Thảo luận nhóm TMU BUSINESS ENGLISH 2 3 topic COMMON SALE TECHNIQUES

From all of these, we have a definition is that a sales technique or selling method is used by a salesperson or sales team to create revenue and help sell more effectively.. Unlike a mar

THUONGMAI UNIVERSITY ENGLISH FACULTY

BUSINESS ENGLISH 2.3

Topic:

COMMON SALE TECHNIQUES

Ịnstructor: Phạm Thị Xuân Hà Group: 9

Class: 2201ENPR5411

BẢNG ĐÁNH GIÁ THÀNH VIÊN NHÓM 9

đánh giá

1 Nguyễễn Thảo Vân 19D170122 Sollution Selling + Target A

Account Selling Conceptual Selling +

2 Ph mạ Hồồng Vân 19D170332 A

Conclusion

3 Lễ Thị Thanh Xuân 19D170055 Introduction + Definition A

5 Nguyễễn Thị Yễến 19D170124 SPIN selling A

The importance of sale

techniques

MỤC LỤC

BẢNG ĐÁNH GIÁ THÀNH VIÊN NHÓM 9 2

MỤC LỤC 3

I Introduction 5

II Body 6

1 Definition of sale techniques 6

2 The importance of sale techniques 7

2.1 Sales technique helps you set your goals 7

2.2 Sales technique identifies your target markets 8

2.3 Sales technique supports you to set the appropriate channels 8

2.4 Sales technique gives you an understanding of your competition 8

2.5 Sales technique helps you keep up with the trends 8

2.6 Sales technique guides you to stay organized 8

3 Some common selling techniques 9

3.1 SPIN Selling 9

3.1.1 Definition 9

3.1.2 Questions in SPIN Selling 10

3.1.3 Pros and cons of SPIN Selling 11

3.2 Sollution Selling 11

3.2.1 Definition 11

3.2.2 Four essential steps of the solution selling process 11

3.2.3 Pros and cons of solution selling skill 12

3.2.3.1 Pros of solution selling skill 12

3.2.3.2 Cons of solution selling skill 13

3.2.4 Typical solution selling questions 13

3.3 Target Account Selling 14

3.3.1 Definition 14

3.3.2 Process of target account selling technique 14

3.4.1 Definition of Conceptual Selling 15

3.4.2 Typical Utilities: 15

3.4.3. Pros and Cons of Conceptual Selling: 16

3.4.3.1 Pros of Conceptual Selling: 16

3.4.3.2 Cons of Conceptual Selling: 16

3.4.4 How to apply this strategy in marketing: 17

III Conclusion 18

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I Introduction.

Everyone in the sales industry wants to make a lot of money while also growing their firm In order to accomplish so, sales strategies are critical Nowadays, sales techniques are a great advantage when conquering a client Sales is one of those vocations that is "not difficult but not easy" and has one of the greatest human resource shortages in the world Sellers face many challenges when working, ranging from establishing their own image, providing appealing products/services, and managing consumer grievances and complaints However, you may be certain that you will be "successful" if you cultivate information, are properly taught, and know how to implement sales methods as well as what you have learned To develop and apply a sales strategy must be linked with a market research process that takes into consideration the customer vision and, most of all, personal traits of the salesperson and his image over himself This information is crucial to

a solid base for the sales strategy and to lead to the final objective that is the sale itself and customer retention Let's explore how interesting the sale techniques are

II Body

1 Definition of sale techniques.

Maybe all of you have heard the word sale techniques, but have you ever known exactly what the sale technique is I am here now to help you have some knowledge about that

Johnston & Marshall, 2013 have mentioned: "A professional sales person is an expert in his or her field and sales techniques are tools of the profession designed to help people get what they need” Dubinsky said that “Sales techniques encompass a range of methods used in the sales profession to exchange goods, services or other property for money Sales techniques training is often provided to sales persons with an emphasis on how to sell a higher quantity of goods, in particular those of higher value” From all of these, we have a definition is that a sales technique or selling method is used by a salesperson or sales team to create revenue and help sell more effectively The technique typically isn’t a one-size-fits all and is often refined through trial and error based on past experiences In other words, sales techniques could be the methods that you convince a customer to buy from you

