Active Selling

ActiveSalesmanship

 

Active Selling

 

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Active Selling

Objectives

At the end of this seminar, participants will be able to:• Gain insights on what selling really is.• Define common sales jargons and practice using them.• Prepare the different kinds of prospect list and practice

how to qualify and prioritize prospects• Demonstrate how to get an appointment effectively• Spot the prospects needs and determine appropriate

product and service to offer • Practice effective suggestive selling and solutionselling• Discuss the merits and !enefits of once products and services• Practice the !asic presentation process from opening to closing• "dentify opportunities for preclosing and spot !uying signals• "dentify the different personality types and determine the right

approach in dealing with each of them• Show how to handle #o!jections$ and concerns

 

Active Selling

Program outline

 ". %&%'()*% "S + S+,%S P%'S)*

  Gain insights on what selling really is.

"". ,%+'*"*G -% ,"*G) / 0%1+*"1S

  Define common sales jargons and practice using them.

""". P')SP%1-"*G

  Prepare the different kinds of prospect list and practice how to qualify and

prioritize prospects

"&. G%--"*G +* +PP)"*-0%*-

 Demonstrate how to get an appointment effectively

Spot the prospects needs / determine appropriate product / service to offer 

 Practice effective suggestive selling and solutionselling

 Discuss the merits and !enefits of once products and services

 Practice the !asic presentation process from opening to closing

 "dentify opportunities for preclosing and spot !uying signals

 "dentify the different personality types and determine the right

approach in dealing with each of them

 Show how to handle #o!jections$ and concerns

 

Active Selling

Modul 1

Everyone is a Sales Person

 

Active Selling

 

EVERYTIME YOU TRY

TO COVICE !OMEOE

TO "IVE YOU !OMET#I",

 YOU ACTUA$$Y %!E$$&

'E %!E$$& !OMET#I"

TO (U$(I$$ A %EE)&* '#ET#ER

 YOUR EE), T#E OT#ER +ER!O!

EE)! OR -OT#*

LEARNING OUTCOME 

• To make participants realize that

they have been doing the activity of

selling since they were young• …That selling is a natural skill

 

Active Selling

MAKE SURE OU !A"E T!ESE #E$ORE%OIN& ACTI"E SELLIN&'

3. #i&ht attitude

4. Stron& inner drive

5. Confidence

6. 1ffective listenin& skills

7. 1ffective ver)al and nonver)al skills

8. ood preparation

9. 1ffective call handlin& techni:ue

SELF-TALK 

THE BASICS

 

Active Selling

Modul 2

Learning the Lingo &

Mechanics

 

Active Selling

Obtain

.nowled/e

Tar/et

0o1r

prospecti2e

c1stomer 

Close"enerate

referrals(ollow 1p

+resent

0o1r 

prod1cts and

ser2ices

+lan 0o1r

+resen3

tation

"et an

Appoint3

ment

(ind

the

 Yes "10

ACTIVE

SELLING

CYCLE

 

Active Selling

COMMON

SALES

JARGON

• Qualified leads

• Prospeci!"

• Prospecs

• Cold#Calli!"

• Gae $eepers

• Yes Gu%s

• Prese!aio!

• &e'o!sraio!

• Tie &o(!s

• Ad)a!ce'e!

• O*+ecio!s

• Closi!"

• Referrals

 

Active Selling

Modul 3

Prospecting

Knowing who is your target market  

 

Active Selling

 Market Profiling  Identify the market and its needs

Where is my Retail Trade Area?

Who are my customers?

What are their needs?

What are my customers’ demographics?

What are my customers’ personality types?

What are my selling opportunities?

 

Active Selling

What is prospecting?

The process of developing a list of

qualified leads - companies or individuals

likely to buy your products and service.

Kinds of rospect List

! Warm List - personal contacts! Referrals - referred "y others! Lu#e$arm %ontacts - people $ho respond to

your ads! %old list - these people don’t #no$ you

 

Active Selling

Sources (or Ne)Pros*ective Customers

Inside your company;• Past customers inactive sales led&er accounts• <ook at the purchase led&er %ho are your suppliers=• Collect )usiness cards from salespeople prospectin&your company use them to call their decisionmakers• et the receptionist>secretary to collect informationfrom salespeople prospectin& your company• /ld diaries %ho %ere you speakin& to last year=• /ld record cards• Ask for referrals from e?istin& customers• If you have field %orkers, &et them to ask for referralsor look for potential prospects• Ask all mem)ers of other departments %ho they kno%

 

Active Selling

Sources (or Ne)Pros*ective Customers

/utside your company;• (elephone Directories• (op 3@@@ corporations directory• Internet• City "all>local &overnment• #osters; clu)s, fraternal or&ani'ations,social or&ani'ations,

church &roups, alumni associations, trade associations• *riends, relatives, ac:uaintances, )usiness contacts

