Effective%20Selling%20Skills

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Effective Selling Skills :

Effective Selling Skills Presented by Nilesh Sawant

Definition of Selling :

Definition of Selling Selling is the art of persuading the consumer that buying the product or service will benefit him or her. Simply putting it selling is the art of closing the deal.

Marketing Concept VS Selling Concept:

Marketing Concept VS Selling Concept The Marketing concept holds that the key to achieving its organizational goals consists of the company being more effective than competitors in creating, delivering, and communicating customer value to its chosen target market The selling concept holds that customers and businesses, if left alone, will ordinarily not buy enough of the organization’s products. The organization must, therefore, undertake an aggressive selling and promotion effort

Principles of Effective Selling:

Principles of Effective Selling Prospecting and Qualifying

PowerPoint Presentation:

Prospecting and Qualifying Pre Approach Principles of Effective Selling

Principles of Effective Selling:

Principles of Effective Selling Prospecting and Qualifying Pre Approach Approach

Principles of Effective Selling:

Principles of Effective Selling Pre Approach Approach Presentation and Demonstration Prospecting and Qualifying

Principles of Effective Selling:

Principles of Effective Selling Approach Presentation and Demonstration Overcoming Objections Pre Approach Prospecting and Qualifying

Principles of Effective Selling:

Principles of Effective Selling Prospecting and Qualifying Pre Approach Approach Presentation and Demonstration Overcoming Objections Closing and Follow up

Prospecting and Qualifying :

Prospecting and Qualifying This is the first step in selling i.e. identifying and qualifying the prospects. How to Generate Leads?? Examining Data Sources Putting up a booth at trade shows to encourage drop bys Inviting current customers to suggest the names of prospects

Prospecting and Qualifying :

Prospecting and Qualifying Contacting the organizations and associations where the prospect belong. Using telephone, mail, and internet to find leads. Dropping in unannounced on various offices . Cultivating other referral sources, such as suppliers, dealers, non competing sales representatives, bankers etc.

Pre Approach:

Pre Approach The sales person has to learn as much as possible about the prospect company or the buyer The sales person should always set his call objectives To qualify the prospect Gather Information Make an immediate sale

Approach:

Approach Always be prepared Before the call Know your product inside out. Be knowledgeable about this industry. Know your competition Know the basics of the customers needs. People in common. Believe in yourself, your company, and product or DON’T be there.

Presentation and Demonstration:

Presentation and Demonstration The sales person now tells the product “STORY” to the buyer Follow the AIDA Formula Gaining Attention Holding Interest Arousing Desire Obtaining Action

Presentation and Demonstration:

Presentation and Demonstration Use FABV Approach to sell… Features

Presentation and Demonstration:

Presentation and Demonstration Use FABV Approach to sell… Features Advantages

Presentation and Demonstration:

Presentation and Demonstration Use FABV Approach to sell… Features Advantages Benefits

Presentation and Demonstration:

Presentation and Demonstration Use FABV Approach to sell… Features Advantages Benefits Value

Presentation and Demonstration:

Presentation and Demonstration Different Styles of Sales Presentations Canned Approach Formulated Approach Need Satisfaction Approach

Objections:

Objections Customers almost pose objections during the sales pitch or when asked for order. There are 2 kinds of resistance Psychological Resistance Logical Resistance

Objections:

Objections Psychological Resistance This includes resistance to interference, preference for established brands, reluctance to give up something, unpleasant associations created by sales rep, predetermined ideas, etal…. Logical Resistance It consists of objection to price, delivery schedule, product features, etal…

Overcoming Objections:

Overcoming Objections To handle objection the sales person has to have a positive approach, ask the buyer to clarify the objection, question the buyer in a way that the buyer has an answer to his own objection, or turns the objection into the reason for buying….

Objections:

Objections Putting it simply Listen Agree/restate without prejudice Get clear about the real issue Discuss solutions Ask for a commitment

Closing:

Closing Look for buying cues… Nonverbal yes’s Sounds good… Focus on delivery and terms in discussion Timelines Pulling out PO forms

Closing:

Closing Alternative close Which would you prefer the Refinance or Top Up loan? Summary close With the 10% gain in factory efficiency and unique new volume price program lets get this on the books. When would you like delivery?

Follow Up:

Follow Up Service, service, service. Know your company’s ability Don’t ever oversell Call and write.

Follow Up:

Follow Up Creative thanks. Visit again soon after product delivery.

PowerPoint Presentation:

THANK YOU

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