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
- To gain or save time .
- To reduce work or effort . - To improve current performance .
- To

Emotional Motives
- To Improve Image .

- To Improve self - esteem .

- To Increase the level of satisfaction .
- To

improve standard of living .

derive pleasure .

- To improve safety.
- To increase level of comfort .

- To Satisfy the Ego. - 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 customers massage and gain full and accurate understanding of his / her messages

When Customer talk

- Find what is in customers mind . - Find what the customer wants . - Find what the customer like . - Find time to develop some ways of satisfying the customers desire .

When salesperson talks

- The customer gets bored .

- Do not have the opportunity to find the need of the customer .

Objectives

Questions

- Objectives are easier to measure if they are specific . - Objectives help in checking progress . - Objectives help in controlling the call .

- Ask lots of questions and listen intensely to the answer . - By asking questions you remain in control of the conversation .

Questioning
OPEN Questions HOW.........? Why...........? When.........? Who...........? What..........? Where........? CLOSED Questions Did..........? Can.........? Have........? Do........? Is..............? 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( Service .

Features ) : What is this ? Describe facts Data products -

-A( ) : What does it do ? How the product or service may match the needs of the average customer .

Advantages
Benefits

-B( ) : 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 . I am not interested. Call me next week . 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 Compensation Methods Admit Feel Felt Found Pass Up Method

Boomerang 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 customers 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 customers 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 customers need Explain why you are asking questions Adopt a conversation tone / dont interrogate Acknowledge answer before next question ) . Generation ( Tailor communication solutions to specific client need Prepare client for the recommendation ) .
- Solution

- 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 ) .