Presenting the solution
Consider at what stage in the sales pocess we should present our solution?
Most people in selling pitch too early. Pitching isn’t selling!
Observe the video. Make notes of the key points.
- What is selling?
- The 8 criteria for an effective sales visit
- What people buy
- The needs & wants 'iceberg' model
- How to improve your questioning and listening
- Funnel technique (developing customer needs and wants)
- Creating a strong first impression
- How to present your solution
- How to handle objections
- Handling price pressure
- How to gain customer commitment