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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
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


developing excellent sales skills2
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.
developing excellent sales skills3
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.
developing excellent sales skills4
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

MMM Training Solutions

Contact: Pramila Mathew

Mobile: +91 98409 88449


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marketing myopia
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
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
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 tips11
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

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

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
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:

Vikas Vinayachandran-Training Consultant

Mobile: +91-9840932894; E-mail: