A smart salesperson listens to emotions not facts. -Unknown
Sales are contingent upon the attitude of the salesman, not the attitude of the prospect. -William Clement Stone
You don’t close a sale, you open a relationship if you want to build a long-term, successful enterprise. -Patricia Fripp
Show video 7 & 8 before you discuss this slide
Show video 7 & 8 before you discuss this slide
AIDA (Individual selling) = A /Attention, I /Interest, D /Demonstrate & A /Action (emphasis is on closing the sale & looking for new/another customer!) OIDO (Corporate selling) = O/Opening, I/Investigating, D/Demonstrating Capability & O/Obtaining commitment – emphasis is on starting a relationship that is mutually beneficial.
Make every one talk about each other Ensure that every one claps and encourages each other Lets make a habit of appreciation each other – try to appreciate something in your partner to your right Ask the question —Why did we do the introduction differently? I could have asked you to speak about yourself Its great to hear about you from others We spend more time with our colleagues on a daily basis – work hours Vs 24 hrs! ( Shouldn’t we enjoy our work ) Its nice to know their likes and dislikes Why did we draw their faces— its to have some fun (Why is fun important?)
For every ‘yes’ give yourself 5 points For every ‘no’ give yourself 10 points! Add up your score and see where you stand in context to making a positive impression with the customer. Remember we are like mirrors – when we listen to our customers, they too respond by listening to us.
Essential Selling Skills Part Iii
BEFORE THE CALL• Research• Plan• Enthusiasm – (manage your state of mind, be positive & confident)• Prepare for the kill (sales call)! A smart salesperson listens to emotions not facts - anonym
WORK IN YOUR GROUPS & IDENTIFY THE SOURCES THAT CAN HELP YOU TO MAKE YOUR SALES FUNNEL/LEADSFor example:• Existing customer records• News paper• -----?• -----?• -----?• -----?• -----?• -----? Salespersons attitude can make it or break it!
TERRITORY & TIME MANAGEMENT• Making practical call plans• Balance between your prospection, maintenance & networking calls• Organizing routine admin work• Delegating sales errands• Using ‘Sales Funnel’ to make up lost sales You dont close a sale, you open a relationship... P Fripp
WHAT WE’LL BE COVERING TOMORROW?1. Recap what we did today2. Share our experience on how we applied ourselves over the week3. Daily/Weekly/Monthly Call Plans4. Sales Processes5. Stages of a sales call6. Questioning techniques of SPIN model HAPPY SELLING! Little improvement make a great difference in the long term
WELCOME TO day 2 ‘ EssEnTiaL sELLing skiLLs’Picture from http://www.referenceforbusiness.com/encyclopedia/Per-Pro/Personal-Selling.html
• RECaP On day 1• sHaRE yOUR EXPERiEnCE OF aPPLiCaTiOn OF day 1 iF any
WHAT WE’LL BE COVERING TODAY?1. Daily/Weekly/Monthly Call Plans2. Stages of a sales call3. Questioning techniques of SPIN model Nobody counts the number of ads you run; they just remember the impression you make. -William Bernbach
BEFORE THE CALL•RESEARCH How to research?•PLAN How to make ‘Perpetual Call Plans’?• Enthusiasm – (manage your state of mind, be positive & confident)
TERRITORY & TIME MANAGEMENT• Making practical call plans• Balance between your prospection, maintenance & networking calls• Organizing routine admin work• Delegating sales errands• Using ‘Sales Funnel’ to make up lost sales
SALES TO INDIVIDUALS & CORPORATES CORPORATE SALES1. Research SALES INTERVIEW2. Analyze A O 1. Greetings. I I3. Confirmation 2. Warm-up.4. Requirement 1. Qualification. D D5. Specification 2. Presentation. A O6. Solution 5. Close.7. Close SALES TO INDIVIDUAL
THE 4 STAGES OF A CORPORATE CALL Opening Opening Investigating Investigating (Most important stage –– discover, explore, clarify, understand) (Most important stage discover, explore, clarify, understand)Demonstrating CapabilityDemonstrating CapabilityObtaining CommitmentObtaining Commitment
THE 4 STAGES OF A CORPORATE CALL1. Opening Getting Started Getting Started Positioning yourself to ask Positioning yourself to ask questions questions
OPENINGEstablish a buyer centred purpose.The purpose of the opening is to gain the buyersagreement for you to ask questions.Be flexible depending on factors such as, time , whocalled for the meeting , how well you know thecustomer?“Can I ask you some questions so I understand your need/s better; that way Iwill be able to help you better?”
THE 4 STAGES OF A CORPORATE CALL Opening Getting Started Positioning yourself to II2. nvestigating2. nvestigating ask questionDemonstrating Asking the right question Asking the right question Capability Identifying and Identifying and Obtaining understanding the buyers understanding the buyers Commitment needs & concerns needs & concerns
inVEsTigaTin g This is the most important stage of the sales callWhen we use SPIN® you will see how effective is thistime/territory tested selling styleSPIN® will be used in the investigation stage to uncover,clarify and develop the customers needs“If there was a breakdown of 24 hours how much productionyou would loose in terms of dirhams?”
THE ART OF ACTIVE LISTENING“Most sales people listen not withthe intent to understand, but with the intent to reply”
LISTENING1. Do you do all the talking in a sales call?2. Do you interrupt clients?3. Do you take notes when you are in a conversation?4. Do you make eye contact with the speaker?5. Do you smile?6. Do you repeat/paraphrase from time to time what is being said?7. Do you begin to solve the problem without probing deeper or waiting for the customer to finish speaking?
SUCCESSFUL SALES PEOPLEUses one set of UncoverUses one set ofquestionsquestions Implied NeedsAnother set of Another set ofquestions or questions orstatements to develop statements to developthe implied needs the implied needs Uncover ExplicitMatches Orient Matches OrientTravel’s Travel’s Needssolution, to customer solution, to customerneeds needs Explicit needs = Benefits
TO SELL BETTER WE NEED• Ask question to identify needs•DO NOT offer solution immediately!• Explore• Demonstrate capability• Deliver right - begin to build a foundation• Strengthen & manage relationship
FIRE UP THE NEED Need Need Need Need Solution SolutionWeak Implied Need Strong & Explicit Need
FIRE UP THE NEED II want you want you to take to take Now that Now that you have you have some action some action mentioned mentioned Well, if I I Well, if it ....yes it it ....yes it could .... could .... does seem does seem and resolve and resolveThere is There is like a It will like a no no It will problem... help me problem...problem problem help me this this Explicit needs Explicit needs Implied needs Implied needs You have now identified aa You have now identified Customers dissatisfaction Customers dissatisfaction strong want /desire strong want /desire
THE 4 STAGES OF A CALL3. Demonstrating Capability Showing how you can help Obtaining F.A.B Obtaining Commitment Commitment
DEMONSTRATING CAPABILITY The customer wonder’sSales executiveOffers Sales Executiveoffers a FEATURE a FEATUREexecutive how much it will cost him? The chances of him objectingSales executive to the advantage are highoffers Executive Offers SalesSales executive an ADVANTAGEan ADVANTAGE especially since thereoffers were no questions asked Sales executive The customer agrees The customer agrees since the Sales Executive gave since the Sales Executive gave links it into the information that was linked the information that was linked a BENEFITS to the benefit to the customer to the benefit to the customer