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7 Must-have Skills for a Sales Person and the Role of Training

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7 Must-have Skills for a Sales Person and the Role of Training

  1. 1. Source: http://hbr.org/hb/article_assets/hbr/1012/F1012Z_A_lg.gif
  2. 2. Skills of a Winning Sales Person
  3. 3. Skills of a Winning Sales Person Listening skills • Essential for good communication • Helps gain valuable information from customers.
  4. 4. Skills of a Winning Sales Person Questioning skills • Essential for persuasion • Building relationships Who? What? When? How?
  5. 5. Skills of a Winning Sales Person Knowing the product • Helps convince customers • Prepared to answer customer queries
  6. 6. Skills of a Winning Sales Person Recognizing the process • Helps identify their comfort zones • Can work on areas they need to improve
  7. 7. Skills of a Winning Sales Person Understanding customer objections • Based on market trends • Competitor offerings
  8. 8. Skills of a Winning Sales Person Identifying buying signals • Enable customers to make a choice • Reassure the customers of their decision
  9. 9. Skills of a Winning Sales Person Negotiating and closing skills • Offers and discounts possible • Clauses non-negotiable
  10. 10. Skills of a Winning Sales Person • Listening skills • Questioning skills • Knowing the product • Recognizing the process • Understanding customer objections • Identifying buying signals • Negotiating and closing skills Can sales people acquire these skills in a 2-3 day training program?
  11. 11. Skills of a Winning Sales Person • Training sales people on all the skills they need for selling is difficult through a classroom training session. • Limited time • Limited reach • Can there be a structured continual support? Can there be a structured continual support?
  12. 12. • Collaborative Learning Environment acts as a catalyst that fosters learning on a continual basis.
  13. 13. Collaborative Learning Environment Features of a collaborative learning • environment • Bite-sized learning modules • Access through multiple devices • Available in multiple formats • Interaction with peers through chats and discussion forums • Push and Pull content for learning
  14. 14. Collaborative Learning Environment Ideas for skills building through a collaborative learning environment. • Resource pool that can be populated on the learning portal
  15. 15. Listening Skills Develop listening skills • though bite size modules of listening comprehension
  16. 16. Questioning Skills • Get them to ask the right questions  Use scenarios, short clips and quizzes
  17. 17. Sales Process Knowledge • Reinforce process knowledge  Online refresher training
  18. 18. Product Knowledge • Product Knowledge through eLearning & mLearning modules
  19. 19. Selling Strategies • Handling customer objections • Identifying buying signals • Negotiating and Closing Skills
  20. 20. Social Learning • Wikis, Discussions Boards, Forums etc.
  21. 21. Conclusion • Winning sales people are said to possess certain specific skills-set. • Online training methods can be creatively used effectively, to build these essential skills, in a sales person. • A collaborative learning environment with all the essential resources can be a useful learning platform for a sales person.
  22. 22. To read more such articles, please visit blog.commlabindia.com

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