10. Effective Selling Skills

8/8/2019 10. Effective Selling Skills

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Training Objective

To optimize the sales force

selling skills in order to

achieve their commercialobjectives and goals


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What do Salespeople Do ?


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What will make you a goodSales Person?


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Buying Motives

Emotional FactorsLogical Factors


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Logical Motives Emotional Motives

- To gain or save time .

- To reduce work or effort .

- To improve current performance .

- To improve standard of living .

- To improve safety.

- To increase level of comfort .

- To Improve Image .

- To Improve self - esteem .

- To Increase the level of satisfaction .

- To derive pleasure .

- To Satisfy the Ego.

- To Increase happiness


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What is Selling ?


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Selling is a process rather than an action .

It consists of a number of Steps .

All steps need planning and preparation .

Selling is a Process


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Selling Process

Preparation

5- Closing

2- Identify

Needs

3- Handling

Objectives

4- Presentation

1- Opening


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Preparation Makes The Difference

Three questions you should always ask yourself

What do I need to know ?

What do I know ?

How am I going to find out ?


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What Are The Basic Selling Skills

- Active Listening.

- Differentiating between product Features Advantage Benefits .

- Effective Questioning .

-Handlingcustomer objections .

-Buying Signals .

- Closing the deal .


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Why do we listen ?

- To show respect to the other person.

- To save time and effort for both you and the customer .

- To sell what the customer really wants .

- To encourage full, Open and honest expression .

- To show interest, Concern and attention .

- To focus on the customers massage and gain full and accurate understanding

of his / her messages


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When Customer talk

-Find what the

customer wants .

-Find time to develop some ways of

satisfying the customers desire .

-Find what the customer like .

When salesperson talks

- The customer gets bored .

- Do not have the opportunity to find

the need of the customer .

-Find what is in customers mind .


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Objectives

-Obje

ctives are easier to measure if theyare specific.

- Objectives help in controlling the call .

- Objectives help in checking progress .

Questions

- Ask lots of questions and listenintensely to the answer .

-By asking questions you remain in

control of the conversation .


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Questioning

CLOSED Questions

Did..........?

Can.........? Have........?

Do........?

Is..............?

Will...

.....?

OPEN Questions

HOW.........?

Why...........?

When.........?

Who...........?

What..........?

Where........?


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The benefit of asking questions

- You can encourage the customer to talk.

- You can gather more information .

- You can stimulate the thoughts .

-You are in control .

- You can release tension .

- You can invite discussions .


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FAB

-F (Features) : What is this ? Describe facts Data products -Service.

- A (Advantages) : What does it do ? How the product or servicemay match the needs of the average customer .

-B (Benefits) : What is in for me ? How the product or service meetsthe explicit needs expressed by the customers .


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What is the objection ?

Objection is an negative attitude which may be

expressed as a verbal statement or question, or as

non-verbal action that threatens the close of

the sale


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Handling Objections

Most objections are cased by the two ( Two Misses ) .

Miss- Understanding .

Missing Information .


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Common Objections

Price is too high .

I am not interested.

I have used it before and I do not like it .

I am happy with what I have .

Send me brochures .

I will talk to my partner.

Call me next week .


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Effective Response Methods

Reverse

Compensation Methods

Indirect Denial

Postpone Method .

Feel Felt Found

Boomerang Method

Admit

Pass Up Method

Direct Denial


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Buying Signals

- Questions : How much does itcost ? How long does it take ? Can you .. ?.

- Reactions : Can you tell me how it works ? This is what I need ? Sounds is

a good offer .

- Actions : Let me check the .. ? I need to check the proper documents .


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Closing Skill

Closing S

cenarios :

-

-Assumption : Will you pay cash for this service ? .

-Asking: So what product you chosen ? .

-Alternative : Would you like to take the small or medium size .

-Steps : If price too high , would you take part of the goods and the rest next week ?

-Pressure : If you can make your decision now, Ican make specialcontract .

- Converting an objection : If the price is the only problem to buy the product ,

If we were able to compromise on that ,would you be able to buy it right now .

-Negotiating: I willcall my manager now, If he agrees on the 15% discount,

Will we have a deal ? .


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Closing Skill

- Questions : How much does itcost ? How long does it take ? Can you .. ?.

-Reactions : Can you tell me how it works ? This is what I need ? Sounds is

a good offer .

-Actions : Let me check the .. ? I need to check the proper documents .


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The Big Keys To Sales Success

- Know your Stuff and believe in it.

-Leave yourEGO at the door and learn flexibility .

- Stop selling and start listening .

-Respect how yourcustomer prefers to communicate .

- Manage yourself like a business .

-Let yourEnthusiasm show .

- Always be positive .


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The Big Sales Mistakes

-Talking too mu

ch .

-Failure to see yourcustomers world and problems .

- Nervousness .

-Failure to do enough pre call planning .

- Trying too hard to sell .

-Becomingcomplacent .

- Overreacting to objections .


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The seven steps out bound sales call

- PreCallPlanning (Review client info. Planning Objectives ).

- Gathering Information ( Questions must be relevant Questions should help to

identify customers need Explain why you are asking questions Adopt a

conversation tone / dont interrogate

Acknowledge answer before next question ) .

- Approach /Positioning (Relaxed Use customers name Build rapport

Explain purpose of Visit Identify yourself and where you are from - .

- SolutionGeneration ( Tailorcommunication solutions to specificclient need

Prepare client for the recommendation ) .

- Solution Presentation ( Select most appropriate solutions Focus on value

Present recommendation in a clear andconcise manner ) .

- Close the call ( Select timing Handling Objection Closing Techniques ) .

- Wrap Up ( Thanks client for business Leave name and

number Discuss implementation steps Position nextcall ) .


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10. Effective Selling Skills