full guide for selling skills

1. Professional selling skills
1Dr.AHMED NABIL

2. Why do you work??
• If you are not in business for money or fun,
• What the hell you are doing here???
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3. The real meaning of passion
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4. To earn more learn more
• You have to work hard on your job
• And harder on your self
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12. The power of repetition (habit)
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13. It starts in your brain
what you think most?
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14. Fake it till you make it
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15. You are unique and special
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16. do what successful people do
follow the leaders
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One must realize that all who have accumulated great
fortunes, first did a certain amount of dreaming, hoping, wishing,
DESIRING, and PLANNING before they acquired money.

17. The whole story is
•ATTITUDE
•SKILLS
•KNOWLEDGE
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18. You are responsible
Be proactive
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19. You are the master of
yourself ???
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20. You can do any thing
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21. if you expect the worst you will get the worst
if you expect the best you will get the best
Be positive
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22. • To get more give more
• Give every bit of yourself. Hold nothing back
• your heart over the bar and your body will follow
• Keep this constantly in mind.
• Weak desires bring weak results, just as a
• small amount of fire makes a small amount of heat.
• "Beware of what you want for you will get it
A major key to success in this life
desire
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23. • Never mention the worst. Never think of it.
• Drop it out of your consciousness
• At least ten times every day affirm
• I expect the best and with God's help will attain the best."
See the opportunities
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24. • WE MIGHT AS well admit it, we want people to like us.
• The psychologist, William James, said,
• "One of the deepest drives of human nature is the desire
to be appreciated.“
• The feeling of not being wanted or needed is one of the
most devastating of all human reactions
People by from people they like so
How to Get People to Like You??
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25. • First, become a comfortable person, that is, one with whom
• people can associate without a sense of strain
• "I never met a man I didn't like.“
• Like people they will like you (law of reciprocity)
• Still another important factor in getting people to like you is
• to practice building up the ego of other person
The fact is that popularity can be attained by a few
simple,
natural, normal, and easily mastered techniques
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26. 1. Learn to remember names.
2. Be a comfortable person be homey
3. Acquire the quality of relaxed easy-goingness
4 .Don't be egotistical.
5. Cultivate the quality of being interesting so that people will
want to be with you and get something of
• Stimulating value from their association with you
• 6-Never miss an opportunity to say a word of
congratulation upon anyone's achievement,
• or express sympathy in sorrow or disappointment
• 7- show respect for others
How to Get People to Like You??
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27. Perception is every thing
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28. How do you see your self??
Self esteem
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30. Orange never gives apple juice
what is inside get outside
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31. Inner self talk
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32. People by from people they like or
they wish to be like or they like them
or appreciate them
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33. We see what we believe not what is true
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34. How we see others
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37. planning
• If you have not your own plan ,you are a part of
others plans.
• If you fail to plan ,you are planning to fail.
• There is no unwritten plan .
• Planning is a process.
• Make it SMART.
• Plan your work and work your plan
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38. prospecting
• Locating prospective customers is the first step in
the sales process.
• Not all sales leads qualify as good prospects.
• Many methods can be used to locate prospects.
–The best source is a satisfied customer.
• Effective prospecting requires a strong plan that
hinges on developing a lead qualification and
management system and overcoming reluctance to
prospect.
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40. Identify needs
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41. Psychological needs
Gaining profit
Avoiding loss
Comfort zone
Un comfort zone
Be safe
Escape from risk 41Dr.AHMED NABIL

42. Types of customers
Low
Assertiveness
High
Assertiveness
Low Responsiveness
High Responsiveness
Task oriented people, efficient decision
makers, Base their decision on facts
Have a great desire to get ahead in their
others and careers
Take risks, not interested in technical
information but want to know how the facts
affects results
Warm, approachable, competitive,
Although they are interested in people,
their relations with supporters and
followers recruited to assist them in
achieving their personal goals
Focus on the future, little concern for
practical details, they act quickly, take
risks, but tend to be impatient and change
their minds easily
They like facts and logic,
Make decisions very slowly
Systematically analyze facts using the
past as an indicator to the future,
They achieve their objectives by
working with people
Close relationship and cooperation are
important to them
Make decision slowly, they avoid risks,
and change their opinion reluctantly.

