Effective selling Skills

Effective Communicator
Superb orator skills To speak clearly and in a manner that is easy to understand. Sales is all about talking to people and getting them to understand what you are trying to communicate.

Ability to Listen
Along with speaking, a great salesperson knows when to stop talking and listen. They never cut someone off while they are talking, because in doing so they would fail to hear a key element in identifying what that person's needs might be. This will help in positioning the negotiation strategy in listeners favour.

Asks Great Questions

Salespeople are naturally inquisitive and know that in order to isolate what the real need or desire is in the buyer, they need to ask questions that will lead them to the answer. They naturally ask questions because they have a desire to help solve their problem.

Problem Solver

Another natural skill is the desire and ability to solve problems. reat salespeople are always solving problems. The ability to hone in on what the buyer's problem is and offering suggestions that will effectively solve the problem with respect to what products or services you sell, generally results with a sale.

Well Organized

Sales people have a keen ability to break things down into smaller steps and organi!e a plan of action. They know how to analy!e what their goal is and in what order the steps need to be in order to reach that goal.

Self Starter and Self !inis"er

A successful sales person moves forward on their own. They never need anyone to tell them when it is time to go to work because they know that if they do not work they will not earn. They are also very persistent to finish what they start. They achieve their goals, even if they are small ones.

Positive Self #mage

"aving the attitude that they can do #ust about anything that they put their mind to is usually very common among sales people. They do not cower from meeting or talking to people or trying something new. They rarely allow negatives that are either spoken to them or about them to effect what they are trying to accomplish because they know who they are and what they are capable of doing.

Well $annered and Courteous %aturally Persuasive

The best sales people are very well mannered. $ou may not reali!e it, but good manners is a way of showing respect for others. %eople are attracted to those that respect them and mutual respect is fundamental in building lasting relationships with people..including buyers. Another very common inherent skill with great salespeople is that they are very persuasive or know how to get what they want. They focus on what they want and they are persistent to keep chipping away until they get what they want. They almost never give up or give in.

Person of #ntegrity

A salesperson without integrity will have many struggles which will often include hopping from #ob to #ob. "onesty in sales is so important and it is almost impossible for this skill to be taught. $ou or the person you are looking to hire is either a person of integrity or are not. &e as analytical as possible on the evaluation of this skill.

1. Selling to customers of products/services Perspective:- selling product/service to potential customer Complete Knowledge of product/service/trade terms All logical calculation, alternatives are ready Presentation CD ready Presentation article ready Photo album ready Delivery schedule flexibility knowledge Steps Prospecting a !orting out target customers b "el talk confirmation #pening up of sale Creating additional interest in the sub$ect matter by creating need or identifying need of the sub$ect matter !ensing the potential aspiration Clarifying doubts or any sub$ect related difficulties %xplain the &ueries in details 'oster confidence in prospect about u and sub$ect Accommodating with the nature of buyer #ffering sub$ect #ffer "rial it if possible !ale Closing the sale a "hanks for precious time b Ask for the references c (eminder of any further order

2. Selling to Superiors Perspective:- selling operational ideas/business ideas or routine reporting to superiors Complete Knowledge of work/ideas All logical calculation, alternatives are ready Presentation CD ready Presentation article ready Photo album ready Steps #pening up of sale by setting agenda of meet Creating additional interest in the sub$ect matter by creating need or identifying need of the sub$ect matter !ensing the potential aspiration of superior "hen report or suggest remedy Clarifying doubts or any sub$ect related difficulties %xplain the &ueries in details 'oster confidence in superior about u and sub$ect !ale with minimal explicit version #ffering report/remedy #ffer "rial it if possible !ale Closing the sale "hanks for precious time

3. Selling to peer groups, team mates

subordinates

Perspective:- selling operational alternatives Complete Knowledge of alternatives All logical calculation, alternatives are ready Presentation CD ready Presentation article ready Photo album ready Personali)ed communication aiming in convincing the new alternative idea to be implemented

Steps #pening up of sale by arranging informal meeting Creating additional interest in the sub$ect matter by creating need or identifying need of the sub$ect matter !ensing the potential aspiration Clarifying doubts or any sub$ect related difficulties %xplain the &ueries in details 'oster confidence in peers about u and sub$ect Accommodating with the nature of peers #ffering sub$ect #ffer "rial it if possible !ale Closing the sale "hanks informally