 

Active Selling

+uali(,ing - Prioriti.ing ourPros*ective CustomersCriteria Matri/ Met0o1

  1)00)* 1'"-%'"+

 *eed for the product 1apa!ility to Pay 'elationship Geography / Pro2imity 

 

Active Selling

Modul 4

Getting an Appointment

 

Active Selling

&ETTIN& AN APPOINTMENT

Plan eac0 call3. ho to ask for=

their full name and position

4. hy you are callin&=the reason you %ill &ive them

5. hat is your o)-ective=main o)-ective Ba saletactical o)-ective Ban appointment

6. hat is your 2e, message=if you %ere in their position, %hat %ouldinterest you a)out your product or service>

7. "o% are you &oin& to open the call=%hat can you say to &et theirattention>arouse curiosity=

8. <ikely o)stacles and ho% to counter them&atekeepers and )arriers resistance fromthe decision maker

 

Active Selling

Remember:

The Purpose of aCold Call is not topresent yet but to

get an appointmen

 

t. 

 

Active Selling

Skills Practice Guidelines

 

 Sales PersonSP

 YG Yes Guy

Gate-keeperGK

 

Active Selling

Skills Practice Flow

Read

Coach

Skills Practice

Feedback

 

Active Selling

Suggestions

are added to

widen the

prospect3s

horizons

T0e +uestion $unnel

 

O*en *robes'&ive you information

O*en *robes'develop the conversationallo%in& you to introducene% topics

Close1 *robes'confirm %hat you havelearned and check thatyou understand fully

Close1 *robes'allo% you to test the%ater at various sta&es

 

Active Selling

 The +ower of A

 

s4in/ 51estions 

• -hey keep your prospect involved• -hey help your prospect determine for himself the

value of your product• -hey indicate your sincere interest in the

prospects3 !usiness• -hey help you uncover your prospects needs

 

Active Selling

.inds of 51estions 6 their Timin/

3. !road vie% 4. $arro% it do%n5. Value leads6. Choices7. +uestion on a :uestion8. statement>:uestion9. Commitment &ainin& :uestions. /)li&atin& :uestionE. F(iedo%nG :uestions

 

Active Selling

Modul

!he Sales Presentation

 

Active Selling

T0e Ps,c0olog, o( a Sale

3. et the personGs attention>arousecuriosity4. 1sta)lish>find out %hat they %ant5. Sho% them ho% you can &ive them %hatthey %ant6. Ask for commitment

 3 Ste*sA4aroused curiosityI4interest in doin& somethin&%4desire for one product specificallyA4action

 

 

Active Selling

time

       1     e     s

       i     r     e

D1SI#1

I$(1#1S(

A((1$(I/$

AC(I/$

Get their attention and arouse their curiosity

Find out what they want to do

and how interested they are in doing it

!uild their desire

for your product

"lose the sale

#UIL%IN& T!E %ESIRE

 

Active Selling

+repare for the +resentationControl Clients’ “Moments of Truth” • Package yourself • 4e sure you are dressed appropriately• Project a pleasant personality• 4e mindful of details in your !rochures and5or

!usiness letters• 'esearch a!out your prospect• 4ring only appropriate !rochures• 6se references who are happy with you

 

Active Selling

Open the !ales +resentationOnce You Walk in the Door 

• 'ela2 !ut stand up straight• Smile• ,ook the prospect in the eye• Shake hands• Give your !usiness card• Don3t sit down until your prospect does• )pen a !rief !usiness!ased small talk if

appropriate• Start your presentation

 

Active Selling

Critical !teps in !ales +resentation

 +fter greeting and making any appropriate small talk7

8. Define the focus of your conversation

9. +sk strategic questions.

:. ,ink your product5service to the prospective customer3s

needs

;. Position your product to fit your prospective customer3s

mindset

<. Discuss the merits and !enefits of your product5s. 6se

visual aids as support materials.

=. +nswer o!jections.

>. Direct discussions away from costs7 !ut toward value

?optional@.

A. 1lose or advance the sale.

 

Active Selling

!el*(ul Ti*s'3. #elate product features to their pro)lems4. 1?plain the )enefits5. ain a&reement at each sta&e6. 0se Fimagine5 BIma&ine %hat adifference that %ill make7. 0se only relevant facts>features

Matchin& )uilds desire, )ut effective matchin&)uilds the desire to )uy from H/0.

 

Active Selling

Why some people hate to “sell”?It is because of the basic fear

of one little word… NO!

