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Sales - Coggle Diagram
Sales
Branding Pyramid:
Positioning
Brand Mission
Brand Personality
Brand Values
Brand RTB (Reason to Believe)
Rational Brand Benefits | Emotional Brand Benefits
Target Audience and Their Needs
Conclude with an offer.
Objection Groups
Types of objections:
True and false.
Groups of objections.
Present the Product
Technique: "Feature-Link-Benefit."
Technique: "Visualization" – imagine the situation.
Establish Contact
Advertising Law:
How long the conversation will last.
Is the client ready to listen to the offer?
Who am I?
Why am I calling?
Where am I calling from?
Sincerity.
Confidence.
Interest.
Appropriate compliments.
Overcome Resistance
Resistance = Not seeing benefits.
Techniques:
Joining.
Boomerang.
Argumentation:
Solutions
Compoments
Product
Value
Pain
Vision
Control
Roles
Power Sponsor
User
Desision Maker
Turning the client’s argument in your favor.
Identify Needs
Open-ended questions:
Who?
What kind?
What?
Closed-ended questions:
Yes/No.
Alternative questions:
Or.
Focus on words to understand client values:
Prestige and modernity.
Speed.
Safety.
Economy.
Handle Objections
Stages:
Listen and understand the client's need.
Join in and repeat the client's need.
Ask clarifying questions.
Argue the case.
Close the Deal
Deal closure checklist.
OPM
Value Map
Gain Creators
Products and Services
Pain Relievers
Customer Profile
Gains (+)
Customer Jobs
Pains (-)
Sales Stages