Have you ever had someone convince you to buy something you knew you'd never use? How do they do that? Did you want to buy anything else from them? Did you have a good relationship with them? These questions will help you gain insights into how a good seller makes the customer want to buy their products

Key phrases like ethics, service, relationships, hard effort, performing the best job possible, and commitment to your firm appeared in early sales methods manuals (around 1900) All of this led to the concept of developing a connection and relationship with your consumers so that they would return After around ten years, new ideas started to emerge Door-to-door sellers learned that by using particular language and persuasive techniques, they could improve their sales Salers have to put themselves in the

customer’s shoes and then ask themselves questions that customers could think about when they want to sell about something After answering all those questions, they can come up with suitable methods and words to convince customers

So do you wonder how to use sales techniques well? Let me answer for you That is

we must keep being confident, learning from the sales seniors and successful companies, studying more sales techniques courses, cultivating and creating more sales techniques, especially experiencing more and more

After listening to the definition of sales techniques, I am sure that you understand somewhat about their importances My teamate Tô Yến will show you in detail about the importance of sale techniques

2 The importance of sale techniques

A sales technique is a way, a plan by which you try to position your business in the market and towards customers in order to gain a certain advantage over the competition Properly set sales strategy will show you the way you need to approach your target customers

Unlike a marketing technique that focuses more on increasing your visibility, a well-defined sales technique focuses on making the sale and helps you make a profit If you want your sales technique to be effective then you will have to build a technique that will follow you over a longer period and from which you will not deviate after you have devised it But still, don’t treat your sales technique like something that is made just once Consider it as something alive Revise it, talk about it with your sales team and try to improve it over time In addition, it is possible to create short-term, monthly sales techniques – plans, adapted to certain times of the year, but these micro-sales techniques must be aligned with long-term sales

There are 6 important roles of sales techniques that you need to know:

2.1 Sales technique helps you set your goals

By setting goals, you will give your sales team a clear plan of what they need to do to help your company achieve its overall goals Each goal should have specific, measurable action items that help your sales team achieve success The sales technique helps turn a company’s sales goal into sales and coordinates the day-to-day operation of the sales team

in accordance with company guidelines

2.2 Sales technique identifies your target markets

Sales techniques are not the same for every industry but no matter what you sell, you need to determine the target market For instance, it would be unwise for a company that sells women’s clothing to advertise its products in fishing magazines Consider factors

such as the location, age, gender, and spending habits of your potential customers It

will tell you where you need to direct your marketing, sales efforts and how you need to communicate with your target customers

2.3 Sales technique supports you to set the appropriate channels

When developing a sales technique, make sure that you determine how you will sell and promote your products Think about how you will approach your customers Will you contact them through the mail? By phone? Or by sending out mass marketing emails? Many companies use all of those channels in their quest to meet a potential client Your sales team approach should be defined by knowing the market

2.4 Sales technique gives you an understanding of your competition

A good sales technique is built with the competition in mind You have to understand what has worked for your competition and perhaps even integrate it into your own sales technique Or even better, find out what works for the competition and improve it Therefore, your business can win the other competitors in the market

2.5 Sales technique helps you keep up with the trends

Keep in mind that your product or service might go out of style and will need to be updated, or replaced altogether Sometimes the economy will determine how much a consumer is willing to spend on a certain product Understanding these types of trends is a big factor in developing a sales technique The best techniques prepare themselves well in advance when products become less popular or when financial markets fluctuate