43. Cues for Recognizing Social Styles
Technical background
Achievement awards on wall
Work-oriented office,
showing much activity
Conservative dress
Likes solitary activities
Pictures of family displayed
Personal mementos on the wall
Liberal arts background
Casual or flamboyant dress
Office has friendly, open atmosphere
Desk open for contact with people
Likes group activities
• Motivational slogan on the wall
Office has friendly, open atmosphere
Cluttered, unorganized desk
Desk open for contact with people
Casual dress
Likes group activities
(e.g., politics, team sports)
Awards on the wall
No posters or slogans on walls
Calendar prominently displayed
Furniture placed so contact with people is across
the desk
Conservative dress
Likes solitary activities
Low
Assertiveness
High
Assertiveness
Low Responsiveness
High Responsiveness

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Communication skills

46. What is Communication?
Communication is the
transfer and
understanding of
meaning
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47. Do we need to communicate?
Yes, we need to communicate,
EFFECTIVELY
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48. How we Communicate
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49. Nonverbal (Body language)
-It is the non verbal communications
-It includes
*Appearance
*Posture
*Eye contact
*Gestures
*Personal space
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50. Appearance
• First impression is the last impression
• You never get a second chance to make a
first impression
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51. Smile
-A smile is the best thing
you can wear
-Nothing creates a rapport
like a smile
-You smile. I smile
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52. Body angle
Body movements directed
toward a person indicates a positive regard
while
Leaning back or away suggests boredom ,
anger ……
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53. Posture
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54. The power pose
Higher self esteem
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55. Eye contact
it shows interest.
concentrate on the color of
the pupil
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56. Avoid Staring
Pierluigi Collina – the world’s most instantly recognizable football referee56Dr.AHMED NABIL

57. Eyebrow
Doubt:
we raise an eyebrow
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58. Gesture
opened vs closed
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59. Handshaking
• Firm handshake in friendly style indicates self
confidence .(equal-upper-lower)
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61. Sitting, legs apart
Open,
relaxed
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62. Hand to cheek
Evaluation, thinking
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63. Touching nose
Rejection,
doubt,
lying
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64. Bill Clinton rubbed his nose more than 26
times as he was explaining his relation
with Monica
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65. Head resting in hand, eyes downcast
• boredom
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66. Stroking chin
Trying to make
a decision
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67. Biting nails
Insecurity,
Nervousness
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68. Personal space
• It depends
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69. Verbal communication
remember
• The most important six words
“ I admit I made a mistake”
• The most important five words
“ You did a good job”
• The most important four words
“ What is your opinion”
• The most important three words “
If you please’’
• The most important two words
“ Thank you’’
• The most important one word
“ We’’
• The least important one word
“ I ’’
69Dr.AHMED NABIL

70. PRESENTATION SKILLS 5Ps
INTRODUCTION
A natural reaction to presentation is fear
Fear is Largely Brought by the Unknown
By reducing the area of the unknown
You can reduce your fear
And to reduce the unknown
You need to prepare for your presentation
FEARPREPARATION
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71. 10-71
McGraw-Hill/Irwin
“The focus of the presentation should be on
what is important to the customer, not what
is important to me.”
~Amanda Deitz
Pfizer
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72. • Keeps the buyer’s attention
Use humor ,visuals effectively and get customer involved
• Improves the buyer’s understanding
Multiple-sense appeals (ice cream)
• Helps the buyer remember what was said
demonstration
• Offers proof of the salesperson’s assertion
Practical application (drink the non toxic liquid)
• Creates a sense of value
Use appropriate props,words and care in handeling
10-72
Characteristics of a Strong Presentation
McGraw-Hill/Irwin
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73. 10-73
How We Learn and Remember
McGraw-Hill/Irwin
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74. PRESENTATION SKILLS
• Tell them a story
• Dramatize
• Exaggerate(max)
• Add value (facts)
• Growth
• artistic (right)
• realistic (left)
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77. DRAMATIZING
Dramatizing Helps in Convincing the Prospects.
Dramatizing Improves Understanding.
Dramatizing Makes a Lasting Impression.
Dramatizing Helps the Sales Rep.
Dramatizing Creates Value.
The Appropriate Use of Words
Make a cinematic scene (lighting system)
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78. • Word pictures and stories
– It is best to use stories from your own life.
– Make sure you have a reason for telling the story.
– Use the “hook” of the story to tie back directly to your
presentation.
– Be accurate and vivid with the words you choose.
– Pace the story, watching your audience for cues.
– Choose stories that fit your own style.
– Remember, stories can be quite short.
10-78
Verbal Tools
McGraw-Hill/Irwin
78Dr.AHMED NABIL

79. Verbal Tools (continued)
• Humor
–Don’t oversell the joke.
–Don’t apologize before telling a joke.
–Identify any facts that are absolutely necessary
for the punch line of the story to make sense.
10-79
McGraw-Hill/Irwin