 

Active Selling

 

Remember'S67 S67 S67 S67 N

Some illSome onGt

So hatShanGt %orry

$12(DonGt d%ell on past failures. Move on.

go on&&&

 

Active Selling

Modul "

#losing the Sale

 

Active Selling

o$er of Solution Selling

! 'dentify their (pains) and needs

! 'dentify the matching intrinsic *alue of your product

! +a#e the customer reali,e that you product is the

solution to their pains

! iscuss the features and "enefits

! re-close

! %lose

 

Active Selling

Kee* it Sim*le an1 Smart$othin& complicated, no tricks closin& is not a con

3 #ASIC CLOSES3. Preclosin&4. Direct closes5. Choice closes6. Assumptive closes

K&'&S&S&

 

Active Selling

Ad2ance

Closin/ Techni71es

• Obli/atin/ Close*• Test )ri2e Close*

 

Active Selling

Modul $

%andling i''icult Situation

 

Active Selling

O#8ECTIONSRESISTANCE(hey have concerns and are hesitant )ecausethey are not convinced. (hese are not o)-ectionsto )e overcome, )ut genuine matters to beresolve19

 

Active Selling

3. (hey have other product preference.

4. (hey have a preferred vendor.

5. (hey find the price )eyond their )ud&et.

6. (hey donGt have the )ud&et.

7. (hey are not sure of your products>service.

8. Hou are talkin& to the %ron& person.

9. (hey didnGt like the %ay it %as presented.

Resistance ma, be 1ue to t0e (ollo)ing'

 

Active Selling

Classi(,ing t0e ConcernAns%erin& %hat is meant, not %hat is said.

Misunderstandin&s Clear them up

Conditions (est %ith :i(5#eal Price

E((ort

Ris2

Com*etition

$e&otiatin& (rade donGt -ust &ive

no% your ne&otiation limits

ive increased value added

Ans%erin& %hat is sai1 can still leave a concernJ

%e only handle them effectively %hen %e deal %ith

%hat they mean.

 

Active Selling

Sel( Assessment

6!AT IS OURPERSONALIT TPE;

 

Active Selling

#asic Personalit, T,*es

,ogical5Bactual People

%motional5Beeling People

I

n

t

r 

o

2

e

r 

t

s

%

2

t

r 

o

v

e

r 

t

s

%2trovert5,ogical

)ri2er 

%2trovert5%motional

Visionar0"ntrovert5%motional

Amiable

"ntrovert5,ogical

Anal0tical

 

Active Selling

-ypical -raits ow to Cin them )ver  

E8tro2ert9Emotional

VI!IOARY

#esires to be $ Admired

%ants to be$ &nsightful

&n a meeting$ '(plores and )uestions

#islikes $ *outine+the mundane

,ooks for$ *ecognition

-acing+timing$ Spontaneous . fast

Time style$ -rocrastinating

#ecision are$ Spontaneous

&mpress them by$ /our fle(ibility

Ask )uestions that$ Are far0reaching

in their implications

Support their $ &deas

#emonstrate your $ 1riginality and

creativity

2ake !enefits$ &nnovative and global

Show commitment by$ Feeding fresh

ideas

!est close$ #irect

E8tro2ert9$o/ical

)RIVER

#esires to be $ &n charge3

%ants to be$ to the point3

&n a meeting$ &nitiates and directs

#islikes $ &ndecision . slowness

-ace+timing$ #ecisive and fast

,ooks for$ productivity

Time style$ 41%

#ecision are$ closed and final

&mpress them by$ Getting to the point

Ask )uestions that$ Are relevant

Support their $ Action

#emonstrate your $ '(perience

2ake !enefits$Tangible and concrete

Show commitment by$ Getting things done

!est close$ #irect

 

Active Selling

-ypical -raits ow to Cin them )ver  

Intro2ert9Emotional

AMIA-$E

#esires to be $ ,iked+accepted

%ants to be$ -leasant+friendly

&n a meeting$ 5armonizing+helpful

#islikes $ &mpatience+pushiness

-acing+timing$ "omfortable and slow

,ooks for$ Attention

Time style $ Then and when 0 the past

#ecision are$ "onsidered

&mpress them by$ Friendliness

Ask )uestions that$ Are non0threatening

Support their $ Feelings

#emonstrate your $ Team spirit and

 warmth

2ake !enefits$ -ersonal

Show commitment by$ %orking with them

!est close$ Assumptive

Intro2ert9$o/ical

AA$YTICA$

#esires to be $ "orrect+right

%ants to be$ -recise+accurate

&n a meeting$ "hannels . clarifies

#islikes$ Surprises+ unpredictability

-ace+timing$ systematic and slow

,ooks for$ Accuracy+detail

Time style$ Scheduling

#ecision are$ #eliberate

&mpress them by$ Thoroughness

Ask )uestions that$ Are detailed

Support their $ Thoughts

#emonstrate your $ #etailed knowledge

2ake !enefits$ -rovable

Show commitment by$ !eing systematic

!est close$ #etailed summary

 

Active Selling

O#8ECTIONSRESISTANCE(hey have concerns and are hesitant )ecausethey are not convinced. (hese are not o)-ectionsto )e overcome, )ut genuine matters to beresolve19

 

Active Selling

'h0 are there %Obections&

and #ow to O2ercome Them

Signs that the client needs more information ?Chat are

the signs@

“ May I ask what is it that you need to think about?” 