1.1 Sales technique guides you to stay organized

The organization plays a huge role in the overall success of any industry and sales is

no different Therefore, sales techniques need to include details on the role of those making sales and how accounts and areas should be managed It is quite surprising that many companies still don’t have a sales technique It is one of those documents that is essential for your company’s success A good sales technique will teach you a lot even during the time you create it and later on it will help you grow your sales and of course your company

3 Some common selling techniques

There are many sales techniques to close deals faster and sell more effectively, thought out by incredibly clever consultants and experienced sales gurus You don’t necessarily need to choose: experiment with some of them or even apply multiple methodologies to different parts of your sales process

3.1 SPIN Selling

3.1.1 Definition

SPIN sales or SPIN selling is similar to consultative selling: the approach of building

a relationship with a prospect in order to explore their needs before you offer your product

as the solution SPIN Selling is actually a strategy that can be employed as a

methodology on its own or can be used in conjunction with other methodologies –

including consultative selling

SPIN selling is a sales methodology that focuses on asking prospects the right questions at the right time using active listening, a technique that involves concentration and focused effort to deeply comprehend what the other person is saying Combined with pointed SPIN selling questions, the sales rep can work out how their product will solve their prospects’ problems

If used correctly, the SPIN method can highlight common themes and problems a customer is having, enabling your sales reps to position your product as a viable solution

3.1.2 Questions in SPIN Selling

SPIN is an acronym for 4 different types of sales questions designed to spark a prospect’s interest and push him or her closer to a sale: Situation, Problem, Implication, and Need-Payoff

SITUATION questions lay the very foundation of a sales cycle The goal is to

understand the prospect and their situation and check whether your offering can serve their needs This information plays a vital part in the rest of your sales cycle The more legwork you put in determining which questions you should ask, the more useful the information

“What’s your decision-making process for new purchases?”

PROBLEM questions help make your prospect aware of a problem that needs to be

solved and identify problems that are often overlooked These pain-points will

be used to accelerate a deal

“What’s the biggest problem you have when managing all your office printing?”

IMPLICATION questions focus on the negative impact of issues and highlight the

urgency

If you don’t implement a new printing solution soon, how will this impact your business?”

NEED PAYOFF Questions about potential solutions to reveal and drive home that

the product will benefit the prospect’s organization (and should thus be presented to key stakeholders and decision-makers, if the initial conversations don’t involve those making final purchasing decisions)

"If you cut the amount of time spent on printing, how would that impact your business?”

These 4 questions will help you discover what your buyer needs and what the best way is for you to help him If you use SPIN as a sales tactic, asking the right questions will prospect to the right answers

3.1.3 Pros and cons of SPIN Selling

3.2 Sollution Selling

3.2.1 Definition

Solution selling is a sales technique that was developed to replace traditional

"product selling" methods It's a sales technique that focuses on selling a solution to a prospect's problem rather than merely selling a product Instead of selling a product,

of first assessing and understanding a customer's needs before suggesting items and services that meet those needs

3.2.2 Four essential steps of the solution selling process

Step 1: Have comprehensive product knowledge

It's nearly impossible for your sales force to determine which solution is best for prospective consumers without a thorough understanding of the items or services your firm offers The finest solution-selling agents are not just product specialists when it comes to their company's products, but they also have a thorough understanding of what the competition has to offer, allowing them to make the sales process easier for the customer

Step 2: Make a game plan ahead of time.

Make sure that each member of your sales staff conducts their homework before approaching a potential customer The seller must have a thorough awareness of the customer's demands, as well as a list of advantages, prepared ahead of time to demonstrate the value of your company's products or services that can solve these issues

Step 3: Ask the appropriate questions.

It's crucial to ask the correct questions when meeting with a prospect for the first time to identify any difficulties they're seeking to address Solution salespeople use a series of pre-made inquiries to assess a prospect's problems, positioning them as the best solution

Step 4: Offer a solution.

After a potential customer describes the problem they're seeking to address, the salesperson can provide a solution (one of your goods or services) that best fits the