Selling Skills

June 2014Farooq Ahmed

The Sales Process

Building Rapport Qualification Presenting a Solution (Products and Services, Features,

Personalized Benefits) Overcoming Objections Closing

7 Ways to Build Rapport

Be Genuine – Be yourself and don't try to be phony and salesperson like

Be warm and friendly – It sets customers at ease Show interest – The more interested you appear the

more willing customers will be to share their needs Don't seem too needy – It is always counter-productive Give genuine compliments – People are not idiots Calibrate the rapport – Not too much not too little Respect the culture – Don't be blind to customers'

values, culture

Qualification

Ask probing questions – 5W questions Use 20/80 rule – 20% talking, 80% listening Qualification has both human and business aspects The process should begin with the human aspects

questions Then questions should smoothly transition to the

business mode

Solutions

Listen for clues during the qualification process on how you can recommend a product that best meet the customer's needs

Once you have identified your product that meets the customer's needs listen for clues about which features of the product will benefit the customer most effectively

Knowing your products and services is part of the solutions process

Focus on personalized benefits, instead of reciting the whole laundry list

Objections

Types of Objections

Misunderstanding due to too much information or too little

Doubts about the value of the product or the company

Alternative product may be a better choice

Overcoming Objections

Types of Objections

Clarify the information and if needed provide more specific details about the product

Reassure the customer, mention personal experience if you have any, offer third party proof

Determine alternative product is better or not, if not demonstrate the value of your solution

Close

Closing the sale is like hitting the iron when it is hot

Is this the right product for you?

When do you want it delivered?

What color, size, design would you like?

The promotion is only available for a limited time.

Finally

Selling is like golf it looks easy but it is not. It takes a lot of skill, passion, patience and flair. Just like in sports, be yourself, give it you hundred percent and don't worry about winning or losing, you will eventually be a winner.