2. The Objective of this session is to improve your Selling Skills so you can
become the best sales advisor.
You will be able to learn the traits of a good sales advisor.
3. Introduction to sales.
Traits of a Good Salesman.
Hits and Myths of selling.
5 steps to an amazing sale.
Objection Handling .
Recap.
4. Act of persuading another person.
Act of understanding the customer
needs and giving them a product that
matches their expectation.
5. Your job as a sales man/girl involves lot of challenges:
Today customer have too many options.
They are busy and unwilling to even listen to you.
You need to understand their needs better and provide them better services.
Understand the challenges that we might face.
6. Lets quickly do a Role Play :
Time : 10min.
Requirements : 3 volunteers
7.
8. 1. Confidence
2. Active Listening
3. Probing
4. Product Presentation
5. Relates the Features with the Benefits
6. Enthusiastic but still Assertive
7. Positive Attitude
9. Good salesman have the gift of the gab !
It is true that the best salespeople have solid
verbal skills, but more important than the gift of the
gab is the gift of listening.
Extroverts become the best sales people !
People who are not extroverts also make good
sales people. Ex: Bill Gates.
The best salespeople are born salespeople !
Selling is an art, it can be learned.
10. Good salesman don’t allow the customer
to speak !
On the contrary good salesman allow their
customer to speak more often so that they
can understand their needs.
If you can’t convince the customer,
confuse him/her !
Maybe you will be able to crack a sale,
however the sale won’t last long, as he will
cancel or return it soon as he realizes he has
been cheated.
Use flowery language to sell !
Keep your conversation simple.
11. What according to you are
steps to a good sale ???
Individual Activity
Total Time : 5min
Tools : Notes
13. Very often we fail to even arouse the interest of
the customer; leave alone present our product.
An interesting ‘one liner' about the product will
help create the interest and engage the customer.
A good hook should grab his attention without
revealing too much information.
14. Once the customer has allowed you to speak
and seems interested, we often start reading
the script!
Remember most customers are asking
themselves: “What’s in it for me?”
Probing will help us in understanding his
needs better.
Ask the right questions and listen to him.
Listening will help you understand what your
customer wants
15. 1. People do not buy from salespeople
because they understand their
products but because they felt the
salesperson understood their needs.
2. Telling is not Selling
but
Asking and Understanding is…
16. We were given two ears but only one
mouth, because listening is twice as hard as
talking.
Listening is an art and with practice we can
become good listeners .
Visualize the customer.
Pay attention to what he says and what he
meant.
Take notes on your electronic notepad so
you can remember everything he says.
17. Competitive or Combative Listening
happens when we are more interested in
promoting our own point of view than in
understanding or exploring someone else’s
view
In Passive or Attentive Listening
we are genuinely interested in hearing and
understanding the other person’s point of
view. We are attentive and passively listen.
Active or Reflecting Listening
In active listening we are also genuinely
interested in understanding what the other
person is thinking, feeling, wanting or what
the message means.
18. Presenting your product is an art. Don’t rush
with the call and start ‘dumping features’!
This is a very crucial stage, because the
customer by now knows what to expect.
Tell him how he will benefit with reference to
his interest and thoughts that he shared.
19. Don’t sell me clothes.
Sell me Neat Appearance…Style..
Attractiveness.
Don’t sell me shoes.
Sell me Foot Comfort, Style and the Pleasure
of walking.
Don’t sell me a house.
Sell me a Home that has Comfort and
Contentment.
Don’t sell me books.
Sell me a Story, Relaxation and some
Thoughtful Moments.
Don’t sell me toys.
Sell me Moments to make my children
Happy and Content.
20. Check out the following features and benefits of a few products…..
LIC's whole life insurance
plan. will be great for you because guaranteed returns will
help you in planning you retirement.
Home shop 18 supports 24/7
customer service. So you can order your product anytime whenever
you want or contacts our customer service for any
issue at anytime as per you convenience.
Different sales channel.
You can order your favorite product anytime from
anywhere as we have different sales channel i.e.
Online and call centers.
21. Objections are buying signals.
It is a customer’s way of saying, if you can
solve this for me, then I will buy your
product.
As s telesales executive , we should welcome
objections rather than get turned off by them.
22. Send me a mail, I need to think about it.
It’s too expensive.
I am not interested.
I am busy, can’t talk
Let me talk to my family.
23. There are three types of customer
resistance:
Misconceptions (A negative assumption
about your brand)…
Probe to understand the reason and
clarify.
Real Objections (The customers
negative views about your brand are
true)…
Probe, acknowledge his views and
empathize.
Lack of interest……
Probe well to uncover the reason and use
your product strengths against your
competitors weakness.
24. Closing is one of the most important
part of a sales call.
Its your closing technique that
decides the final outcome of the call
i.e. Sale or No sale.
Closing has to be done in such a
way that the customer buys your
product without even feeling a hint
of doubt or skepticism
25. 1. Prospect completely understood
your offer.
2. Real buying motive found out and
addressed.
3. Customer has confidence in you &
company.
4. A well prepared close.
5. The right timing.
26. Don’t overdo or push too much to
convince the customer. Sometimes we kill
our chances at the last moment.
Some customers need time to think. The
others to discuss and decide.
Look for hints that your customer is
interested. Even a follow up call could
close in a sale.
Remember to summarize and re confirm
the sale.
27. Keep your ears open for buying signals and ask for the sale.
Asking for a sale:
What do you understand by
each of these closing
techniques?
Trial Close
Assumptive Close
Alternate Close
Direct Close
28. Trial Close- Test the water- “ How does that sound ”
Follow this with one of the other closes
Assumptive Close - Assume he’s interested and ask a question “So what time you
want our verifier to give you a call ?“ `
Alternate Close – “Would you like my verifier to call you tomorrow morning by
10:00 if you are not carrying your credit card with you ?”
Direct Close - Would you like to go for this exciting offer?
Close ended question - “ Yes/No”
29. Each one would need to guess where and in what context have you seen the
following pictures. Each one guess one.
