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Selling Techniques

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Transcript

  • 1. Prepared by: Sabine-Ul-Haq Successful Selling
  • 2. Little about your self
    • Name
    • Its meaning
    • Past experience
    • What let you join this organization
    • What will you learn today
  • 3. Customers
    • Always learn about your customers, no matter what your job is.
  • 4. Customer Requirements Customer Satisfaction Quality Value Service
  • 5. Selling Skills
  • 6. Components of a Successful Sales Strategy
    • Are you determined to be a winner?
      • Have you asked yourself, “what do I want from my life and work?”
      • Do you have, “if I think I can, then I can” approach?
  • 7. Planning for Success
    • “ A battle well prepared is half won”
    • A thorough product knowledge
    • Knowing your enemy very well
    • Pre-decided number of sales calls everyday
  • 8. Working Your Way To Sales
    • Having the right mind-set/right attitude
    • Your appearance/Dress up for success means your confidence
        • Well shaved face—must have a fresh look
        • Shirt and Trousers—must be well ironed
        • Shoes—must be well shined
        • Waist Belt and Shoes—must have the same colour
        • Wear fragrance/No foul odor
  • 9. Opening the Call Properly
    • Salesperson must carry a pleasant look
    • Seek permission to enter
    • Exchange greetings
    • Tell your name, organization, and purpose of visit
    • Explain your product/service
  • 10. Your Timing...
    • “ Right timing can mean the difference between success and failure”
    • Never push to talk to a busy customer
    • Ask the prospective for the best time to meet
    • Give the people gift of THEIR time—try to consume as little time as possible
  • 11. Using the Right Sales Pitch
    • Have more than one coloured balls in your bag of tricks
    • Every situation boils down to a personal situation
    • Talk should reflect confidence and care
    • Listening more and talking less
        • Get customer’s feedback
        • Try to catch more on how (the way) something is said rather than what is being said
        • Never belittle/demean competition’s product
  • 12. Observe Client’s Nature to Adjust Your Sales Pitch…
    • Complaintful
    • Demanding
    • Soft spoken
    • Argumentative
    • Half-convinced
  • 13. Having a Compassionate Attitude
    • Please tell me because I want to help you
    • Tender loving care
    • Empathy
    • Please DON’T show Sympathy
  • 14. Closing the Sales Call
    • Don’t try to extend the sales call
    • Don’t push unnecessarily
    • Whether the answer is YES or NO don’t let your politeness go
    • Ask, giving a reasonable time frame, for meeting the prospective again
    • Time frame may vary between a week to six months depending upon client’s response
  • 15. Getting Referrals
    • Ask for friends who might be interested
    • Specifically ask if the customer’s reference could be given or not
    • Be honest and never give a reference once told not to do it
    • Ask for major buyers
    • Ask for major suppliers
    • Ask for related industry/profession’s well-to-do people
  • 16. Handling Difficult Customers
    • Listening more is the key
    • Talking less is the key
    • Don’t communicate anything that you are not sure of
    • When in doubt in front of them seek time or simply say than to give wrong information
    • Showing patience normally gets you good results
  • 17. Closing comments
    • “ Wealth is Good”
  • 18. Any Questions