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Selling skills

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selling skills

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Selling skills

  1. 1. Whatever product or service you're selling,Whatever product or service you're selling, then, you need to focus your selling efforts onthen, you need to focus your selling efforts on communicating the benefits of your productcommunicating the benefits of your product or service to the consumer.or service to the consumer. The benefits may be tangible or intangible,The benefits may be tangible or intangible, but unless the individual consumer isbut unless the individual consumer is convinced that he or she will personallyconvinced that he or she will personally experience the benefits, your product orexperience the benefits, your product or service won't sell.service won't sell.
  2. 2. You must believe in your product or service -You must believe in your product or service - and believe in yourself.and believe in yourself.  Your selling skills depend, in large part, onYour selling skills depend, in large part, on your level of self confidence.your level of self confidence. Therefore, increasing your self confidenceTherefore, increasing your self confidence will improve your selling skills.will improve your selling skills.
  3. 3. Do you believe that you personally are not good atDo you believe that you personally are not good at selling?selling? Is worry eroding your self confidence?Is worry eroding your self confidence? Everyone has these feelings at one time or another.Everyone has these feelings at one time or another. But that doesn't mean that you can't sellBut that doesn't mean that you can't sell successfully.successfully. Believing in yourself is like any other attitude; selfBelieving in yourself is like any other attitude; self confidence can be learned.confidence can be learned. You can increase your self confidence throughYou can increase your self confidence through practice, and that in turn will increase your sellingpractice, and that in turn will increase your selling skills.skills.
  4. 4. The focus of the building self confidenceThe focus of the building self confidence routine is to:routine is to: 1- Eliminate all those distractions that are1- Eliminate all those distractions that are interfering with your concentration on theinterfering with your concentration on the event at hand.event at hand. 2- Put you into the positive, confident frame2- Put you into the positive, confident frame of mind that you want to present to othersof mind that you want to present to others
  5. 5. Most of negative influences exist in ourMost of negative influences exist in our own heads.own heads. Our minds constantly produce a series of thoughtsOur minds constantly produce a series of thoughts and images, and for many of us, these produce a lotand images, and for many of us, these produce a lot of negative messages.of negative messages. Instead of allowing your mind to produce whateverInstead of allowing your mind to produce whatever messages it wants, consciously override thesemessages it wants, consciously override these messages with positive praise about what you'vemessages with positive praise about what you've done or do well.done or do well.
  6. 6. The most important selling skill to learnThe most important selling skill to learn is how to effectively qualify youris how to effectively qualify your prospect.prospect. The most common mistake sales peopleThe most common mistake sales people make is to immediately launch into amake is to immediately launch into a product presentation or “pitch” whenproduct presentation or “pitch” when they first meet their prospect.they first meet their prospect.
  7. 7. The problem with this approach is that theThe problem with this approach is that the “pitch” seldom addresses the issues or“pitch” seldom addresses the issues or concerns of the buyer.concerns of the buyer. If you really want to give prospects a reasonIf you really want to give prospects a reason to buy from you, you need to give them ato buy from you, you need to give them a reason.reason. One of the most effective ways to do this is toOne of the most effective ways to do this is to ask a few well thought-out questions toask a few well thought-out questions to uncover what is important to the prospect.uncover what is important to the prospect.
  8. 8. Cold calling is an effective sales tacticCold calling is an effective sales tactic if it's done properly.if it's done properly. Beginners tend to think that cold calling isBeginners tend to think that cold calling is about making the sale.about making the sale. It's not.It's not. It's about getting the chance to make the sale.It's about getting the chance to make the sale. Specifically, the purpose of a cold call is toSpecifically, the purpose of a cold call is to set an appointment to make the pitch.set an appointment to make the pitch.
  9. 9. Cold calling is an effective sales tacticCold calling is an effective sales tactic if it's done properly.if it's done properly. You need to target your cold calling to theYou need to target your cold calling to the right audience.right audience. Use market research to focus on your targetUse market research to focus on your target market.market. This gives you the huge advantage of beingThis gives you the huge advantage of being able to talk about their business and theirable to talk about their business and their needs when you call them.needs when you call them.
  10. 10. Cold calling is an effective sales tacticCold calling is an effective sales tactic if it's done properly.if it's done properly. This lets you organize your thoughts beforeThis lets you organize your thoughts before cold callingcold calling Don't read your opening statement into theDon't read your opening statement into the phone, but use it as a framework to get thephone, but use it as a framework to get the conversation off to a good start.conversation off to a good start.
  11. 11. Cold calling is an effective sales tacticCold calling is an effective sales tactic if it's done properly.if it's done properly. This organizational scheme Includes:This organizational scheme Includes: - a greeting and an introduction,a greeting and an introduction, - a reference pointa reference point (something about the prospect),(something about the prospect), - the benefits of your product or service, andthe benefits of your product or service, and - a transition to a question or dialogue.a transition to a question or dialogue.
