1. Essential Selling Skills For Slide Share Part 1
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1. Essential Selling Skills For Slide Share Part 1
- 1. WELCOME TO ‘ ESSENTIAL SELLING SKILLS’ Essential Selling Skill Part One
- 2. PROFESSIONAL SELLING “Show me one successful person & I’ll show you a successful salesperson!” ____Richard Denny. Essential Selling Skill Part One
- 3. OBJECTIVES • Increase sales & retention – existing & new sources • Develop & apply winning sales strategies • Build long-term business relationship with major customers • Develop key account management skills Essential Selling Skill Part One
- 4. DIFFERENT KINDS OF SELLING • Collaborative Selling gh • Consultative Selling in g throu b e go We’ll • Conceptual Selling IONIN G T • Rain Maker QUES E NI Q U TECH • Customer Centered from G L L I Nnts) Selling S SE P I N y Accou r/Ke • Versatile Selling (Majo tec hniq ues NLP • Strategic Selling Plu s som e • Proactive Selling • Relationship Selling Selling Skill Part One Essential
- 5. SELLING IN THE NEW WORLD? COLLABORATIVE/CONSULTATIVE (Guilt free selling) Educated Choice - help clients to take their own decisions Relationship – build long-term business relationships Repeat Business – save on cost of selling/promotion/advertisement Partners in progress - both the seller & the customer evolve together Essential Selling Skill Part One
- 6. WHY CORPORATES OR CUSTOMERS BUY? • Feel the NEED to buy - business & personal use • Perceive VALUE in the products/services • The product/service SOLVES THEIR PROBLEMS Essential Selling Skill Part One
- 7. WHY PEOPLE BUY? “People Don't Buy Because They're Made to Understand, They Buy Because They FEEL Understood” Essential Selling Skill Part One Open floor discussion
- 8. SELL YOURSELF FIRST WHY DO YOU THINK YOU SHOULD SELL YOURSELF FIRST? & Open floor discussion HOW CAN YOU DO THAT? (list things that can help you to sell yourself first or make a good first impression) Essential Selling Skill Part One
- 9. SELL YOURSELF FIRST • Appearance & attire – first impression & acceptance • Connect – build rapport • Trust – honesty & integrity • Confidence – e.g., how well do you present & testimonials • Communicate – tune into your customers (needs, preferences & concerns) • WIIFM? - take interest in them, know & their concerns • Empathize – bond with your customers • Be Enthusiastic – induce positive states Essential Selling Skill Part One
Editor's Notes
- 15 mins (brief self introduction & house keeping + paperless) 0900 to 0915 hrs Soft music playing in the background.
- Video: 1. funny car salesman 15 mins (10 mins x 1 videos + 5 mins discussion) 0915 to 0930 hrs Ask what are the lessons they can identify from the video they saw: Tug at the ‘emotions’ of customers to win them Persistence pays
- 5 mins 0930 to 0935 hrs There is a lot to cover in two days time and so the course will unfold differently than the sequence in syllabus discussed earlier but cover all the aspects of selling mentioned therein. Slide presentation Open discussion Videos Group work Simulation & role plays Assessments etc.
- 15 mins 0935 to 0950 hrs Collaborative Selling: Collaborate with the customer to match your services with the customer’s needs – two way communication. Consultative Selling: The term 'consultative selling' first appeared in the 1970s book Consultative Selling by Mack Hanan. It describes a selling technique in which the salesperson acts as an expert consultant for his prospect, asking questions to determine the prospect's needs and then using that information to select the best product or service for those needs... ideally, the salesperson's own. Consultative selling frequently works hand-in-hand with value-added selling, in which a salesperson presents customer-specific benefits related to their product or service. The consultative approach, when properly executed, yields a quantity of information about the prospect's wants and needs – which makes it easy for the salesperson to take the next step and present the perfect benefits for those wants and needs. Thoroughly qualifying prospects before setting up an appointment is critically important to a consultative approach. If you the salesperson don't know ahead of time that your product will be a good fit for the prospect, you'll end up wasting a long appointment drawing out the prospect only to discover at the end that you can't provide what they need. Conceptual Selling: To maintain a highly-competitive sales force, every interaction with customers must be conducted to either: Move an opportunity forward Or improve the relationship. Repeatable structure/s that can be applied for more effective/productive interaction with customers. Rain Maker: Authenticity Balance Confidence Desire Customer Centered Selling: Build Relationships Partnership – mutual benefit/profit Consultative Versatile Selling: Adopting your style to the customer’s – analytical, driver, amiable & expressive Strategic Selling: The process of engaging early at the most senior level, aligning with political and economic power, in addressing the most serious problems or opportunities. Then architecting solutions with unique compelling value while setting an agenda that disadvantages or eliminates competitors. Proactive Selling: Networking Consultative Selling Customer Service Whole Team working towards customer satisfaction Collaborative Selling Sales Interview Be Proactive Difference With Competition
- 5 mins 0950 to 0955 hrs This is what we are going to cover + questioning techniques from ‘SPIN’ selling Ask the delegates why customers (individuals/companies) buy – open discussion – than show the next slide.
- 10 mins 0955 to 1010 hrs Emphasize how their & customer’s perception can make the crucial difference between their success & failure as sales executives. Ask the difference between ‘want’ & ‘need’ – everyone wants but few have the buying power to fulfill their want and the intention (need) Ask them what they understand by ‘Value’ – emphasize that value has to be built into a product/services by linking how the product/service will BENEFIT the customer Always think in terms of ‘solving customer’s problems’ then making a sale.
- 5 mins 1010 to 1015 hrs Individual selling: Feeling dictates almost every customer decision Corporate sales: Both feelings and logic count – good feelings help to connect; so the customers listen and have confidence in you and then & only then you can close. Sales Coordinators are concerned how their decision will affect their professional reputation
- 15 mins (including the next slide) 1015 to 1030 hrs
- Show video 2 on ‘Sell Yourself First’