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27 août 2013 2 27 /08 /août /2013 07:59

Voici le document étudié cette semaine:


Sales tips

EARL SHRAIBERG is a sales pro.  He started Shape Up Shop, Inc. the first fitness specialty store in Chicago. While the store was still open, Earl began a manufacturing and distribution company. Body Solid, Inc. — a wholesale supplier — would soon become a leader in the fitness industry for home fitness equipment. He expanded to Fitness Factory Outlet, Inc. a mail order company supplying fitness products to the end users.  Can this guy sell.

 

Here’s his sales advice:

 

1.  Know your competition. As a salesperson, you must know what you are selling against as well as knowing how to sell against it.

2.  Create Value. If you listened well enough to the customer,  you will understand what is of value to them, and you will apply that to whatever you are selling.

3.  Sell Benefits. Tell your customer the facts about your product, but make sure they understand the benefit of those facts.

4.  Shape Perceptions. “A Good Deal is a Frame of Mind.”  Everybody wants to feel they are getting a real value when they buy.  Make sure the customer feels you are delivering that good deal.

5.  Ask Questions.
 Questions allow you to understand better what the customers needs. Once you understand that person’s needs, you can create value for them by relating your products’ benefits to their needs.

6.  Develop Relationships. Never be an angry salesperson who seems bothered to help the customer.  Be pleasant and excited to be serving the customer.  Say thank you.  Even send “thank you” cards after a sale.

“These things are mandatory in a good sales presentation,” says Earl.

 

 

Dans ce document en deux parties vous découvrez d'abord le professionnel et voyez ensuite ses 6 conseils.

Pour présenter ce document à l'oral du BTS, faites d'abord une introduction classique, puis présentez Earl Shraiberg. Prenez plus de temps pour passer en revue ces 6 conseils, sans donner votre opinion. Concluez et ouvrez le dialogue, donnez votre opinion et/ou ajouter des conseils. N'oubliez pas de parler de votre expérience face aux clients!

Ce document fait appel à vos compétences à communiquer, profitez-en!

Son découpage est très simple et il est évident que vous aurez des choses à dire, donc entrainez-vous!

 

Si vous voulez écouter une interview de ce professionnel, c'est ici!

(La première minute de visionnage peut être éludée)


 


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Published by btsanglais