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    Effective Selling Skills

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    goyalsahil_india
    The document provides information to optimize salespeople's skills in order to achieve commercial goals. It discusses the selling process, which involves preparation, opening, identifying needs, handling objections, presentation, and closing. Key selling skills discussed include active listening, effective questioning, differentiating between features, advantages, and benefits, and handling customer objections. The document emphasizes that preparation, asking questions, understanding customer motivations, and believing in the product are important for sales success.

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    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd

    Effective Selling Skills

    Uploaded by

    goyalsahil_india
    615 views28 pages
    The document provides information to optimize salespeople's skills in order to achieve commercial goals. It discusses the selling process, which involves preparation, opening, identifying needs, handling objections, presentation, and closing. Key selling skills discussed include active listening, effective questioning, differentiating between features, advantages, and benefits, and handling customer objections. The document emphasizes that preparation, asking questions, understanding customer motivations, and believing in the product are important for sales success.

    Original Title

    10. Effective Selling Skills

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    The document provides information to optimize salespeople's skills in order to achieve commercial goals. It discusses the selling process, which involves preparation, opening, identifying needs, handling objections, presentation, and closing. Key selling skills discussed include active listening, effective questioning, differentiating between features, advantages, and benefits, and handling customer objections. The document emphasizes that preparation, asking questions, understanding customer motivations, and believing in the product are important for sales success.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    615 views28 pages

    Effective Selling Skills

    Uploaded by

    goyalsahil_india
    The document provides information to optimize salespeople's skills in order to achieve commercial goals. It discusses the selling process, which involves preparation, opening, identifying needs, handling objections, presentation, and closing. Key selling skills discussed include active listening, effective questioning, differentiating between features, advantages, and benefits, and handling customer objections. The document emphasizes that preparation, asking questions, understanding customer motivations, and believing in the product are important for sales success.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    of 28

    Training Objective

    To optimize the sales force


    selling skills in order to
    achieve their commercial
    objectives and goals
    ? What do Salespeople Do
    What will make you a good
    ?Sales Person
    Buying Motives

    Logical Factors Emotional Factors


    Logical Motives Emotional Motives
    - To gain or save time . - To Improve Image .

    - To reduce work or effort . - To Improve self - esteem .

    - To improve current performance . - To Increase the level of satisfaction .

    - To improve standard of living . - To derive pleasure .

    - To improve safety. - To Satisfy the Ego.

    - To increase level of comfort . - To Increase happiness


    What is Selling ?
    Selling is a Process

    •Selling is a process rather than an action .

    • It consists of a number of Steps .

    • All steps need planning and preparation .


    Selling Process
    1- Opening
    Preparation
    2- Identify
    Needs

    3- Handling
    Objectives

    4- Presentation

    5- Closing
    Preparation Makes The Difference
    Three questions you should always ask yourself
    •What do I know ?
    •What do I need to know ?
    •How am I going to find out ?
    What Are The Basic Selling Skills
    - Active Listening .
    - Effective Questioning .
    - Differentiating between product Features – Advantage – Benefits .
    - Handling customer objections .

    - Buying Signals .

    - Closing the deal .


    Why do we listen ?
    - To show respect to the other person .
    - To sell what the customer really wants .
    - To save time and effort for both you and the customer .
    - To encourage full, Open and honest expression .
    - To show interest, Concern and attention .

    - To focus on the customer’s massage and gain full and accurate


    understanding of his / her messages
    When Customer talk When salesperson talks

    - Find what is in customer’s mind .


    - Find what the customer wants . - The customer gets bored .
    - Find what the customer like .

    - Find time to develop some ways of - Do not have the opportunity to find
    satisfying the customer’s desire . the need of the customer .
    Objectives Questions

    - Objectives are easier to measure if - Ask lots of questions and listen


    they are specific . intensely to the answer .
    - Objectives help in checking progress .
    - By asking questions you remain in
    - Objectives help in controlling the call . control of the conversation .
    Questioning
    OPEN Questions CLOSED Questions
    • HOW.........? • Did..........?
    • Why...........? • Can.........?
    • When.........? • Have........?
    • Who...........? • Do..…......?
    • What..........? • Is..............?
    • Where........? • Will...….....?
    The benefit of asking questions
    - You can encourage the customer to talk .
    - You can stimulate the thoughts .
    - You can gather more information .
    - You are in control .
    - You can release tension .

    - You can invite discussions .


    FAB

    -F( Features ) : What is this ? … Describe facts – Data – products -


    Service .

    -A( Advantages ) : What does it do ? … How the product or service


    may match the needs of the average customer .

    -B( Benefits ) : What is in for me ? … How the product or service


    meets the explicit needs expressed by the customers .
    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
    Handling Objections

    Most objections are cased by the two ( Two Misses ) .

    Miss- Understanding .

    Missing – Information .
    Common Objections
    Price is too high . Call me next week .

    I am not interested. Send me brochures .

    I will talk to my partner.

    I am happy with what I have .

    I have used it before and I do not like it .


    Effective Response Methods
    Reverse Admit

    Compensation Methods Feel – Felt – Found

    Boomerang Method Pass – Up Method

    Postpone Method . Direct Denial

    Indirect Denial
    Buying Signals

    - Questions : How much does it cost ? 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 .


    Closing Skill
    •Closing Scenarios :-
    - Asking : So what product you chosen ? .
    - Assumption : Will you pay cash for this service ? .
    - 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, I can make special contract .
    - 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 will call my manager now, If he agrees on the 15% discount,


    Will we have a deal ? .
    Closing Skill

    - Questions : How much does it cost ? 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 .


    The Big Keys To Sales Success
    - Know your “ Stuff “ and believe in it .
    - Stop selling and start listening .
    - Leave your EGO at the door and learn flexibility .
    - Respect how your customer prefers to communicate .
    - Manage yourself like a business .

    - Let your Enthusiasm show .


    - Always be positive .
    The Big Sales Mistakes
    - Talking too much .
    - Nervousness .
    - Failure to see your customer’s world and problems .
    - Failure to do enough pre – call planning .
    - Trying too hard to sell .

    - Becoming complacent .
    - Overreacting to objections .
    The seven steps out bound sales call
    - Pre Call Planning ( Review client info. – Planning Objectives ) .

    - Approach / Positioning ( Relaxed – Use customer’s name – Build rapport –


    Explain purpose of Visit – Identify yourself and where you are from - .
    - Gathering Information ( Questions must be relevant – Questions should help to
    identify customer’s need – Explain why you are asking questions – Adopt a
    conversation tone / don’t interrogate – Acknowledge answer before next question ) .
    - Solution
    Generation ( Tailor communication solutions to specific client need –
    Prepare client for the recommendation ) .
    - Solution Presentation ( Select most appropriate solutions – Focus on value –
    Present recommendation in a clear and concise manner ) .

    - Close the call ( Select timing – Handling Objection – Closing Techniques ) .

    - Wrap – Up ( Thanks client for business – Leave name and


    number – Discuss implementation steps – Position next call ) .
    THANK
    THANK YOU
    YOU

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