Sales Training

Tips & Techniques to Successful Selling

@amsalestraining

Areas Covered

Preparation

Opening

Process

Closing

Follow Up

Preparation

Product/Service Knowledge

Know your own products & services extremely well, especially:

Features.

Advantages.

Benefits.

Market AwarenessMarkets Trends – What Trends are helping shape

the market for your customers

Be aware of products and services being offered by competitors.

Opening

BasicsIntroduce Yourself

Smile

Make Eye Contact

Be confident in yourself & your product knowledge

GreetingCustomers appreciate direction and, once

greeted, are more likely to engage with the salesperson during the sale .

Simple Greetings

1. “Good morning/afternoon/evening”

2. “Welcome to our shop”

3. “Can I help you find anything?”

4. “Hi there, what brings you here today?"

IntroductionStart with your name

Stat your position within your company/store

Introduce your company

Tell them you’re here to help them today to help find what they are looking for.

Don't Forget About Body Language - Especially when your job is in retail, don't approach with arms crossed.

Process

Build TrustAs a sales rep, you need to build trust with your

customer. Buyers need confidence that you understand their buying needs.

Discover the customer’s needs then effectively communicate how specific products offer an affordable & satisfactory solution to those needs

Open-Ended QuestionsGet your customers talking and keep them

talking by asking them open-ended questions.

Open-Ended Questions Examples

1. “How much are you willing to spend?”

2. “What did you want to talk about today?”

3. “What other factors have we not discussed?”

4. “What are your concerns?”

Product/Service DescriptionDescribe how your product or service is different

from others who offer similar products.

Focus on how your product is unique.

It is important to translate the product's features into benefits for the customer.

The product information should be informative, true and complete. It should give the prospective buyer all the information they need.

Be EnthusiasticYou must share your excitement about the

product or service.

It is difficult to develop interest without excitement.

It shows the customer you care about the products and services that you are offering.

Ask QuestionsAsk Questions during the sale - When you ask

questions about what the customer wants or needs, you show the customer that you care.

Ask can you take notes – this shows that you are listening to what the customer is saying.

The information the customer is giving you is far more important than anything you have to say to them & will help you during your sale.

RememberDon’t assume that your buyer will automatically

know what you’re talking about (company terminology) so use simple language while selling.

People will ask you questions that you may not always know the answer. Don't guess if you don't know the answer.

Closing

ASK FOR THE SALEASK FOR THE SALE

Once you ask for the sale, stay quiet as this will force the customer to make a decision.

A lot of salespeople forget to ask for the sale.

So always when closing the sale, make sure to ask your customer for the sale.

StopSTOP selling after the customer gives you

buying signals.

If you continue to offer them options, they may become unsure about their purchase.

A common mistake that can lose a sale is to continue to sell and offer products/services after the customer has already indicated that they are willing to make the purchase.

Final ProposalTo help with closing the sale, show the customer

your final proposal in writing as it shows the customer exactly what they are getting.

People react better to things they see.

Add-on, Upsell & Cross-Sell

Once the customer agrees to buy…

Add-on, Upsell or Cross-sell - You are doing the customer a service.

Be sure to Add-on, Upsell or Cross-sell only something the customer needs and will benefit from.

RememberStay confident, no matter how difficult the close

becomes, being a salesperson is all about staying confident.

Even if you can't close a sale, still make the customer's experience a pleasant one. If they don't buy from you today, they may come back.

Follow-Up

ImportanceFollowing up is an important aspect of closing a

sale.

Follow-ups build trust & relationships with your customers.

Follow-Ups show customers that the business/salesperson appreciates them.

Maximize long-term sales volume.

If a sale has not been made, it may lead to a sale.

Letter/Email/PhoneSend a thank you letter/email or make a phone

call.

Make sure it includes:

1. Thank the customer for their purchase.

2. Means to contact you in case of an issues via phone and/or email.

3. Offer/Suggest additional products the customer might need.

4. That you look forward to dealing with them again.