on luck, system, surroundings. There’s a famous Chinese proverb:
If you want happiness for an hour, take a nap.
If you want happiness for a day, go fishing.
If you want happiness for a month, get married.
If you want happiness for a year, inherit a fortune.
If you want happiness for a lifetime, love what you do (help somebody else).
7 Strategies to Grow Your Sales
1 Referral Entry – creates proximity – build trust – written references (Satisfied customer is the best source of advertisement)
2 Something in Common – Icebreaker – sports, language, tone, accent, religion, profession,
3 PAS Framework – Problem (visual, worker late, enlarge, detail, product affected), Agitate, Solution / Wisdom. People don’t buy vitamin. They buy health. Don’t sell product, influence mind. Understanding need of customer is base of sale.
4 I’m on your side (Let me fight with my manager for lowering price)
5 Because Justification (reasoning); on airport you say I have only 15 minutes. People will allow you to head on the line. Buy 1 get 1 free promotion is ending tonight. Would you be interested in demo. All your competitors are using this product.
Never Negotiate Out of Fear
But Never Fear to Negotiate
6 BYAF Technique - But You Are Free. People Hate Being Told What to Do. People dislike close minded direction.
Negotiation Means Getting the Best of Your Opponent Without Making Him Realize. Customer becomes your partner unconsciously.
7 Sales Closure; quality approach. Narrate detailed product quality.
Artisan was a term originally applied to those people that create something of value for the community, who through dedication reach the expressive form of art in their craft. I was travelling in Kashmir. Over there one seller was explaining, why handmade carpet is superior to machine made. Fact is reverse.
Ownership Closure Approach; Feel, Felt, Found. Until I was not using it, I was thinking like other people.
After listening all the detail, I suggest. Ownership and suggestion.
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