Session 1 Selling Successfully

Selling Successfully
One day program on sales management
www.carehrm.com
3/20/2013
Preparing to sell
Dealing with customers Making successful sales Managing sales teams
www.carehrm.com
3/20/2013
Preparing to sell
Selling is the basis of all business success. Lay the foundations for successful selling with long term principles and practices and by developing key personal skills.
www.carehrm.com
3/20/2013
Aiming for success
Making a No-Win sale
Making a Win-Win sale
www.carehrm.com
3/20/2013
Find out what the customer really wants as early as possible.
www.carehrm.com
3/20/2013
Gaining self confidence
Always approach prospective customers expecting to sell
Take the advice of others about your appearance and your presence
3/20/2013
www.carehrm.com
Pacing your speech
www.carehrm.com
3/20/2013
Top 5 Sales Myths

Order taking has been replaced by the Internet.
The hard close has been replaced by the strong opening.

The willingness to buy lunch has been replaced by the ability to solve customer problems. Many companies report their sales force ability to meet quota is declining and is at 49% or less. 80% of the total sales revenue is coming from 20% of the sales force. Some companies say it is a 90%-10% split.
www.carehrm.com
3/20/2013
Practicing self development

Communication Exploiting information Relationship building Handling finance
Absorbing information
Note taking
Self manage
Your
Thinking
www.carehrm.com
3/20/2013
1 0 Apsara
3/20/2013
Inception
The beginning of something a first part or stage of subsequent events

3/20/2013
Getting organized
Track paperwork processes from start to finish to cut out waste.
Free an early morning period to catch upon undone task.

Plan days daily, months monthly, and years annually.
12
www.carehrm.com 3/20/2013
13
www.carehrm.com
3/20/2013
Realize they have a problem.
Know what is required to solve it. Do their own research. (The Internet is a tremendous source of information.) Select a service or product that will give them the results they expect. Bottom Line:
14
www.carehrm.com
Buyers are already sold by their selves!
3/20/2013
15
www.carehrm.com
3/20/2013
Ask a salesperson to follow a procedure, write a report, or update the sales system, and they will tell you they do not have time. Theyll tell you, Sales is an art.
16
www.carehrm.com
3/20/2013
The Undocumented Tragedy

The first areas to look to for change are within your own
Are your procedures current? Do your procedures produce the results you expect? Are all procedures documented? Is the staff trained in their use? Do you have metrics? Do you monitor the implementation of your procedures?
sales processes:
17
www.carehrm.com
3/20/2013
SALES MODELS
We have no recognized standards in sales, but we have plenty of sales models to choose from. Many sales forces use all of them, some of them, or some hybrid of them. Unfortunately, allowing the sales force to follow their own model creates a considerable disparity of which model is working best.
18
www.carehrm.com
3/20/2013
The sales script is divided into four steps:
CLOSE
PROPOSITION
DEMONSTRATION
19
www.carehrm.com
APPROACH
3/20/2013
Avoid giving the impression to the merchant that you are trying to force him to buy.... No person likes to feel he is being sold.
20
www.carehrm.com
3/20/2013
CLOSING SALES MODEL

The key elements defining the Closing Sale Model are:
Presentation Skills Trial Closing Overcoming Objections Final Close

21
PRODUCT/SERVICE PUSHING THROUGH PERSONALITY, PERSISTENCE AND PRICE
22
www.carehrm.com
3/20/2013
RELATIONSHIP SALES MODEL

The salesperson builds a relationship, over time, with repeated visits.
The buyer and seller get to know each other on a personal and professional level.
23
PROBLEM-SOLVING SALES MODEL

Open-ended questions - Role-playing is used with students to get them to understand how to get Clients or prospects to talk about the things that are important to them. Closed-ended questions - Closed-ended questions require a yes or no response. Listening skills is a key component. The salesperson takes the information and then presents solutions.
24
VALUE ADD SALES MODEL

Price objections raised by the Problem-Solving Sales Model can be countered by adding additional services. In this way, adding these services to the base product/service gives a perception of the value received versus the price.
25
www.carehrm.com
3/20/2013
- Costs
+ Value
26
www.carehrm.com
Value innovation
3/20/2013
CONSULTATIVE SALES MODEL
Determines how to lower the clients costs and/or

