Video 1 - PSS Model (Professional Selling Skills)

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來自 Fundação Instituto de Administração 的課程

Models & Frameworks to Support Sales Planning

15 個評分

Fundação Instituto de Administração

Models & Frameworks to Support Sales Planning

15 個評分

課程 3（共 5 門，Specialization Strategic Sales Management）

Welcome to Course 3 - Models & Frameworks to Support Sales Planning – In this course, you’ll go through a conceptual approach to selling models and frameworks. As a primary learning outcome of this course, we emphasize the improvement in the analytical competencies and skills to develop sales planning and management. And the learning process goes through the application of the models and frameworks that contribute to supporting these processes. This course is aimed at professionals who seek improvement in conceptual support to the sales planning process, especially with an emphasis on applying selling models and frameworks methodology. At this point of the Strategic Sales Management specialization, you have an excellent understanding of the integration of sales planning to the strategy of the company. You also have a vision of major prescriptions and recommendations to support this integration, and proceed to strategic sales planning by applying intelligence analysis. Now, in this course, selling models and frameworks will be discussed, from a conceptual standpoint to add methodological structure into the sales planning process. Therefore, throughout the modules of this course, the subjects discussed will include topics of sales management (module 1), the selling models and frameworks (module 2) that support sales planning, which relates to the hard skills that may be applied. In the third module of this course, soft skills are brought to the discussion, since they comprise an essential component because sales functions include many aspects of the human interactions. Please follow the steps of the course, and for academic objectives, we would recommend you to do it in the sequence of modules proposed, though you may take them in a different order. We look forward to having you during the course modules and lessons.

從本節課中

Module 2 - Selling Models and Frameworks

Welcome to module 2 – Selling Models and Frameworks. This module is about how to implement the sales plan, through the application of models and frameworks that enable the analyses and processes that contribute to the planning and management functions of sales. As the nature of sales functions, considering them as a non-exact science, sales planning can be developed by many different approaches. Some of the methods follow structured recommendations and prescriptions, and these methods are referred in this module as models or frameworks. We discuss them in this module, and the primary learning outcome is to know how to apply each of them, by remembering and understanding their structure, the prescriptions, and the recommendations.

Video 1 - PSS Model (Professional Selling Skills)6:24

Video 2: PSS – Presentation & Objections handling5:35

Video 3 - PSS - Closing3:07

與講師見面

Nelson Yoshida
Ph.D., MBA, B.Eng.
FIA Profuturo – Futures Studies Program
Samantha Mazzero
MSc, MBA, BS Math
FIA Profuturo – Futures Studies Program
Edson Ito
Specialist Professor
Cesar Rodrigues
Specialist Professor

[MUSIC]

Hello, it's great to see you again.

In this lesson we will talk about PSS, Professional Selling Skills,

probably the most used selling technique in the world.

Differently from models we have seen so far,

PSS is a cake recipe type of technique.

This means that in PSS there is a proscribed sequence,

start doing this then do that, if a happens do b, etc., etc., etc.

PSS, also known as needs satisfaction,

was created inside the Xerox company in 1968.

Xerox invested $10 million in the development of the professional

selling skills methodology.

And later, in 1972, the company created

Xerox learning systems just to sell their new methodology.

This technique can be broken down in four stages.

First needs identification, second presentation,

third objection handling, and fourth closing.

We will now deep dive in each of these stages.

In order to explore them we will have three parts,

needs identifications, and in two other videos

presentation, objection handling, and closing.

But before we move on there are three definitions we must present that are key

to the PSS technique and they are feature, advantage, and benefit.

A feature is generally a physical characteristic that when declared

makes the client say so what?

An example of feature, our automotive tires have the same technology

used by the aerospace industry, client will say so what?

An advantage is a performance characteristic that

when declared makes the client think can you prove it?

An advantage example, our tire withstands impacts

twice as hard as a regular tire, it will not be damaged by pot holes,

will last longer, and client says can you prove it?

Finally, a benefit is the positive outcome resulted from

the use of the product or service, the client thinks I need to buy this.

An example of a benefit,

with our tires you will drive with greater peace of mind and will save money.

Okay, now we move on to needs identification.

Our example for this lesson will deal with a situation in which

we're selling a customer relationship management, CRM,

software in a business to business setting, this software is called Surefire.

As we have leaned, PSS is also called needs identification and

in order to identify the needs of a particular customer we'll apply

the technique called questioning.

There are three tools you will use to apply questioning, open ended questions,

closed ended questions, and benefit statement.

So open ended questions, what do they do?

They make the customer speak freely and extensively about his or her needs,

attitudes, and they are used at the beginning of the meeting or

at any point for clarification.

Let's give an example, how is your current CRM system performing?

What are the comments the sales force has on your current CRM software?

Could you clarify why you believe all CRM systems perform equally well?

Closed ended questions,

they direct the client to a specific area where you want to go,

and a simple choice must be made like yes or no.

They reveal specific needs or attitudes when open ended questions do not work,

and they direct the client to needs that your product or service can fulfill.

Examples, does your current CRM software meets your sales force needs?

Or, does your call centers have problems with custom data synchronization?

Or, have you ever thought about getting a more reliable CRM software?

Benefit statement, what do they do?

They describe a highly probable need of the client and

they present a benefit of your product or service that fulfills this need.

It directs the call to a topic you want to talk about and

changes the focus of the conversation.

Also, it can be used when the client has just a few minutes to see you.

Examples, the majority of CRM systems have glitches with synchronization and

that's why our Surefire software offers the perfect sync feature.

Or, clients tells us our software provided a more accurate data synchronization,

this is because our proprietary perfect sync module.

Are you ready to present your product or service to your client?

Okay, just hold on for a while,

this is the topic of our next lesson, cheers.

[MUSIC]

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