  12. 12. Increase Your Loyal CustomersIncrease Your Loyal Customers to Increase Your Salesto Increase Your Sales
  13. 13. The other three types of customers doThe other three types of customers do represent a segment of our business, butrepresent a segment of our business, but they can also cause us to misdirect ourthey can also cause us to misdirect our resources if we put too much emphasisresources if we put too much emphasis on them.on them.
  14. 14. Naturally, we need to be communicatingNaturally, we need to be communicating with these customers on a regular basiswith these customers on a regular basis by telephone, mail, email, etc.by telephone, mail, email, etc. These people are the ones who can andThese people are the ones who can and should influence our buying andshould influence our buying and merchandising decisions.merchandising decisions. The more you do for them, the more theyThe more you do for them, the more they will recommend you to others.will recommend you to others.
  15. 15. This category helps ensure yourThis category helps ensure your inventory is turning over and, as a result,inventory is turning over and, as a result, it is a key contributor to cash flow.it is a key contributor to cash flow. This same group, however, can oftenThis same group, however, can often wind up costing you money becausewind up costing you money because they are more inclined to return product.they are more inclined to return product.
  16. 16. Clearly, this is the segment of ourClearly, this is the segment of our clientele that we all like to serve.clientele that we all like to serve. We want to target our displays towardsWe want to target our displays towards this group because they will provide usthis group because they will provide us with a significant amount of customerwith a significant amount of customer insight and knowledgeinsight and knowledge.
  17. 17. As difficult as it can be to satisfy theseAs difficult as it can be to satisfy these people, they can also become Loyalpeople, they can also become Loyal Customers if they are well taken care of.Customers if they are well taken care of. It is important to remember that Need-It is important to remember that Need- Based Customers can easily be lostBased Customers can easily be lost
  18. 18. If they are treated to a good level ofIf they are treated to a good level of service, there is a very strong chance ofservice, there is a very strong chance of making them Loyal Customers.making them Loyal Customers. For this reason, Need-Based CustomersFor this reason, Need-Based Customers offer the greatest long-term potential,offer the greatest long-term potential, surpassing even the Impulse segment.surpassing even the Impulse segment.
  19. 19. There is not a whole lot you can doThere is not a whole lot you can do about this group.about this group. Keep in mind, however, that althoughKeep in mind, however, that although they may not represent a largethey may not represent a large percentage of your immediate sales, theypercentage of your immediate sales, they are a real voice for you in theare a real voice for you in the community.community.
  20. 20. Generally,Generally, time management refers totime management refers to the development of processes and toolsthe development of processes and tools that increase efficiency and productivity.that increase efficiency and productivity. In business,In business, time management has morphedtime management has morphed into everything from methodologies such asinto everything from methodologies such as Enterprise Resource Planning throughEnterprise Resource Planning through consultant services such as Professionalconsultant services such as Professional Organizers.Organizers.
  21. 21. Therefore,Therefore, time management is often thoughttime management is often thought of or presented as a set of time managementof or presented as a set of time management skills; the theory is that once we master theskills; the theory is that once we master the time management skills, we'll be moretime management skills, we'll be more organized, efficient, and happier.organized, efficient, and happier.
  22. 22. keeping track of how you spend yourkeeping track of how you spend your time isn’t time management.time isn’t time management. Time management is about makingTime management is about making changes to the way you spend your time.changes to the way you spend your time. Keeping track of your many dailyKeeping track of your many daily activities is just a preliminary step toactivities is just a preliminary step to effective time management.effective time management.
  23. 23. How To Manage Your Time WithHow To Manage Your Time With Time Management CategoriesTime Management Categories How do you actually manageHow do you actually manage time?time?
  24. 24. Now that you understand the timeNow that you understand the time management categories, it’s time to use themmanagement categories, it’s time to use them to analyze your “typical” work week.to analyze your “typical” work week. Go through the entries of each working dayGo through the entries of each working day and categorize them according to the timeand categorize them according to the time management categories above.management categories above.
  25. 25. By applying my work categories of timeBy applying my work categories of time management, and making the changes youmanagement, and making the changes you need to make to spend more of your timeneed to make to spend more of your time during your working day in the positiveduring your working day in the positive categories and less time in the negativecategories and less time in the negative categories, you’ll truly be able to effectivelycategories, you’ll truly be able to effectively manage your time at work – and accomplishmanage your time at work – and accomplish the true goal of time management, to feelthe true goal of time management, to feel better.better.
  26. 26. We can accomplish what we wantWe can accomplish what we want to each day if we put some basicto each day if we put some basic time management principles intime management principles in place and follow them.place and follow them.
  27. 27. Conclusion:Conclusion: 5 Time Management Techniques5 Time Management Techniques Equals More Time?Equals More Time?
  28. 28. 1) Sell at the right time for the right reasons. 2) Be clear about what you're selling. 3) Determine what your business is actually worth. 4) Make sure your business is in order. 5) Get professional help when selling a business.

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