Developing Excellent Selling Skills

Marketing Myopia
Sellers pay more attention to the specific
products they offer than to the benefits
and experiences produced by the
products.
They focus on the wants and lose sight
of the needs.

What is Selling?
It is the process of:
analyzing a customers need for a product,
service or idea
then providing persuasive information
about that product, service or idea to the
customer.

The 7 Steps of a Sale

Planning
&
Preparation

Introduction
Or
Opening

Questioning

Presentation

After Sales
Follow - up

Closing

Overcoming
Objections

Six Powerful Prospecting Tips

1. Prospecting for new business should
be done:

Daily
With Focus
Routinely
With Seriousness

2. When prospecting:
Be prepared
Get organized
Take good notes

Six Powerful Prospecting Tips

3. When prospecting:
Use a script - don't shoot from the hip.
Practice the script until it sounds smooth and
natural.
Role-play with an associate over the phone.
Avoid the temptation to sell over the phone.
Your objective is to gather information and
make the appointment.

10 Critical Mistakes Committed

During Phone Prospecting
Mistake
Mistake 10:
10:
Sending
Sending
Unnecessary
Unnecessary
Literature
Mistake
Literature9:
Mistake
9:Poor
Poor
Telephone
TelephoneImage
Image
Mistake
Mistake 8:
8:No
NoPostPostCall
CallReview
Review
Mistake
Mistake 7:
7:Lousy
Lousy
Listening
Listening
Mistake
Mistake 6:
6:Screener
Screener
Abuse
AbuseAnd
AndMisuse
Misuse

Send
The
Listen
strong-arm
More
me information
Than
tactics
You
of
on
Talk.
the
that.
People
It is important
fuss about
to REFLECT
their personal
on

salespeople
"uh,
I
didn't
cause
have
a
resistance
chance
to
"I have
some
ideas
that
have
helped
The
other
person's
desire
to way
appearance,
the
activities
but
of each
ignore
phone
the
other
retailers
in your industry cut
read
with
the
that
screeners.
yet."
listen
&
to
talk
to
you
isexpenses
in And
they
call.
"look"
These
on
are
the
learning
phone.
down on their advertising

Printed
materials
can
betraffic.
a fine
inverse
proportion
totelethe
while
generating
more
store
that
opportunities.
can
be fatal
Learning
to
Basic
psychology
tells
youamount
that
complement
to
your
sales
I'd
like
to
ask
Ms.
Ritu
a
few
of
speaking
you
do.iswhile
professionals.
doesn't
place
the
more take
someone
pushed,
questions
to
see
if
this would
makethe
effort.
sense they
for
you
toyou
take
a
look
at."
you're
engaged
in talk,
an
activity.
harder
resist.
Plus,
the
Experiment:
YOUthe
stillmore
needOn
to generate
your next
10
It
takes
place
afterward,
when
greater
the
possibility
you'llthey
Action
Steps:
interest
to
the
where
calls
mark
in
2point
columns:
you dwell
on it.they
mention
things
canisobject
Action
Steps:
The key
selling
deserve
literature.
"desirable"
&
"undesirable,"
"You
probably
work
closely
Action
Action
Steps:
Steps:
If
At
you
the
hear
end
the
of with
To get to your buyers, all you
to.
yourself
on
WHY
you
need
to
Ms.
Ritu,
is that
right?" you
"So I'm
describing
the
total
image
request
everytocall
early
you
place,
the
call,
simply
respond
need
dobetter
is in
help
screeners
do
prepared when I speak
listen.
form
based
on
what
the
other
with
her,
there's
some
with,
ask
yourself
"I'll
be
happy
two
questions:
to
send
their
job,
which
is
protect
the
"Why
do
I
need
to
listen
this
information
you to
could
help me
person
says
&
how
they
say
it.
something
that
summarizes
buyer'sStep:
time
that
only
withso
first..."
Action
The
best
way
to
person?"
1. What did I like about this
what
wewith
discussed.
Let
me
ask
callers
something
of
value
"Because
what
this
person
says
improve
the
way
you
sound
iswill
to
call?
you,
though,
ifwhat
you
what
you
areme
allowed
to
spend
time
tell
exactly
I like
need
to with
say
listen
to
yourself
on
tape.
2. What would I have done in
see,
Get
I'm
Information
assuming
we'll
the
be able
order
to help
themFrom
buy,
therefore
the boss.
differently
on this in
call?
putting
more money
my pocket."
to
Screener
do business
together?"
Have your purpose in mind

10 Critical Mistakes Committed

During Phone Prospecting
Mistake
Mistake 5:
5:
Inadequate
Inadequate
Questioning
Questioning
Mistake
Mistake 4:
4:Poor
Poor
Preparation
Preparation

