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    Sales Process & Selling Skills: Presentation by Ajesh Mukundan P

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    Ajesh Mukundan P
    The document outlines the sales process and important selling skills. The sales process has three phases - pretransactional (prospecting, qualifying, planning), transactional (approach, needs discovery, presentation, objection handling, closing), and posttransactional (service, follow-up). Selling involves finding leads and converting them to deals. The acronym LEAD represents the key steps - locate prospects, educate them, answer questions, and help them decide to purchase. Critical selling skills include setting outcomes, controlling conversations, rapport building, time management, listening, questioning, language use, objection handling, and closing.

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    Sales Process & Selling Skills: Presentation by Ajesh Mukundan P

    Uploaded by

    Ajesh Mukundan P
    35 views9 pages
    The document outlines the sales process and important selling skills. The sales process has three phases - pretransactional (prospecting, qualifying, planning), transactional (approach, needs discovery, presentation, objection handling, closing), and posttransactional (service, follow-up). Selling involves finding leads and converting them to deals. The acronym LEAD represents the key steps - locate prospects, educate them, answer questions, and help them decide to purchase. Critical selling skills include setting outcomes, controlling conversations, rapport building, time management, listening, questioning, language use, objection handling, and closing.

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    The document outlines the sales process and important selling skills. The sales process has three phases - pretransactional (prospecting, qualifying, planning), transactional (approach, needs discovery, presentation, objection handling, closing), and posttransactional (service, follow-up). Selling involves finding leads and converting them to deals. The acronym LEAD represents the key steps - locate prospects, educate them, answer questions, and help them decide to purchase. Critical selling skills include setting outcomes, controlling conversations, rapport building, time management, listening, questioning, language use, objection handling, and closing.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    Download as pptx, pdf, or txt
    35 views9 pages

    Sales Process & Selling Skills: Presentation by Ajesh Mukundan P

    Uploaded by

    Ajesh Mukundan P
    The document outlines the sales process and important selling skills. The sales process has three phases - pretransactional (prospecting, qualifying, planning), transactional (approach, needs discovery, presentation, objection handling, closing), and posttransactional (service, follow-up). Selling involves finding leads and converting them to deals. The acronym LEAD represents the key steps - locate prospects, educate them, answer questions, and help them decide to purchase. Critical selling skills include setting outcomes, controlling conversations, rapport building, time management, listening, questioning, language use, objection handling, and closing.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    Download as pptx, pdf, or txt
    of 9

    Sales Process

    &
    Selling Skills

    Presentation by
    Ajesh Mukundan P

    11/02/2021
    11/02/2021
    Selling Process
    • PRETRANSACTIONAL PHASE (Prospecting,
    Qualifying, Precall Planning)
    • TRANSACTIONAL PHASE (Approach, Needs
    Discovery, Presentation, Handling Objections,
    Closing)
    • POSTTRANSACTIONAL PHASE (Service and
    Follow-up)

    11/02/2021
    Selling is all about
    FINDING LEADS
    and
    CONVERTING
    them into
    DEALS

    11/02/2021
    LEAD Stands for

    • L - Locate
    • E - Educate
    PROSPECT
    • A - Answer
    • D - Decide

    11/02/2021
    L- Locate E- Educate A- Answer

    THROUGH
    PRESENTATION OBJECTION
    HANDLING

    PROSPECT

    D- Decide
    CLOSING

    11/02/2021
    11/02/2021
    Selling Skills
    • Outcome Setting
    • State Control
    • Rapport
    • Time & Self Management
    • Listening
    • Questioning
    • Language
    • Handling Objections
    • Closing Skills
    11/02/2021
    Happy Selling

    11/02/2021

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