selling skills modified
Post on 01-Jul-2015
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SELLING SKILLSA TO Z
SESSIONS OBJECTIVE
By the end of this session you would be able to :
Understand the selling skills
Convert maximum number of sales
Achieve the best amongst your team
SELLING SKILLS
Selling is the art of persuading the customer that buying the product or service will benefit him or her.
IMPORTANCE OF SELLING SKILLS
For Customer: 1. Satisfaction2. Feel Good Factor
For Organization: 3. Customer Retention4. Positive word of mouth publicity5. Increase in Sale and Revenue
For Advisor:
1. Work Efficiency2. Job Satisfaction3. Self Growth
IMPORTANCE OF SELLING SKILLS (Contd.)
SELLING …
SELLING A PRODUCT
Product Knowledge
Talk more – Sale more
Knowledge about Organization
Sale with a motive to sell the product
ADVISING CUSTOMER TO BUY THE PRODUCT
Product Presentation
Listen more- Sale more
Knowledge about competitors
Sale with a motive so that someone can buy the product
How to increase
sale??????????
HOW TO SELL – 6 ESSENTIAL SKILLS
LET US SHARE THE
6 STAR SECRET
1. CREATING RAPPORT
The first decision every buyer makes is “ Do I want to do business with this organization?”
To create the instant connection you’ve got to be:
1. Curious 2. Personable3. Ready to help them
1. CREATING RAPPORT (contd)
VERBAL COMPONENTS
Appreciate Customer’s Choice
Real life examples
Greet Customer with their name
Previous feedback or opinion
NON VERBAL COMPONENTS Smile
Enthusiasm
Friendliness
Positive Approach
Polite Tone
2. PROBING : ASKING QUESTIONS
Probing is a skill to ask question to obtain certain information.
Probing
Open Ended Close Ended
2. PROBING : ASKING QUESTIONS (contd)
Open Ended:
1. How may I assist you in your shopping today?
2. Which color do you want?
Close Ended:
1. We have 3 colors blue, black and grey. Amongst them what is your choice?
2. PROBING : ASKING QUESTIONS (contd)
OPEN ENDED
It permits an unlimited number of possible answers.
Answers take up a lot of time and hence increases our AHT.
CLOSE ENDED
It is easier and quicker for customers to answer
It saves time and helps us to understand customer accurately and quickly
3. ACTIVE LISTENING
Active listening requires the listener to :
1. Understand2. Interpret3. Evaluate
3. ACTIVE LISTENING (contd)
Listen
Understand
InterpretEvaluate
Probe
4. PRESENTING SOLUTIONS
This means creating and describing a specific solution to previously agreed-upon needs.
4. PRESENTING SOLUTIONS (contd)
Active Listening
Re- Summarization of Customer’s Needs
Demonstration of Product
5. ASKING FOR COMMITMENT
All of the above is completely pointless if the activity doesn't eventually result in some sales.
5. ASKING FOR COMMITMENT(contd)
Kya main aapka order book kar doon?
Kiske naam pe order book karwayenge aap?
Sir, order book karna chahenge?
Kya product book kar dein?
Sir, product kaun si city me mangwaana chahenge?
6. OBJECTIONS- HANDLE THEN AND THERE
An objection is an indication that at some level the customer is considering to buy and should be welcomed.
6. OBJECTIONS- HANDLE THEN AND THERE (contd)
Why should I pay
shipping charges????
??
IIf somehow they can
reduce the shipping
charges then the product is a
must buy
6. OBJECTIONS- HANDLE THEN AND THERE (contd)
We are very transparent with our customers isliye hum shipping charges product price me include karke nahi batate.Aur saath hi saath agar aap compare karein to product per maximum/best possible discounts provide karte hain
Congrats! Now we will be able to
Crack maximum number of sales by effective presentation
Also now we can…..
Understand and handle customer and their objections
And now…..
Convert our undecided customers
Hence…….
Achieve the best and move one step forward
HAPPY SELLING
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