SELLING SKILLS

Tue, June 08, 2010

"Selling is wrongly associated with only the smart or better looking people ..."

Customer Requirements

Quality

Value

Customer Satisfaction

Service
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Core Processes

Acquire new customers

Retain current customers

Sell more to current customers

SELLING TECHNIQUES Focus on the Process, not the results

Important Video Refer youtube

The 80:20 Results Trap

It is not advisable to focus on dealing with 20% of the Clients likely to give 80% of the business in the hope of getting MORE CREDIT. The Big Value Quotes may not necessarily need good selling skills. Hence the right approach could be to focus on the middle 50% Clients giving 50% Business.
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Professional Salesmanship

There is no substitute for professional salesmanship. The brochures, proposals, third-party testimonials, advertisements or the technical strengths act only as sales supports especially to acquire a major share in the target market.
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Relevant Selling Points

Importance of TRUST in building relationships Top-Line & Bottom-Line Results Develop insight on the Decision makers in contracts Differentiate by a USP to deal with competition Handle objections thro Need identification & development

Filling the Sales Funnel

Success requires a combination of skills, perseverance, energy, addressing points of resistance and continuously refining the message for maximum impact.

Selling Themes

Differentiate Design Keep

Customers - Enquiry Handling

Differentiated Offerings Drawing Templates Cross Potential Other products Life Time Value Get preference, if not price

Existing Customers Close Follow up

Exploit

Maximizing

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Difficult to copy Insights

Someone can copy your behavior

Someone can copy your designs

Someone can copy your product Someone can copy your mfg capabilities Someone can copy your client lists

It is difficult to copy the SALES INSIGHTS gained by you, making the WHOLE more than the SUM OF ITS PARTS
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Customer cannot make up his/her mind? The customer does not know everything about everything he buys. Give the customer say two (not many) options visualizing competitive actions.
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Strategic Selling a holistic function

SELLING FOR STRATEGIC GROWTH IS A HOLISTIC FUNCTION WITH PROACTIVE CO-ORDINATION BETWEEN THE OPERATIONAL GROUPS

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Some Lessons
Responsive to commitments Be a good listener Sensitivity judging on the face value Irresponsible clientele Unwritten commitments

Unnecessary liabilities
Chinks in the armor Consideration Enlightening Customers Ethics Knowledge Baggage Competition brings us closer
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Thanks for your Attention

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