Signs that you have not yet linked the product with the

need of the client ?Chat are the signs@

”Se!i"i!a##y$ what do you wish this %odu!t shou#d

ha&e? 

Signs that you have not convinced the client on the value

of your products ?Chat are the signs@ 

“Let 'e show you how ou% %odu!ts !an answe% you%

 %esent %edi!a'ents(” 

 

Active Selling

'h0 are there %Obections&

and #ow to O2ercome Them

Signs that the client really wants to !uy !ut needs to formulate a

way to do it ?Chat are the signs@

“ May I ask what !an he# you to 'ake a

de!ision now(?” or  “ )ow !an I 'ake thin*s easie%

"o% you?” 

Signs that you are talking to a gatekeeper ?Chat are the signs@

”Can we 'ake an en*a*e'ent today o% how about

Monday? 

 

Signs that the client has a totally different set of needs ?Chat are

the signs@

“I %ea#i+e that what you a%e #ookin* "o% a%e not

what I ha&e but I !an %e"e% to you so'ebody who

!an he# you( I" I 'ay ask$ who a'on* you% !#ub

'e'be%s 'ay #ike the %odu!ts that I,' o""e%in*?”  

 

Active Selling

Critical Ste*s in !an1ling Concerns

$ollo) t0e si/4ste* se<uence3. elcome it. <isten %ith empathy4. +uestion to understand and classify the concern5. Summari'e the concern and a&ree %ith thecustomer6. Ans%er, out%ei&h or offer alternatives7. Check satisfaction and move on BdonGt d%ell8. Close Ba&ain the sale.

 

Active Selling

Common Concerns"ave ans%ers to common concerns ready

6e are 0a**, )it0 <oyaltyK confidence, so

our e/isting su**lier  &et them -ust to try you as

secondary supplier.

#emem)er the %eaknesses in the

competitionGs offerin& )ut talk

a)out only your stren&ths

ou are 1earer t0an Check you are dealin& ot0ers %ith like

for like

#emem)er that you only have to

 -ustify

the price

6e 1on5t 2no) 0se third party 0o) goo1 ,ou

are  referrals, copy letters

from satisfied users, etc.

 

Active Selling

*I$A< (IPS */# S0CC1SS

Perseverance pays

Remember' inners never :uit and :uitters never %in

As2 (or re(errals Multiply your opportunities

#e 1i((erent= (o &et more, )e more, do more anddo differently 

!ein& &oal focused, or&anised, enthusiastic and persistentcould -ust )e enou&h to &ive you the ed&e in every sale.

%O IT NO6=

 

Active Selling

Modul (

)ecoming Adept in

Proactive Selling

 

Active Selling

Than4in/

Say thank you

Carm hand shake

-hank you note

Greeting cards

Giftgiving

Ta4in/ Care

Bollowup calls

Dropping!y

1hecking for new

!usiness

 

Active Selling

Effects

1ustomer delight

Cordofmouth advertising

0ore referrals

'epeat !usiness

,ong !usiness relations

 

Active Selling

)oin/ (ollow31ps 

8. Greet the prospective customer.

9. 'ecall the result of your last meeting.

:. +sk for the prospective customer3s decision

;. "f the decision is

a@ positive7 set an appointment to close the sale

  !@ negative7 ask for reason7 empathize and thank

the customer for his5her time and offer to call

again in the future.

Note Don’t ask for referral !uring this moment" #t

shoul! ha$e %een !one !uring the &resentation

meeting"

c@ uncertain or none yet7 ask what are their

concerns and then offer help to resolve it

?if possi!le@ to call again for followup.

<. Summarize. -hank the customer for his5her time.

=. Chatever is the result7 always end in a positive note.

 

Active Selling

Copin/ with the !l1mp 

• 'ecognize the slump• %2amine your sales technique• 4elieve in your self • 4elieve in your products and

services• Generate enthusiasm• Don3t get discouraged• -ake care of yourself 

 

Active Selling

$ist of some common sales

mista4e-alking too much

-alking too fast

,oss of enthusiasm

*ervousness during presentation

,ack of planning

Selling too well for too long

Borgetting to ask for referrals

Selling to hard

 

Active Selling

Time Mana/ement Set goals for yourself 

Prioritize

'ecord your appointments

-ravel efficiently

-ake time to plan

 +void the time wasters