Developing Excellent Sales Skills - PowerPoint PPT Presentation

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Developing Excellent Sales Skills

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  1. 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 Contd.

  2. 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 telephone Contd.

  3. 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 calls Contd.

  4. 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

  5. Sales MMM Training Solutions Contact: Pramila Mathew Mobile: +91 98409 88449 Website: www.mmmts.com All Rights Reserved.

  6. Developing Excellent Selling Skills All Rights Reserved.

  7. 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”. All Rights Reserved.

  8. 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. All Rights Reserved.

  9. The 7 Steps of a Sale Planning & Preparation Introduction Or Opening Questioning Presentation After Sales Follow - up Overcoming Objections Closing All Rights Reserved.

  10. 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 All Rights Reserved.

  11. 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. All Rights Reserved.

  12. Handling Objections All Rights Reserved.

  13. 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 All Rights Reserved.

  14. Objection Handling Techniques • Smoke out all important objections • See the objection as a question • Agree with the customer about something • Admitting to the Objection All Rights Reserved.

  15. Tips for successful selling All Rights Reserved.

  16. 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. All Rights Reserved.

  17. Contact Information MMM TRAINING SOLUTIONS 59/29, College Road, Nungambakkam, Chennai – 600006. Landline: +91-44-42317735 Website: www.mmmts.com Pramila Mathew-Training Consultant and Executive Coach Mobile: +91-9840988449; E-mail: Pramila.Mathew@mmmts.com Vikas Vinayachandran-Training Consultant Mobile: +91-9840932894; E-mail: Vikas@mmmts.com