SELLING SKILLS

SBSC , Hyderabad

Buying is not one but a bunch of 5 decisions

1. 1.

Your integrity and judgment

you are there to take or give.

Your company is dependable and has a good after-sale service;

you may make a distinction between yourself and your company, but your prospect does not.

SBSC , Hyderabad

3.

4.

Product or Service- Suitability, quality, delivery. Price.

Value for their investment. ( VFM)

3.

When because no one wants to spend money before its necessary

People Buy Not because they understand your Product or Service, but because they feel YOU understand THEM.
SBSC , Hyderabad

Direct

personal communication to influence target audience

Oral

presentation in conversation with existing and prospective customers for the purpose of making a sale.

SBSC , Hyderabad

Providing Information Persuading Establishing a relationship Building a relationship Sustaining the relationship

SBSC , Hyderabad

Oldest method of business promotion Most reliable promotion method Expensive method of promotion One cannot live without it

SBSC , Hyderabad

Flexibility in terms of tailoring the sales presentation. Two way communication and face to face interaction. More time and opportunity to convince customers. When we talk to customers they change their positions to adopt new buying patterns or behavior. More opportunity to understand clients. Helps to establish rapport with the client.
SBSC , Hyderabad

Preparation Prospecting and Qualifying Pre-approach Approach Identify the Need Solution to satisfy the need.

Sales Presentation- AIDA

Handling objections Closing the sale Post sale follow up

SBSC , Hyderabad

Know Your

Commodity / Product Customer Competitor Company

SBSC , Hyderabad

Is a two way process of communication

A sends a message B receives the message. Involves concentration and working out the implications of the message. B state back what has been understood, but makes no evaluation. A agrees with the Bs interpretation or resends the message if any misunderstanding has occurred, till the message is properly under stood

2 Techniques
Summarizing

(message) Reflecting (feelings)

SBSC , Hyderabad

Branch dossier / Branch database Identify potential for buying in existing clients Reference from existing clients Winning back lost customers Customer call register / enquiry register Attracting competitors customers Newspaper Advertisements Sub-registrar office, Urban development authority etc Pensioners list, employees list from govt. depts., Corporates etc Directories, Trade Associations like Chamber of Commerce, District Industries Centre etc References from Staff Cold canvassing i.e. door to door
SBSC , Hyderabad

Pre-approach
Find out about the needs of the customer Fix prior appointments

Approach
First Impression Counts Meet the customer with a positive frame of mind Make an impact on him. Ice-Breaker

SBSC , Hyderabad

Identify Need

Probing (Gentle, Discreet & Non Aggressive) Identify suitable product & make a Sales Presentation.

Solution to satisfy the need

SBSC , Hyderabad

Attention Interest Desire Action

SBSC , Hyderabad

Handling objections
Sometimes objections are not to the Bank but to the person marketing. Just the fact that they do not like the Bank. Gaps in either their understanding or in the adequacy of information. The person is afraid to take a decision. Objection should be clearly understood and addressed immediately.

SBSC , Hyderabad

Assumptive close The Alternate or Choice close I recommend close The benefits Close The ultimatum or last chance close

SBSC , Hyderabad

Slow head nod With a smile Extensive pupil dilation Gestures that show interest Buyers possessiveness

SBSC , Hyderabad

Post sale follow up

SBSC , Hyderabad

Our Rates are lower!

They 15% We 12%

SBSC , Hyderabad

Know more about the customer Prepare Tables & Charts Be appropriately dressed and make a favorable impression Better to take an appointment rather than just dropping in on a customer. Be punctual, never be late Practice Basic Etiquette and courtesies

SBSC , Hyderabad

Spend a minute or two making polite enquiries Do not waste the customers time Ask questions and listen to the answers Set goals and determine to be successful

SBSC , Hyderabad

Try to build relationships, not to sell products Tell the truth. Integrity has long term value Be a financial advisor, not a salesman We should be convinced ourselves. If we are not convinced, clients will not be! Provide responsive and anticipatory SBSC , Hyderabad after-sales service

Creating the right setting in the office Interacting with clients visiting our office Making corporate presentations Visiting residences/offices of clients based on prior appointment Contacting clients over phone at periodical intervals Customers prefer talking to listening
SBSC , Hyderabad