80. spirit
• Adequacy of QUALITY and QUANTITY of service is not
• sufficient to maintain a permanent market for your services.
• The conduct, or the SPIRIT in which you deliver service, is a
strong
• determining factor in connection with both the price you
receive,
• and the duration of employment.
• He stressed the fact that he would not retain any man,
• no matter how great a QUANTITY, or how efficient
• the QUALITY of his work, unless he worked in a spirit of
HARMONY.
• Mr. Carnegie insisted upon men being AGREEABLE.
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81. METHODS
1. INTRODUCTORY APPROACH
Your name, your company, your purpose, …etc.
2. PRODUCT(SERVICE) APPROACH
A unique action, characteristic, … etc.
3. CUSTOMER BENEFIT APPROACH
Convenience, speed, Economy … etc.
4. SHOCK APPROACH
A rate or percentage of incidence, research finding, … etc.
5. QUESTION APPROACH
Preference, practice, evaluation , … etc.
6. FLATTERY APPROACH
N.B. You should be prepared to use as many approaches as necessary to bring the sale to the
next phase - the main idea.
THE APPROACH
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82. Contrasting Sales ‘Models’ (% of Time)
Activity High-Pressure,
Stereotypical
Professional,
Problem
Solving
Build
rapport/trust
10% 40%
Identify needs 20% 30%
Presentation 30% 20%
Close 40% 10%
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83. A general rule of thumb is 80:20
Your prospect speaks 80% of the time
You speak 20% of the time
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84. Active listening
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85. Go for No
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86. HANDLING OBJECTIONS
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88. NO DOES NOT ALWAYS MEANS NO
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89. PRICE OBJECTIONS
• Use a two-step approach:
• Try to understand the customer’s perspective -- ask
questions
• After understanding the prospect’s perspective, sell
value and quality rather than price
• Service- guarantee
• Company Reputation
• The Salesperson
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90. HANDLING COMPETITION OBJECTIONS
Praise and Pass On
Direct
Comparison /
Meet
Competition
Head-On
Backhanded
Compliment
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91. Recommendations For Handling Objections
• Listen carefully
• Keep your temper on ice
• Don’t argue
• Make the customer feel you care and you are
interested
• Expect some objections and include in your
answers before being provoked
• Get a commitment that the objection has been
answered 91Dr.AHMED NABIL

92. closing
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93. A
L
W
A
Y
S
B
E
C
L
O
S
I
N
G
TEST OF SELLING ABILITY
1. You can spend months qualifying prospects.
2. You may work long hours and know your
products.
3. You may search and know customers
attitude
BUT
4. If you don’t get orders your sales
career is a very short one.
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94. A
L
W
A
Y
S
B
E
C
L
O
S
I
N
G
1. WRONG ATTITUDE
DIFFICULTIES IN CLOSING
2. POOR PRESENTATION
3. POOR HABITS & SKILLS
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96. Techniques of closing
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97. Give them options
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104. A Super Sales Success Secret
• Think positively …and follow up
• Plan carefully …and follow up
• Present thoroughly …and follow up
• And follow up …and follow up
…and follow up …and follow up
…and follow up …and follow up
…and follow up …and follow up
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105. Show Appreciation
• Phone with solutions immediately
• Mail interesting clippings (e-mail, too)
• Write congratulatory notes
• Send clippings about family, too
• Send holiday cards
• Send birthday cards
• Prepare a brief newsletter
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106. The Seven Deadly Sins
of Business Selling
1. Lack of product knowledge. Salespeople must know their
product line as well as the buyer’s line or nothing productive
can occur.
2. Time wasting. Unannounced sales visits are a nuisance.
When salespeople start droning about golf or grandchildren,
more time is wasted.
3. Poor planning. A routine sales call must be preceded by
some homework—see if it’s necessary.
4. Pushiness. This includes prying to find out a competitor’s
prices, an overwhelming attitude, and backdoor selling.
106Dr.AHMED NABIL

107. The Seven Deadly Sins
of Business Selling
5. Lack of dependability. Failure to stand behind the product,
keep communications clear, and honor promises.
6. Unprofessional conduct. Knocking competitors, sloppy
dress, and poor taste aren’t professional.
7. Unlimited optimism. Honesty is preferred to the hallmark
of the good news bearers who promise anything to get an
order.
Never promise more than you can deliver.
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108. Thanks
Dr. Ahmed Nabil
Tel:01066677799
nobil1231@gmail.com
Ahmed Nabil
Dr.AHMED NABIL 108