Selling Techniques
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Selling Techniques - basics
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Selling Techniques
- 1. Pretend that every single person you meet has a sign around his or her neck that says, 'Make me feel important.' Not only will you succeed in sales, you will succeed in life. Mary Kay Ash SELLING TECHNIQUES
- 2. ▸ To Strengthen the sales rep & customers’ relationship. ▸ Instill preparedness & confidence prior to the customer call. ▸ Help to understand selling as a process. ▸ Improve Sales performance. Why Learning “Selling Techniques”
- 3. What is Selling? Selling is making a person do, what you want the other person to do in a way that the other person would like to do it well & willingly.
- 4. Push & Pull Strategy Brand Lead Customer Lead
- 6. Sales Process 1. Prospecting & Qualifying 2. Pre-Call Analysis/ Pre-Approach 3. Call opening & Probing 4. Product Positioning 7. Post Call Analysis 5. Objection Handling 6. Sale Closing 8.Follow up & maintenance
- 7. Sales Call 3. Call Opening Branding & Rapport Building Sale & Selling Techniques 4. Product Positioning
- 8. A brand is a name, term, design or other feature that distinguishes seller's product from those of others. Brand & the “Rapport building” Selling Technique
- 9. A Brand is more than just a logo, its an experience. Is Brand Everything?
- 10. “Experience” What is Experience? •Experience is what a customer feel of a service given/suggested. •Experience defines satisfaction. •Experience builds Rapport & trust.
- 11. RAPPORT & TRUST BUILDING The way you present yourself The way you behave The skills you have The values you hold The kind of person you are Refer to “The basics of Customer Service.pptx” for more on Rapport Building
- 12. Model of Selling
- 13. 5. Objection Handling Selling Technique When a sales person demonstrates a feature, talks about a benefit or uses a sales closing technique, their customer may well respond in the negative sense, giving excuses or otherwise heading away from the sale. The response to this is to handle these objections. This is 'objection- handling'.
- 14. Objection Handling Process 1. Listen & Question 2. Accept 3. Commit 4. Explicit Action
- 15. Objection handling techniques •Boomerang: Bouncing back what they give you. •Conditional Close: Make closure a condition for resolving their objection. •Curiosity: Don't be sad, be curious. •Deflection: Avoid responding to objection, just letting it pass. •Fear, Uncertainty and Doubt (FUD): A negative but effective ploy. •Feel, felt, found: A classic way of moving them. •Humor: Respond with humor rather than frustration.
- 16. Objection handling techniques Continued •Justification: Say how reasonable the objection is. •LAARC: Listen, Acknowledge, Assess, Respond, Confirm. •LAIR: Listen, Acknowledge, Identify objection, Reverse it. •Objection Writing: Write down and cross out objections. •Pre-empting: Handle them before they happen. •Pushback: Object to their objection. •Reframing: Change their cognitive frame. •Renaming: Change the words to change the meaning. •Reprioritize: So ones you can't handle are lower. •Writing: Write down objections then cross them off as you handle them.
- 17. HAPPY SELLING
Notes de l'éditeur
- Push Strategy: Depending on the medium used, the communication can be either interactive or non-interactive. For example, if the seller makes his promotion by TV or radio, its possible for the buyer to interact. On the other hand, if the communication is made by phone or internet, the buyer can interact. In first case, the information is just Pushed.
- Suspect – Everyone in your target marketProspect – Anyone who has taken action to solve a problem that you can assist them withLead – The right person with the ability to buyOpportunity – The right person who is ready to buy
- 1. Listen: Focus on Customer. Don’t be distracted and do not interrupt the customer. One should not jump in the beginning as it may cause further objection. Use active listening methods. They are trying to tell you something that will help you sell to them. If you don’t listen, their next door may well be towards the door. Questions: Do Probe. This not only shows you are interested in them, but it also gives you more information with which to make the sale. As you question them, Listen carefully to the way they reply as it gives you more information about what they are thinking and feeling. Remember that this is not an interrogation, and that giving them the 'third degree' will turn them off. So keep your questions light and relevant. You might also tip the bucket at this time, asking them if there are any more concerns (=objections) that they have, and which, if you can resolve them, you might gain a close. 2. Accept: Don’t Judge the customer. Accept them & their objections. The best way to accept the objections is by Empathizing. Empathy shows that customer is accepted & respected which bonds a strong relation between the customer & the consultant. 3. Commit: Get their commitment Get a commitment from them such that if you can satisfactorily address their objections, they will agree with you and make the purchase. This is also a good method of identifying further objections. If they say no, then loop back and elicit these. Eventually, they will run out of objections. If you can address these, it's in the bag. Make your commitment This is also the point where you may well be making a commitment to them, to resolve their objections. 4. Explicit Action: Now it is time to address the objections, to take explicit action on the commitments made. There are two types of objection: real ones and accidental ones. Accidental objections are where the objection is due to a misunderstanding. Misunderstandings are usually easy to address, with an apology and an explanation. Real objections take work, but if they can be resolved, you've got the sale!