Colour Tinter Product Presentation

Extract

[...] Marketing Techniques - Sales Interview the steps Preparation (objective: be ready to face the client / put chances on his side) ? Initial Contact: Give a Good Image ? Discovery of needs and motivations: be able to know which product to present ? Summary: Recap what the client wants ? Argumentation: Present an Offer ? Handling objections and negotiation: Overcoming obstacles, making him buy ? [...]

[...] » III) The argumentation technique CAP an argumentation is: Characteristic that we transform into Advantage that we illustrate by a Proof the characteristic of a technical or commercial nature technical: directly related to the product (materials) commercial: everything that is not a technical characteristic (value, brand, payment method) The advantage If the characteristic relates to the product or the company, the advantage relates to the users: « Thanks to that, you can do that « this product has that, which allows you to do that The proof These are all sales support tools that allow you to illustrate the benefits: manufacturer's notice, parameters? IV) The argument It groups all the arguments classified by example by typology SONCAS/CAS: Characteristic ? argument (use the 'you' and no negation) ? [...]

[...] Conclusion: Sale of the product or not, otherwise new negotiation process / reaching an agreement ? Leaving a contact: If no sale, we keep in touch for a potential future return ? Follow-up Conduct research - on the client - on past relationships - on your offer: know what you're selling, otherwise direct the client to someone else - on your environment: your company and its competitors Set objectives - main objective qualitative or quantitative - complementary object - fallback object Define a strategy" Determine a type of strategy (cooperative = win-win, distributive, commitment, repair) Determine axes of inquiry determine axes of argumentation define the ensemble of elements of margin of maneuver and the zero point (below which we must not descend) Prepare sales support tools It all depends on our company and products e.g. [...]