27
www.carehrm.com
Determines how to increase the clients revenues

3/20/2013
PARTNERING
This model became the buzzword used by salespeople not in creating a legal entity, but in building a joint plan for creating an opportunity. The sale is conducted at the highest level of the company and an output is a business plan targeted at a niche within the clients market. The term partnering became highly overused and misused. Clients and prospects soon tired of hearing the word.
28
www.carehrm.com
3/20/2013
TEAM SELLING MODEL
Though not new, the Team Selling Model became increasingly more integrated into the sales model. The salesperson in this model must coordinate all of the activities within the organization and external to the organization, in order to win the business.
29
www.carehrm.com
3/20/2013
COMPLEX SALES MODEL
Large ticket sales Multiple decision makers Extensive coordination, both internal and external Long lead times
30
www.carehrm.com
3/20/2013
Review the different models you are using. Are you getting the results you expect? If you are leading a sales team, what model does your team use? Or, are they all using different ones?
Bottom Line:
Sales is not an art ... it is a process!

31
Sales Myth Number 3
Salespeople who are Good Talkers with a Great Pitch win the most Place a salesperson in a selling situation and they are set to give you their Pitch. In fact, I have heard prospects tell a salesperson, Go ahead, give me your best Pitch. The reality is that the Pitch works sometimes, and sometimes it doesnt.
Bottom Line:
Salespeople can talk themselves right out of the sale.

32
Sales Myth Number 4
Selling is Close, Close, and Close
The Gallup Organization took a poll in 2000 asking this question: Please tell us how you would rate the honesty and ethical standards of people in these different fields?
33
www.carehrm.com
3/20/2013
Four of the top trusted categories chosen were:
Nurses Pharmacists Veterinarians Doctors
Four of the lowest rated were:
Lawyers Newspaper Reporters Insurance Salesmen Advertising Executives

3/20/2013
34
www.carehrm.com
Used-Car Salesmen. Gallup has been taking this survey for over 20 years and, each time, used-car salesmen ranked on the very bottom of the list.
35
www.carehrm.com
3/20/2013

Session 1 Selling Successfully

Uploaded by

Copyright:

Available Formats

Session 1 Selling Successfully

Uploaded by

Document Information

Original Description:

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

Session 1 Selling Successfully

Uploaded by

Copyright:

Available Formats

What are some of the principles of preparing for a successful sale?

What are some of the principles of preparing for a successful sale?

What are the different sales models discussed in the document?

What are the different sales models discussed in the document?

Selling Successfully

One day program on sales management

Aiming for success

Making a No-Win sale

Making a Win-Win sale

Find out what the customer really wants as early as possible.

Gaining self confidence

Always approach prospective customers expecting to sell

Pacing your speech

Top 5 Sales Myths

The hard close has been replaced by the strong opening.

Practicing self development

The beginning of something a first part or stage of subsequent events

Free an early morning period to catch upon undone task.

Realize they have a problem.

Buyers are already sold by their selves!

The Undocumented Tragedy

The sales script is divided into four steps:

CLOSING SALES MODEL

Presentation Skills Trial Closing Overcoming Objections Final Close

PRODUCT/SERVICE PUSHING THROUGH PERSONALITY, PERSISTENCE AND PRICE

RELATIONSHIP SALES MODEL

PROBLEM-SOLVING SALES MODEL

VALUE ADD SALES MODEL

CONSULTATIVE SALES MODEL

Determines how to lower the clients costs and/or

Determines how to increase the clients revenues

TEAM SELLING MODEL

COMPLEX SALES MODEL

Sales is not an art ... it is a process!

Sales Myth Number 3

Salespeople can talk themselves right out of the sale.

Sales Myth Number 4

Selling is Close, Close, and Close

Four of the top trusted categories chosen were:

Nurses Pharmacists Veterinarians Doctors

Four of the lowest rated were:

Lawyers Newspaper Reporters Insurance Salesmen Advertising Executives

You might also like