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Professional selling a trust based approach (module 1 and 2)
1. PROFESSIONAL SELLING
A Trust-Based Approach
By: Andrei John Cantilleps
Based on the 2nd Edition of the Book with same title of Authors Ingram.LaForge.Avila
3. Part 1Foundations of Professional Selling
• Module 1: Building Trust and
Sales Ethics
• Module 2: Understanding Buyers
• Module 3: Communication Skills
4. Part 1Foundations of Professional Selling
• Module 1: Building Trust and
Sales Ethics
• Module 2: Understanding Buyers
• Module 3: Communication Skills
6. Promotion
& Price
Product & Market &
Service Customer
Company Competitor
KNOWLEDGE
Industry BASES
Technology
7. Areas of Unethical Behavior
Deceptive Practices
• Deceive
• Exaggerate
• Scam
Illegal Activities
• Defraud
• Con
• Misuse company assets
Non-Customer-Oriented
• Pushy
• Hard Sell
• High Pressure
8. Part 1Foundations of Professional Selling
• Module 1: Building Trust and
Sales Ethics
• Module 2: Understanding Buyers
• Module 3: Communication Skills
9. Part 1Foundations of Professional Selling
• Module 1: Building Trust and
Sales Ethics
• Module 2: Understanding Buyers
• Module 3: Communication Skills
10.
11.
12.
13. Type of Buyer Needs
Knowledge Situational
Psychological
Functional
Social
14. Procedures for Evaluating
Suppliers and Products
1.Assessment of Product or
Supplier Performance
2. Accounting for Relative
Importance of Each
Characteristics
15. Employing Buyer Evaluation Procedures
to Enhance Selling Strategies
1.Modify the Product Offering being
proposed
2. Alter the Buyer’s Beliefs about the
Proposed Offering
3. Alter the Buyer’s Belief about the
Competitor’s Offering
4. Alter the Importance Weights
5. Call Attention to Neglected
Attributes
16.
17. Low Assertiveness High Assertiveness
• Slow Paced • Fast Paced
• Cooperative • Competitive
• Avoids taking Risks • Takes Risks
• Supportive • Takes Charge
Low Responsiveness High Responsiveness
• Task Oriented • Relationship Oriented
• Guarded and Cool • Open and Warm
• Rational • Emotional
• Meticulous Organizer • Unorganized
18. High Responsiveness
Amiables Expressiveness
• Relationship • Relationship
Oriented Oriented
• Slow Paced • Fast Paced
Low High
Assertiveness Assertiveness
Analyticals Drivers
• Task Oriented • Task Oriented
• Slow Paced • Fast Paced
Low Responsiveness
19. Part 1Foundations of Professional Selling
• Module 1: Building Trust and
Sales Ethics
• Module 2: Understanding Buyers
• Module 3: Communication Skills
20. PROFESSIONAL SELLING
A Trust-Based Approach
By: Andrei John Cantilleps
Based on the 2nd Edition of the Book with same title of Authors Ingram.LaForge.Avila
Editor's Notes
Trust means different things to different people. Trust can be developed by using any of the trust builders. It is the sales person’s job through questioning to determine what trust attributes are critical to relationship building for a specific buyer
The more the sales person knows, the easier it is to build trust and gain the confidence of the buyer. Buyers have certain expectations of the salesperson and the knowledge that he or she brings to the table. Most knowledge is gained from the sales training programs and on the job training, but others through experience and continuous learning.
Ethics refers to right and wrong conduct of individuals and institutions of which they are a part. Personal Ethics and formal codes of conduct provide a basis for deciding what is right or wrong in a given situation.Ethical standards for a profession are based on society’s standards, and most industries have developed a code of behaviors that are compatible to society’s standards.
The four quadrants characterize an individual as one of four different communication styles on the basis of his or her demonstrated levels of assertiveness and responsiveness.A salesperson’s skills in properly classifying customers can provide valuable cues regarding customer attitudes and behaviors