Sales :© 2008 MMMTS All Rights Reserved. Sales MMM Training Solutions Contact: Pramila Mathew Mobile: +91 98409 88449 Website: www.mmmts.com


Developing Excellent Selling Skills :© 2008 MMMTS All Rights Reserved. Developing Excellent Selling Skills


Marketing Myopia :© 2008 MMMTS All Rights Reserved. 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”.


What is Selling? :© 2008 MMMTS All Rights Reserved. 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.


Slide 5:© 2008 MMMTS All Rights Reserved. Planning & Preparation Introduction Or Opening After Sales Follow - up Closing Overcoming Objections Presentation Questioning The 7 Steps of a Sale


Six Powerful Prospecting Tips :© 2008 MMMTS All Rights Reserved. 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


Six Powerful Prospecting Tips :© 2008 MMMTS All Rights Reserved. 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.


Handling Objections :© 2008 MMMTS All Rights Reserved. Handling Objections


Slide 9:© 2008 MMMTS All Rights Reserved. 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 Objection Handling Techniques


Slide 10:© 2008 MMMTS All Rights Reserved. Smoke out all important objections See the objection as a question Agree with the customer about something Admitting to the Objection Objection Handling Techniques


Tips for successful selling :© 2008 MMMTS All Rights Reserved. Tips for successful selling


Slide 12:© 2008 MMMTS All Rights Reserved. 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. Tips for successful selling


Contact Information :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