Upload
moataz-orabi
View
222
Download
0
Embed Size (px)
Citation preview
8/8/2019 New Rules and Sales Skills 11 Jan
1/33
Welcome
BienvenueWillkommen
Benvenuto
Bienvenida
ykoso
tervetuloa
welkom
8/8/2019 New Rules and Sales Skills 11 Jan
2/33
Please muteYour cell!
8/8/2019 New Rules and Sales Skills 11 Jan
3/33
New RulesRules
8/8/2019 New Rules and Sales Skills 11 Jan
4/33
Rules
8/8/2019 New Rules and Sales Skills 11 Jan
5/33
Shift start
67
8
121
2
3
4
5
9
10
11
8/8/2019 New Rules and Sales Skills 11 Jan
6/33
Shift End
67
8
121
2
3
4
5
9
10
11
8/8/2019 New Rules and Sales Skills 11 Jan
7/33
Break Time
67
8
121
2
3
4
5
9
10
11
8/8/2019 New Rules and Sales Skills 11 Jan
8/33
8/8/2019 New Rules and Sales Skills 11 Jan
9/33
:KDWPDNHV\RXDJRRGVDOHVSHUVRQ
8/8/2019 New Rules and Sales Skills 11 Jan
10/33
Buying motivation
Emotionalfactors Logical
factors
8/8/2019 New Rules and Sales Skills 11 Jan
11/33
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 .
8/8/2019 New Rules and Sales Skills 11 Jan
12/33
What is Selling ?
8/8/2019 New Rules and Sales Skills 11 Jan
13/33
Selling is a
process ratherthan an action,
also is a sciencerather than a
feeling
It consists of a numberofSteps .
All steps needplanning andpreparation .
Selling is a Process
8/8/2019 New Rules and Sales Skills 11 Jan
14/33
Selling Process
IntroductionQualify yourcustomers
Break the ICE
Ask properquestions andlisten, listen,
listen
Explain youroffer Trial close
Handlingobjections
Close $$$$
8/8/2019 New Rules and Sales Skills 11 Jan
15/33
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 ?
8/8/2019 New Rules and Sales Skills 11 Jan
16/33
What Are The Basic Selling Skills
- Active Listening .
- Differentiating between product Features Advantage Benefits .
- Effective Questioning .
-Handling customer objections .
- Buying Signals .
- Closing the deal .
8/8/2019 New Rules and Sales Skills 11 Jan
17/33
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
8/8/2019 New Rules and Sales Skills 11 Jan
18/33
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 .
8/8/2019 New Rules and Sales Skills 11 Jan
19/33
Objectives
- Objectives 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 .
8/8/2019 New Rules and Sales Skills 11 Jan
20/33
Questioning
CLOSED Questions
Did..........?
Can.........?
Have........?
Do........?
Is..............?
Will...
.....?
OPEN Questions
HOW.........?
Why...........?
When.........?
Who...........?
What..........?
Where........?
8/8/2019 New Rules and Sales Skills 11 Jan
21/33
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 .
8/8/2019 New Rules and Sales Skills 11 Jan
22/33
- 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 .
FAB
8/8/2019 New Rules and Sales Skills 11 Jan
23/33
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
8/8/2019 New Rules and Sales Skills 11 Jan
24/33
Most objections are cased by the two ( Two Misses ) .
Miss- Understanding .
Missing Information .
Handling objections
8/8/2019 New Rules and Sales Skills 11 Jan
25/33
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 .
8/8/2019 New Rules and Sales Skills 11 Jan
26/33
Effective Response Methods
Reverse
Compensation Methods
Indirect Denial
Postpone Method .
Feel Felt Found
Boomerang Method
Admit
Pass Up Method
Direct Denial
8/8/2019 New Rules and Sales Skills 11 Jan
27/33
Buying Signals
- Questions : How much does it cost ? 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 .
8/8/2019 New Rules and Sales Skills 11 Jan
28/33
Closing Skill
Closing Scenarios :-
-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, I can make special contract .
- 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 will call my manager now, If he agrees on the 15% discount,
Will we have a deal ? .
8/8/2019 New Rules and Sales Skills 11 Jan
29/33
Closing Skill
- Questions : How much does it cost ? 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 .
8/8/2019 New Rules and Sales Skills 11 Jan
30/33
The Big Keys To Sales Success
- Know your Stuff and believe in it .
- Leave your EGO at the door and learn flexibility .
- Stop selling and start listening .
-Respect how your customer prefers to communicate .
- Manage yourself like a business .
- Let your Enthusiasm show .
- Always be positive .
8/8/2019 New Rules and Sales Skills 11 Jan
31/33
The Big Sales Mistakes
- Talking too much .
- Failure to see your customers world and problems .
- Nervousness .
-Failure to do enough pre call planning .
- Trying too hard to sell .
- Becoming complacent .
- Overreacting to objections .
8/8/2019 New Rules and Sales Skills 11 Jan
32/33
The seven steps out bound sales call
- Pre Call Planning ( 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 - .
- Solution Generation ( Tailor communication solutions to specific client need
Prepare client for the recommendation ) .
- Solution Presentation ( Select most appropriate solutions Focus on value
Present recommendation in a clear and concise manner ) .
- Close the call ( Select timing Handling Objection Closing Techniques ) .
- Wrap Up ( Thanks client for business Leave name and
number Discuss implementation steps Position next call ) .
8/8/2019 New Rules and Sales Skills 11 Jan
33/33
Thank you for
your attention!
Any Questions?