10. Effective Selling Skills
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Transcript of 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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THANK YOUTHANK YOUTHANK YOUTHANK YOU