Selling Skill

Selling Skill : 

armolla@energypac-bd.com Selling Skill

Customers : 

armolla@energypac-bd.com Customers Always learn about your customers market (place and size), buyers, buying practices, competitions (organization, people and products), no matter what your job is.

Customer’s Requirements : 

armolla@energypac-bd.com Customer’s Requirements Customer Satisfaction Quality Service Value

Slide 4: 

armolla@energypac-bd.com Mind your target to maintain desired profitability Get your brain and physic involved to work hard Control your emotions to have right negotiation Remember that you are a counter part in the other side of the table Always believe on your strengths to stand on What you are doing is the way to do it: Trust it There is only two possibilities: yes or no You are not the only one in the market: get prepared to face competition and criticize You will not win all the battles: keep your hopes alive for the next battles Close the lost deal with hopes for future Maintaining good relationship with the customer even if you lose There is always a next time Are you determined to be a winner?

Ingredients to Become a Successful Sales Person : 

armolla@energypac-bd.com Ingredients to Become a Successful Sales Person Be Industrious Be Thirsty Be Jealous Be Achiever Be Attractive Be Penetrative Be Informative Be Presentable Be Logical Be Cool Be Distinctive Be Convincing Be Authoritarian Be Closer Be Smiley Be First, Always

Planning for Success : 

armolla@energypac-bd.com Planning for Success A thorough product knowledge Identifying markets and customers Knowing your enemy very well Dig out the information from all possible locations Establish contacts with supports Be first to the customer Maintain data base, status and next actions against your offer Feed customer with maximum information Present your strengths boldly, debug your weakness with logics Explain to customer the reasons for buying from you Follow up customers intensely and continuously Try till the last with all possible means Record your success and failures with reasons Learn from your success and failures for combating future battles “A Battle well prepared is half won”

Working your way to sales : 

armolla@energypac-bd.com Working your way to sales Having the right mind-set/right attitude Well equipped with logistics and information Your appearance/dress-up for success means your confidence - Well shaved face-must have a fresh look - Shirt and trouser-must be well ironed - Shoes-must be well shined - Waist belt and shoes-must have the same color - Wear fragrance-no foul odor

Opening the call properly : 

armolla@energypac-bd.com Opening the call properly Sales person must carry a pleasant look Seek permission to enter Exchange greetings Tell your name, organization and purpose of visit Explain your product/service Wait for the customer to open up himself Try to fit your product/service with customer’s demand Be Distinctive

Your Timing……. : 

armolla@energypac-bd.com Your Timing……. Never push to talk to a busy customer Ask the prospective for the best time to meet Give the people gift of THEIR time - try to consume as little time as possible “Right timing can mean the difference between success and failure”

Using the right sales pitch (throw) : 

armolla@energypac-bd.com Using the right sales pitch (throw) Have more than one colored balls in your bag of tricks Every situation boils down to a personal situation Talk should reflect confidence and care Listening more and talking less - Get customer’s feedback - Try to catch more on how (the way) something is said rather than what is being said - Never belittle/demean competition’s product degrade

Observe client’s nature to adjust your sales pitch….. : 

armolla@energypac-bd.com Observe client’s nature to adjust your sales pitch….. Complaintful Demanding Soft Spoken Argumentative Half-convinced

Having a compassionate attitude : 

armolla@energypac-bd.com Having a compassionate attitude Please tell me because I want to help you Tender loving care Empathy Please DON’T show sympathy Caring Gentle Understanding pity

Closing the sales call : 

armolla@energypac-bd.com Closing the sales call Don’t try to extend the sales call, do it appropriately Ask, giving a reasonable time frame, for meeting the prospective again Time frame may vary between a week to six months depending upon client’s response Whether the answer is YES or No, don’t let your politeness go

Getting Referrals : 

armolla@energypac-bd.com Getting Referrals Ask for friends who might be interested Specifically ask if the customer’s reference could be given or not Be honest and never give a reference once told not to do it Ask for major buyers Ask for major suppliers Ask for related industry/profession’s well-to-do people

Handling difficult customers : 

armolla@energypac-bd.com Handling difficult customers Listening more is the key Talking less is the key Don’t communicate anything that you are not sure of When in doubt in front of customers seek time or simply say that you do not know than to give wrong information Showing patience normally gets you good results

Caution !!! : 

armolla@energypac-bd.com Caution !!! Business is always for profit, do not procure loss Do not commit anything beyond your capacity Make sure that you got the right price for the right Scope of Supply Be sure of payment terms Any Credit Facility/Civil Cost must get prior approval from the management Make sure that you have received cash/pay order/cheque/LoC before delivering the products/service Do not do business with the customer which you/organization lacks on capacity to handle

Closing comments : 

armolla@energypac-bd.com Closing comments “Wealth is Good” It always comes through wisdom and hard work

Any Questions???? : 

armolla@energypac-bd.com Any Questions????

Thank You : 

armolla@energypac-bd.com Thank You