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Developing Excellent Sales Skills PowerPoint PPT Presentation

Developing Sales skills is a continuous process. Here are a few pointers put together from the experiences and learnings of the great patrons of this field.

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Developing Excellent Sales Skills

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Developing Excellent Sales Skills

Training Topics:

  • Part 1 – Communication Skills

  • Spoken communication

    • Improving the effectiveness of communication

    • Structure of communication

    • Questioning techniques

      • Open ended questions

      • Close ended questions

      • Multiple questions

      • Leading questions

  • Listening Skills

    • Passive Listening

    • Active listening

    • Reflective Listening


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Developing Excellent Sales Skills

Training Topics:

  • Telephone Etiquette

    • 5 phases of a call

      • Opening

      • Needs Identification

      • Collection/verification of information

      • Providing information/potential solutions

      • Closing and next steps

    • Using PICTURE

      • P – Pitch

      • I – Inflection

      • C – Courtesy

      • T – Tone

      • U – Understanding

      • R – Rate of Speech

      • E – Enunciation

  • Non-Verbal Communication

    • Using non-verbal encouragement over the telephone

    • Tips on body language over the telephoneContd.

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Developing Excellent Sales Skills

Training Topics:

  • Part 2 – Selling Skills

  • Preparing for the sales call

    • Conducting research on the industry and organization

    • Planning the Sales Interview

    • Prospecting

      • Critical mistakes committed during phone prospecting

  • Conducting the sales call

    • Introduction

    • Presentation of information

    • Selling techniques

      • BAF

      • Consultative selling

    • Handling objections

    • Time Management Techniques

      • To-do lists and follow up

      • Reducing After Call Work (ACW)

    • Scheduling follow-up callsContd.

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Developing Excellent Sales Skills

Training Topics:

  • Dealing with different kinds of customers

    • Angry customers

    • Talkative customers

    • Gatekeepers

    • Customers who are not interested

    • Customers who are pressed for time

  • Understanding Sales terminology

    • Glossary of sales terms

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MMM Training Solutions

Contact: Pramila Mathew

Mobile: +91 98409 88449


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Developing Excellent Selling Skills

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Marketing Myopia

  • Sellers pay more attention to the specific products they offer than to the benefits and experiences produced by the products.

  • They focus on the “wants” and lose sight of the “needs”.

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What is Selling?

It is the process of:

  • analyzing a customer’s need for a product, service or idea’

  • then providing persuasive information about that product, service or idea to the customer.

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The 7 Steps of a Sale









After Sales

Follow - up




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Six Powerful Prospecting Tips

  • 1. Prospecting for new business should be done:

    • Daily

    • With Focus

    • Routinely

    • With Seriousness

      2. When prospecting:

    • Be prepared

    • Get organized

    • Take good notes

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Six Powerful Prospecting Tips

  • 3. When prospecting:

    • Use a script - don't shoot from the hip.

    • Practice the script until it sounds smooth and natural.

    • Role-play with an associate over the phone.

    • Avoid the temptation to sell over the phone. Your objective is to gather information and make the appointment.

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Handling Objections

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Objection Handling Techniques

  • Feel/Felt/Found

    • I know how you feel.

    • Other customers have felt the same way

    • I’ll show you what our customers have found.

  • Agree/Add/Explain

    • Listen and confirm

    • Align with the customer before redirecting

    • Explain why and how the situation can be changed or altered

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Objection Handling Techniques

  • Smoke out all important objections

  • See the objection as a question

  • Agree with the customer about something

  • Admitting to the Objection

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Tips for successful selling

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Tips for successful selling

  • You have just a few seconds to make a good initial impression be it in person or on the phone.

  • Maintain an attitude that you are seeking to help your prospect meet a need or solve a problem, rather than force the sale of a product or service.

  • Know your product and be enthusiastic about it! If you're not enthusiastic, your prospect certainly won't be.

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Contact Information


59/29, College Road,

Nungambakkam, Chennai – 600006.

Landline: +91-44-42317735


Pramila Mathew-Training Consultant and Executive Coach

Mobile: +91-9840988449; E-mail: [email protected]

Vikas Vinayachandran-Training Consultant

Mobile: +91-9840932894; E-mail: [email protected]

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