Sales Team Training Skills Kamal

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This Is Way To Close the Call ..That Way About It!!

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Sales Team Training Skills Kamal

  1. 1. Prepared by: Kamal Tolani Successful Selling
  2. 2. Little about your self <ul><li>Name </li></ul><ul><li>Its meaning </li></ul><ul><li>Past experience </li></ul><ul><li>What let you join this organization </li></ul><ul><li>What will you learn today </li></ul>
  3. 3. Customers <ul><li>Always learn about your customers, no matter what your job is. </li></ul>
  4. 4. Customer Requirements Customer Satisfaction Quality Value Service
  5. 5. Selling Skills
  6. 6. Components of a Successful Sales Strategy <ul><li>Are you determined to be a winner? </li></ul><ul><ul><li>Have you asked yourself, “what do I want from my life and work?” </li></ul></ul><ul><ul><li>Do you have, “if I think I can, then I can” approach? </li></ul></ul>
  7. 7. Planning for Success <ul><li>“ A battle well prepared is half won” </li></ul><ul><li>A thorough product knowledge </li></ul><ul><li>Knowing your enemy very well </li></ul><ul><li>Pre-decided number of sales calls everyday </li></ul>
  8. 8. Working Your Way To Sales <ul><li>Having the right mind-set/right attitude </li></ul><ul><li>Your appearance/Dress up for success means your confidence </li></ul><ul><ul><ul><li>Well shaved face—must have a fresh look </li></ul></ul></ul><ul><ul><ul><li>Shirt and Trousers—must be well ironed </li></ul></ul></ul><ul><ul><ul><li>Shoes—must be well shined </li></ul></ul></ul><ul><ul><ul><li>Waist Belt and Shoes—must have the same colour </li></ul></ul></ul><ul><ul><ul><li>Wear fragrance/No foul odor </li></ul></ul></ul>
  9. 9. Opening the Call Properly <ul><li>Salesperson must carry a pleasant look </li></ul><ul><li>Seek permission to enter </li></ul><ul><li>Exchange greetings </li></ul><ul><li>Tell your name, organization, and purpose of visit </li></ul><ul><li>Explain your product/service </li></ul>
  10. 10. Your Timing... <ul><li>“ Right timing can mean the difference between success and failure” </li></ul><ul><li>Never push to talk to a busy customer </li></ul><ul><li>Ask the prospective for the best time to meet </li></ul><ul><li>Give the people gift of THEIR time—try to consume as little time as possible </li></ul>
  11. 11. The opener… <ul><li>“ I’m Rishi , How are you?” </li></ul><ul><li>“ Nice looking kids. I’ve got a few just about that age, pretty darn busy around our place.” </li></ul><ul><li>“ How’s your day so far?” </li></ul><ul><li>“ How goes the battle today?” </li></ul><ul><li>“ Got your name from Jai…thanks for seeing me. He thought this might make sense for us to get together…” </li></ul><ul><li>“ Couldn’t help seeing those tanks on the side of the building…I’d bet you are pretty happy with those Ones…?” </li></ul>
  12. 12. Using the Right Sales Pitch <ul><li>Have more than one coloured balls in your bag of tricks </li></ul><ul><li>Every situation boils down to a personal situation </li></ul><ul><li>Talk should reflect confidence and care </li></ul><ul><li>Listening more and talking less </li></ul><ul><ul><ul><li>Get customer’s feedback </li></ul></ul></ul><ul><ul><ul><li>Try to catch more on how (the way) something is said rather than what is being said </li></ul></ul></ul><ul><ul><ul><li>Never belittle/demean competition’s product </li></ul></ul></ul>
  13. 13. Observe Client’s Nature to Adjust Your Sales Pitch… <ul><li>Complaintful </li></ul><ul><li>Demanding </li></ul><ul><li>Soft spoken </li></ul><ul><li>Argumentative </li></ul><ul><li>Half-convinced </li></ul>
  14. 14. Having a Compassionate Attitude <ul><li>Please tell me because I want to help you </li></ul><ul><li>Tender loving care </li></ul><ul><li>Empathy </li></ul><ul><li>Please DON’T show Sympathy </li></ul>
  15. 15. Closing the Sales Call <ul><li>Don’t try to extend the sales call </li></ul><ul><li>Don’t push unnecessarily </li></ul><ul><li>Whether the answer is YES or NO don’t let your politeness go </li></ul><ul><li>Ask, giving a reasonable time frame, for meeting the prospective again </li></ul><ul><li>Time frame may vary between a week to six months depending upon client’s response </li></ul>
  16. 16. Timing the Close <ul><li>Buying Signals – things customers do or say to indicate a readiness to buy. </li></ul><ul><ul><li>Comments </li></ul></ul><ul><ul><li>Facial expressions </li></ul></ul><ul><ul><li>Body language </li></ul></ul><ul><ul><li>Actions </li></ul></ul>
  17. 17. Closing the Sale <ul><li>Which type of closing technique is this and when is it most appropriate? </li></ul><ul><ul><li>1) Shall I drop off a case tomorrow? </li></ul></ul><ul><ul><li>2) When would you like me to deliver this unit? </li></ul></ul><ul><ul><li>3)This is the last one we have in stock </li></ul></ul><ul><ul><li>4) This is a limited time offer </li></ul></ul><ul><ul><li>5)So what do you think, would you like to go ahead with the purchase? </li></ul></ul><ul><ul><li>6) If you take it today I will give a “ VCD” at no charge, but that is only for today </li></ul></ul>
  18. 18. Getting Referrals <ul><li>Ask for friends who might be interested </li></ul><ul><li>Specifically ask if the customer’s reference could be given or not </li></ul><ul><li>Be honest and never give a reference once told not to do it </li></ul><ul><li>Ask for major buyers </li></ul><ul><li>Ask for major suppliers </li></ul><ul><li>Ask for related industry/profession’s well-to-do people </li></ul>
  19. 19. Handling Difficult Customers <ul><li>Listening more is the key </li></ul><ul><li>Talking less is the key </li></ul><ul><li>Don’t communicate anything that you are not sure of </li></ul><ul><li>When in doubt in front of them seek time or simply say than to give wrong information </li></ul><ul><li>Showing patience normally gets you good results </li></ul>
  20. 20. Closing comments <ul><li>“ Wealth is Good” </li></ul>
  21. 21. Any Questions

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