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 ) .