!. "onceptual selling Perspective:- selling concepts to business #ead/functional #ead Complete Knowledge of the concept Defining the need of concept Defining concept as a solution Pro$ect the concept technically, commercially, financially viable Presenting salient features of concept Presenting cost benefit analysis *arginal costing analysis with C,C! ratio ,+P, ,-(( will decide the effectiveness of sale Presentation CD ready Presentation article ready Photo album ready Steps Prospecting a !orting out target key decision maker b "el talk about concept related meeting c 'orward the abstract of agenda through mail d .et the confirmation of meeting #pening up of sale "hanks for the time allocation PP" presentation is prepared with the current relevant situation of market of the product/service/business in general /ighlight its impact on present position of the company0s sale performance /ighlight the possible causes of low achievements or scope of areas of improvements /ighlight the importance of incorporating this concept and its benefit Ask opinion or any &uery midway to gauge active participation After the &uery on cost it is better to tell the cost element %xplain the cycle of activity and schedule of expenses Clarifying doubts or any sub$ect related difficulties 1nderstand the decision making process obstacle and suggest the formal &uery list "o be sent to u Closing the sale a "hanks for precious time b (epeat the crux of the debate as next step to meet c "ake up the prior appointment to resolve the pending issues if any

$, Strategic selling Perspective:- selling Strateg% to business #ead/functional #ead Complete Knowledge of the strategy Defining the need of strategy Defining strategy as a solution Pro$ect the strategy technically, commercially, financially viable Presenting salient features of strategy Presenting cost benefit analysis *arginal costing analysis with C,C! ratio ,+P, ,-(( will decide the effectiveness of sale Presentation CD ready Presentation article ready Photo album Steps Prospecting a !orting out target key decision maker b "el talk about concept related meeting c 'orward the abstract of agenda through mail d .et the confirmation of meeting #pening up of sale "hanks for the time allocation PP" presentation is prepared with the current relevant situation of market of the product/service/business in general /ighlight its impact on present position of the company0s sale performance /ighlight the possible causes of low achievements or scope of areas of improvements /ighlight the importance of incorporating this strategy and its benefit Ask opinion or any &uery midway to gauge active participation After the &uery on cost it is better to tell the cost element %xplain the cycle of activity and schedule of expenses Clarifying doubts or any sub$ect related difficulties 1nderstand the decision making process obstacle and suggest the formal &uery list to be sent to u Closing the sale e "hanks for precious time f (epeat the crux of the debate as next step to meet g "ake up the prior appointment to resolve the pending issues if any

&.Pro'ect selling Perspective:- selling Pro'ect to (usiness #ead Complete Knowledge of the Pro$ect Defining the need of pro$ect Defining pro$ect as a solution Detail Pro$ect (eport with technical, commercial, financial viability Presenting salient features of Pro$ect Presenting cost benefit analysis *arginal costing analysis with C,C! ratio ,+P, ,-(( will decide the effectiveness of pro$ect sale Presentation CD ready Presentation article ready Photo album Steps Prospecting h !orting out target key decision maker 2usiness head i "el talk about concept related meeting $ 'orward the abstract of agenda through mail k .et the confirmation of meeting #pening up of sale "hanks for the time allocation PP" presentation is prepared with the current relevant situation of market of the product/service/business in general /ighlight its impact on present position of the company0s sale performance /ighlight the possible causes of low achievements or scope of areas of improvements /ighlight the importance of incorporating this pro$ect and its benefit Ask opinion or any &uery midway to gauge active participation After the &uery on cost it is better to tell the cost element %xplain the cycle of activity and schedule of expenses "o present Pro$ect feasibility analysis w r t technical, market, financial feasibility Clarifying doubts or any sub$ect related difficulties 1nderstand the decision making process obstacle and suggest the formal &uery list to be sent to u Closing the sale l "hanks for precious time m (epeat the crux of the debate as next step to meet n "ake up the prior appointment to resolve the pending issues if any

)efinitions "oncept -dea or alteration modification thought Concept sale purpose is to offer short term or long term solution in the most attractive manner "he detailing out of concept by explaining the content to certain extent is desirable Don0t go on carried away with selling talks while selling concept "ry to understand +egotiator0s response , inclination and intention 1nderstand your interest weather can be met in offering the solution to +egotiator to what extent Pro'ect Pro$ect is nothing but a large scale ma$or business activity schedule "his occurs during new business development and also during forward integration or backward integration activity decision making time Concept or idea will be termed as 2usiness idea which is re&uired to be convincing to decision maker based on technical, marketing, financial feasibility basis Also marginal cost analysis re&uired to be done to show the better business prospects than earlier business activity (usiness Plan Pro$ect acceptance lead to 2usiness Plan formulation

A business plan is a formal statement of a set of business goals, the reasons why they are believed attainable, and the plan for reaching those goals. It may also contain background information about the organization or team attempting to reach those goals.

Strategy This is proposed action plan to achieve business plan goals. Strategy is 'any long'term
plan', which will be the product of 'the art of conducting a campaign and maneuvering an army.' (t is board room activity. This is generally occurred internal business activity position. &actic Tactics are 'purposeful procedure' or action plan as per strategy demands. (t is line activity.