Professional Selling Skills : Professional Selling Skills Ashish Goswami Professional Selling Skills: Professional Selling Skills Top Selling Skills. Communication Skills. Persuasion Words Sales Question Top Selling Skills.: Top Selling Skills. 1. Outcome Setting 2. Mind State Control 3. Relationship building 4. Time & Self Management 5. Listening 6. Questioning 7. Language 8. Handling Objections 9. Closing Skills 10. Practiced. Outcome Setting: Outcome Setting Focus a lot of effort on preparing for a call . D etermine the logical next step for each meeting. “Well-Formed Outcomes” B efore walk into a meeting one should knows exactly what customer want from the meeting and have thought about what their customer wants/benefit . Understand that the best persuasion techniques in the world .. work much better with some planning behind them. Mind State Control: Mind State Control If you are in a good state of mind, your language will flow easier, you'll gain a relationship instantaneously, you will sound more convincing and you'll get the information you want faster. Relationship building: Relationship building Relationship building is the process of establishing and maintaining a relationship of mutual trust and understanding between two or more people. The real test for relationship is the degree to which a person is responsive and open. “There are three ways to make a sale: Rapport, Rapport and Rapport. No matter how good your product is, how good your questions are, if you are out of Rapport with your buyer then there won’t be a sale.” :- Sharon Drew Time & Self Management: Time & Self Management Top salespeople plan their time; Use their diaries extensively Focus on the priorities Disciplined Remember to bring their sales aids with them Always have business cards with you Always carry a pen and notebook Be on time Be organised. Listening: Listening It is easier to listen if you have planned a series of questions to ask BEFORE you go into the sales call. That way, you are free to concentrate on listening to your client, rather than thinking about the next question to ask. Don’t be afraid to ask as many questions as you need to be absolutely sure you know what your customers wants. Repeat back to them your understanding of their situation and confirm it before you proceed. “You have two ears and one mouth; use them in that ratio Questioning: Questioning Finding the prospect pain (i.e. their problem) One can then ask questions that focus on the effects of the problem , which in turn focuses the prospect on all the benefits they would gain in solving the problem. While you are establishing the above information one should also be asking questions to gain more information about prospect: what’s important to him or her, how s/he think, how s/he recognize a good deal. Language: Language Successful sales people are very good at the use of language. one can often spot the Professional Selling Skills of a salesperson just by listening to their language. By this you are very good at reframing an objection to appear like a benefit. One can use language to minimise a shortcoming of their product/services and make the benefits of their offering seem more important in the eyes of their prospect. One can use language to control the focus of their prospects attention. Handling Objections: Handling Objections Uncovering and handling objections is one of the most important professional selling skills a salesperson can have. Closing Skills: Closing Skills There are hundreds of closing methods. Ref: J.S. Closing techniques. Practice: Practice The most professional salespeople practice ALL the skills mentioned. It need to improve on daily basis. Communication Skills: Communication Skills How do I put this representation I have in my head into words? How do I modify my words so that my listener will understand me? How do I frame my message to ensure it is received the way I intend? What voice qualities and body movements support my intended message? Do I have the other person’s attention? How do I know my message is received the way I intended and conveyed the meaning I intended? Persuasion Words: Persuasion Words Did you know that .."BECAUSE"..is a very powerful persuasion word ? A well-known principle of human behavior says that when we ask someone to do us a favor we will be more successful if we provide a reason. People simply like to have reasons for what they do. Turn negative persuasion words into positive ones ? " Don't use "yes. but"!“ You can turn "but" around when it's used on you. (Ex:- " Oh, you're very tired but you'd love to go out to dinner “ ) Sales Question: Sales Question A significant part of listening is once questions and once skill in forming them and delivering them as Sales question. Important Points are :- How will once knows when they are getting “Product /service” ? What will s/he see, hear & feel when they have it ? What will happen if once gets “Product / service“ ? What will happen if they don’t get it ? What wont happen if they get it ? What wont happen if they don’t get it ? Slide 17: Be Natural on sales calls. Thank you.