new rules and sales skills 11 jan

8/8/2019 New Rules and Sales Skills 11 Jan

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Welcome

BienvenueWillkommen

Benvenuto

Bienvenida

ykoso

tervetuloa

welkom


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Please muteYour cell!


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New RulesRules


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Rules


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Shift End

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Break Time

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:KDWPDNHV\RXDJRRGVDOHVSHUVRQ


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Buying motivation

Emotionalfactors Logical

factors


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Logical Motives Emotional Motives

- To gain or save time .- To reduce work or effort .

- To improve current performance .

-To improve standard of living .

- To improve safety.

- To increase level of comfort .

- To Improve Image .

- To Improve self - esteem .

- To Increase the level of satisfaction .

-To derive pleasure .

- To Satisfy the Ego.

- To Increase happiness .


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What is Selling ?


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Selling is a

process ratherthan an action,

also is a sciencerather than a

feeling

It consists of a numberofSteps .

All steps needplanning andpreparation .

Selling is a Process


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Selling Process

IntroductionQualify yourcustomers

Break the ICE

Ask properquestions andlisten, listen,

listen

Explain youroffer Trial close

Handlingobjections

Close $$$$


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Preparation Makes The Difference

Three questions you should always ask yourself

What do I need to know ?

What do I know ?

How am I going to find out ?


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What Are The Basic Selling Skills

- Active Listening .

- Differentiating between product Features Advantage Benefits .

- Effective Questioning .

-Handling customer objections .

- Buying Signals .

- Closing the deal .


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Why do we listen ?

- To show respect to the other person .

- To save time and effort for both you and the customer .

- To sell what the customer really wants .

-To encourage full, Open and honest expression .

- To show interest, Concern and attention .

- To focus on the customers massage and gain full and accurate understanding

of his / her messages


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When Customer talk

- Find what the customer wants .

- Find time to develop some ways of

satisfying the customers desire .

- Find what the customer like .

When salesperson talks

- The customer gets bored .

- Do not have the opportunity to find

the need of the customer .

- Find what is in customers mind .


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Objectives

- Objectives are easier to measure if theyare specific .

- Objectives help in controlling the call .

- Objectives help in checking progress .

Questions

- Ask lots of questions and listenintensely to the answer .

- By asking questions you remain in

control of the conversation .


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Questioning

CLOSED Questions

Did..........?

Can.........?

Have........?

Do........?

Is..............?

Will...

.....?

OPEN Questions

HOW.........?

Why...........?

When.........?

Who...........?

What..........?

Where........?


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The benefit of asking questions

- You can encourage the customer to talk .

- You can gather more information .

- You can stimulate the thoughts .

-You are in control .

- You can release tension .

- You can invite discussions .


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- F (Features) : What is this ? Describe facts Data products -Service .

- A (Advantages) : What does it do ? How the product or servicemay match the needs of the average customer .

- B (Benefits) : What is in for me ? How the product or service meetsthe explicit needs expressed by the customers .

FAB


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What is the objection ?

Objection is an negative attitude which may be

expressed as a verbal statement or question, or as

non-verbal action that threatens the close of

the sale


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Most objections are cased by the two ( Two Misses ) .

Miss- Understanding .

Missing Information .

Handling objections


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Common Objections

Price is too high .

I am not interested.

I have used it before and I do not like it .

I am happy with what I have .

Send me brochures .

I will talk to my partner.

Call me next week .


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Effective Response Methods

Reverse

Compensation Methods

Indirect Denial

Postpone Method .

Feel Felt Found

Boomerang Method

Admit

Pass Up Method

Direct Denial


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Buying Signals

- Questions : How much does it cost ? How long does it take ? Can you .. ? .

- Reactions : Can you tell me how it works ? This is what I need ? Sounds is

a good offer .

- Actions : Let me check the .. ? I need to check the proper documents .


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Closing Skill

Closing Scenarios :-

-Assumption : Will you pay cash for this service ? .

-Asking: So what product you chosen ? .

-Alternative : Would you like to take the small or medium size .

- Steps : If price too high , would you take part of the goods and the rest next week ?

-Pressure : If you can make your decision now, I can make special contract .

- Converting an objection : If the price is the only problem to buy the product , If

we were able to compromise on that ,would you be able to buy it right now .

-Negotiating: I will call my manager now, If he agrees on the 15% discount,

Will we have a deal ? .


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Closing Skill

- Questions : How much does it cost ? How long does it take ? Can you .. ? .

-Reactions : Can you tell me how it works ? This is what I need ? Sounds is

a good offer .

-Actions : Let me check the .. ? I need to check the proper documents .


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The Big Keys To Sales Success

- Know your Stuff and believe in it .

- Leave your EGO at the door and learn flexibility .

- Stop selling and start listening .

-Respect how your customer prefers to communicate .

- Manage yourself like a business .

- Let your Enthusiasm show .

- Always be positive .


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The Big Sales Mistakes

- Talking too much .

- Failure to see your customers world and problems .

- Nervousness .

-Failure to do enough pre call planning .

- Trying too hard to sell .

- Becoming complacent .

- Overreacting to objections .


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The seven steps out bound sales call

- Pre Call Planning ( Review client info. Planning Objectives ) .

- Gathering Information ( Questions must be relevant Questions should help to

identify customers need Explain why you are asking questions Adopt a

conversation tone / dont interrogate Acknowledge answer before next question ) .

- Approach / Positioning ( Relaxed Use customers name Build rapport

Explain purpose of Visit Identify yourself and where you are from - .

- Solution Generation ( Tailor communication solutions to specific client need

Prepare client for the recommendation ) .

- Solution Presentation ( Select most appropriate solutions Focus on value

Present recommendation in a clear and concise manner ) .

- Close the call ( Select timing Handling Objection Closing Techniques ) .

- Wrap Up ( Thanks client for business Leave name and

number Discuss implementation steps Position next call ) .


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Thank you for

your attention!

Any Questions?

new rules and sales skills 11 jan

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