MUP Week 7: The ability of communication

I respect business man who is working in sales because the role of sales is selling products that they provides with fast-talking. Also, they are putting on air to be looked better for the clients. I know these are my bias but I feel like it's totally not my business....

However Takaki Takehana taught about the most important thing for sales is not "talking"

but “listening”. That gave me some hope! I might try to get into new industry for widen my skill.

1. brush your service < the way to talk about your service

In business, the most import thing is how to convey your service to the customer.

Below picture shows us the business step. As you can see, the skill of

telling about the service is more important than planning business.

2. Working as sales

Below graph tells you that the important part of sales's responsibility.

45% → primely survey

45% → hearing

10% → suggesting

He talked about "primely survey" is the first thing we have to do because

although he/she has good skill for presenting about their service,

that's useless if clients won't listen to that.

The other responsibility the sales has to do is "Hearing".

There is the way to for hearing calls, "SPIN".

Situation, Problem, Implication, Need payoff

After you did all the process to extract client's situation, now you can be presenting about you service as following "BFAB"

Benefit-conclusion(that why you have to buy our service)

Feature-Because

Advantage-Moreover

Benefit-Thereby

3. Key

Goal is explaining the essence of the concept of "why" you provide the service.

Tell the story why you are doing that for, so that clients sympathize with you and eventually

your service does not get them out of the brain.