SELLING SKILLS

Presented by : GAURAV

Introduction and Objectives

90% of all marketing is selling. There is no such thing as a born salesman. Selling is an acquired skill. The selling person of today can be adept at his job only if he can mingle the expertise of a psychiatrist. A problem solver, an empathetic listener, being sharp off the blocks.

Programme Contents
Selling to an Institutional Buyer

Selling to individual customers

Identifying prospects; market segmentation Preparing to face a sales prospect Negotiating a sale Closing a sale Handling objections Demonstration Impact in selling

Post sales closing

Selling Administration and Control

The Five Critical Sales Skills

Managing buyers and sellers relationship Sales Call Planning

Sales Questioning Skills

Sales Presentation Skills Gaining Commitment

Sales success pyramid

This Success Pyramid is what every well-rounded professional sales representative should attempt to master.

PROFESSIONAL SELLING SKILLS Who are you?

Who is your competition? What do they sell?

What do you sell?

Improving your questions

Improve Identify information that can have multiple meanings State Repeat the multiple meaning information with your definition Target Get the confirmation of your definition Extras Listen for additional information that their response gives. Listen with the intent to understand, rather than with the intent to respond. Stephen Covey What is the message that Covey is sharing?

Primary Selling Skills

Prospecting Appointment Setting Phone and In Person Managing Blockers Call Planning Communication Skills Establishing Relationships Consultative Questioning Skills Presenting Solutions Handling Objections Closing Business

Developmental Sales Skills

Relationship Management Collaborative Negotiation Setting Objectives Building Confidence Client Engagement Solution Development Revenue Management

Advanced Sales Skills

Account Strategy Opportunity Management Business Acumen Competitive Intelligence Analysis Account Penetration Skills Sales Forecasting Skills Sales Leadership Skills Getting results through people Recruiting Developing your team Motivating and Rewarding Managing Your Boss Managing Underachievers Increasing Sales Participation