Mistake
Mistake 3:
3:MisMisunderstand
understand
Objectons
Objectons

People
object
when
reps
don't
Poor
preparation
ensures
a sloppy,
Your
Needs Filled
/ suggest
Questions
to Ask
When
salespeople
Benefits
Problems
question
effectively,
when they
rambling
call.
treatment
without diagnosis
Solved
Onbusiness
the
hand,
you
can and
talk
tooother
much,
and
basically
Your
Often
last
"How
quickly do you
the
result
is have
usually
disastrous
offers
minute orders
normallycall
need delivery?"
should
your
before
present
features
person
overnight
they require
thethe
for thechoreograph
caller:
He
loses
deliveryplace
on
next
day, and
"Do of
you ever
needcall
next- is
you
it. The
result
your
isn't
excited
about.
Then
when
orders
received
their
existing
day delivery on orders
credibility
in
the
listener's
also
you
pick
by 5:00 determined
P.M.,
vendor isn't before
able
you realize
you
need up
to
objections
are
voiced,
its
not
while
all the So to
meet those
place
later in the
day?"
mind.
customers
bring
up
the
other phone.requests,
"What do you do in
handled
it effectively.
objections
as ait result
of like
poor
competitors
cut therefore
situations
that?"
off their
causes
"What happens when
Action
Step:
most
best
way to
questioning
& The
lousy
ordering
time
inconveniences,
youlistening.
need it the next
Action
Step:
Map
out
your
at
12:00 noon
maybe even
day,
butto
have
to wait for
important
deal
with and
objections
step
is setting
is
your
for
next
daylost
business.
two
days?
What
kind
of
questioning
strategy
before
your
delivery
inconvenience
does
that
Primary
prevent Objective.
them from cause?"
arising in
call.
the firstAsk
place.
yourself
However,
what when
you
You can
see
this
situation,
if
want
objections
to do
do
atinthe
arise,
end
dig
offor
the
the
call,
"I see.
Well,
let's
the what
questions
uncovered
the
and
reasons
behind
should
them.
they
do that."
at
the
talk
about
need
problem,
"benefit"
end
of/the
call. theThe
would then
truly
be of ACTION.
value.
objective
must
involve

10 Critical Mistakes Committed

During Phone Prospecting
Mistake
Mistake 5:
5:
Inadequate
Inadequate
Questioning
Questioning
Mistake
Mistake 4:
4:Poor
Poor
Preparation
Preparation

Mistake
Mistake 3:
3:MisMisunderstand
understand
Objectons
Objectons

People
object
when
reps
don't
Poor
preparation
ensures
a sloppy,
Your
Needs Filled
/ suggest
Questions
to Ask
When
salespeople
Benefits
Problems
question
effectively,
when they
rambling
call.
treatment
without diagnosis
Solved
Onbusiness
the
hand,
you
can and
talk
tooother
much,
and
basically
Your
Often
last
"How
quickly do you
the
result
is have
usually
disastrous
offers
minute orders
normallycall
need delivery?"
should
your
before
present
features
person
overnight
they require
thethe
for thechoreograph
caller:
He
loses
deliveryplace
on
next
day, and
"Do of
you ever
needcall
next- is
you
it. The
result
your
isn't
excited
about.
Then
when
orders
received
their
existing
day delivery on orders
credibility
in
the
listener's
also
you
pick
by 5:00 determined
P.M.,
vendor isn't before
able
you realize
you
need up
to
objections
are
voiced,
its
not
while
all the So to
meet those
place
later in the
day?"
mind.
customers
bring
up
the
other phone.requests,
"What do you do in
handled
it effectively.
objections
as ait result
of like
poor
competitors
cut therefore
situations
that?"
off their
causes
"What happens when
Action
Step:
most
best
way to
questioning
& The
lousy
ordering
time
inconveniences,
youlistening.
need it the next
Action
Step:
Map
out
your
at
12:00 noon
maybe even
day,
butto
have
to wait for
important
deal
with and
objections
step
is setting
is
your
for
next
daylost
business.
two
days?
What
kind
of
questioning
strategy
before
your
delivery
inconvenience
does
that
Primary
prevent Objective.
them from cause?"
arising in
call.
the firstAsk
place.
yourself
However,
what when
you
You can
see
this
situation,
if
want
objections
to do
do
atinthe
arise,
end
dig
offor
the
the
call,
"I see.
Well,
let's
the what
questions
uncovered
the
and
reasons
behind
should
them.
they
do that."
at
the
talk
about
need
problem,
"benefit"
end
of/the
call. theThe
would then
truly
be of ACTION.
value.
objective
must
involve

TECHNIQUES
TECHNIQUES OF
OF SELLING
SELLING

Handling
Handling Objections
Objections

Objection Handling Techniques

Feel/Felt/Found
I know how you feel.
Other customers have felt the same way
Ill show you what our customers have found.

Agree/Add/Explain
Listen and confirm
Align with the customer before redirecting
Explain why and how the situation can be changed or
altered

Objection Handling Techniques

Smoke out all important objections
See the objection as a question
Agree with the customer about something
Admitting to the Objection

Tips for successful selling

You have just a few seconds to make a good

initial impression be it in person or on the phone.

Maintain an attitude that you are seeking to help

your prospect meet a need or solve a problem,

rather than force the sale of a product or service.
Know your product and be enthusiastic about it!

If you're not enthusiastic, your prospect certainly

won't be.

Contact Information
MMM TRAINING SOLUTIONS
Landline: +91-44-42317735
Cell: +91 9677044366
Cell: +91 9677040908
Email: administration@mmmts.com
Website: www.mmmts.com

Pramila Mathew
CEO and
Executive Coach

Vikas V.
Vice-President
Training