Selling Skills

Psychology of Selling
Customer motivation to buy: conscious, pre-conscious, or un-conscious need
Show Feature Explain Advantage Lead benefit Let customer talk (trial close)

Watch your communication (non-verbal) Trial close Customer perception Sales knowledge : Customer, Product, Market, competitor etc. Your Attitude and believe in product

Customer Personality
Thinker,
Detail orientated, neat desk, computer, calculator, neat and conservative dress, think it over we will get back to this.

Intuitor,: Ideas, innovation, concepts, theory, Unrealistic, poor listener, abstract art, book case, Feeler, people oriented, emotional, personal plaques, mementos, etc. Senser: Chaos, messy tables, high value on action, brief presentation,

Prospecting
MAD principle
Money to buy Authority to buy Desire to buy

Prospecting Methods
E-Prospecting on web Cold canvassing Endless Chain of referral Orphaned Customers Sales lead club Become an expert- Get published Public exhibition and demonstration Telephone and telemarketing Observation and networking

Plan a Sales Call

Tour plan Day Sales Call Plan Pre-approach Elements of sales planning
Determine sales call objective Develop customer profile Develop customer benefits Develop sales presentation

Sales Presentation Method

Memorized method Formula presentation Need-Satisfaction Method Problem Solution approach
Convince prospect to conduct analysis Make analysis Agree on problem and determine buyer wants Proposal for solution to prospect need Make sales presentation based on analysis and proposal

Elements of Great Sales Presentation

Purpose of presentation, remember FAB Presentation Mix
Persuasive communication: Suggestive proposition, prestige suggestion, autosuggestion, countersuggestion, story telling, parable, analogy, Participation is essential Proof builds believability: guarantee, independent research, testimonial, company proof results Visual presentation Show and Tell Dramatization and voice modulations, glass and hammer

Presentation difficulties
How to handle interruptions Should we discuss competition? Be professional Diagnose prospect

Uncover Needs

Demonstration
Demonstration checklist Participation in demo Use visual aids, drama, demo

Categories of Objections
Hidden objection Stalling objection No-need objection Money objection Product objection Source objection

Techniques of Handling Objections

Dodge neither denies, answer or ignore Dont be afraid to pass on objection Postpone objection for some time (profs. favorite) Send it back with boomerang Ask questions to smoke out objection Direct denial tactfully Indirect denial Third party answer

After meeting objection what to do

First use trail close ask for opinion Move back into presentation Move to close your sales If you can not overcome objection

Closing
What makes a good close? How many times to close? Difficulty and essential of closing

Closing Techniques
Alternative close Assumptive close Compliment close Summary of benefit close Continuous yes close Minor point close Standing room close Probability close Order blank close

Service Follow up
Importance of service follow up Build long term relationship Continuously measure satisfaction Turn follow up in sales Returned good can make you hero Handle complaints

SPIN SELLING SESSION

Situation Questions
How old is this unit?
What Equipment do you use?

How many employees do you have?

Finding Facts about the customers existing situation Points to remember . Are used more in calls which fail . Are overused by inexperienced people . Asked focused Situation question

Problem Questions
Are you satisfied with.?

Is your Equipment hard to use?

Do you Have any Quality Problem?

Finding about the customers problems, difficulties, or dissatisfactions Points to remember . Are used more in small calls which succeed . Are overused by experienced people

Implication Questions
Will it slow down your proposed expansion?

What Effect does that have on output?

Could that lead to increased costs?

About the effects, consequences, or implications of the customers problems Points to remember . Are strongly linked to success in large sales . Build up customers perception of value . Are harder to ask than situation and problem questions

Need- Payoff Questions

What benefits do you see?
How would that help?

Why is it important to solve this problem?

About the value or usefulness of proposed solution Points to remember . Are strongly linked to success in large sales . Increase the acceptability of your solution