S.s made easy-comp

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S.s made easy-comp

  1. 1. 01/29/15 MUHAMMAD IQBAL WAJIDMUHAMMAD IQBAL WAJID Selling Skills Made EasySelling Skills Made Easy
  2. 2. 01/29/15 Learning stages..Learning stages.. Iqbal WajidIqbal Wajid 1. Unconscious + Incompetence1. Unconscious + Incompetence 2. Conscious + Incompetence2. Conscious + Incompetence 3. Conscious + Competence3. Conscious + Competence 4. Unconscious + Competence4. Unconscious + Competence
  3. 3. 01/29/15 Selling is a mental gameSelling is a mental game 50% of successful sales are due to mental skills 30% are due to technical knowledge 20% are based on product knowledge
  4. 4. 01/29/15 Stages of new product adoptionStages of new product adoption Awareness Interest Evolution Trial Adoption
  5. 5. 01/29/15 Buying Motives...Buying Motives... Make a profit/gainMake a profit/gain Fear of lossFear of loss Have pleasure, enjoyment, comfort, convenienceHave pleasure, enjoyment, comfort, convenience Avoidance of pain, worries, problemsAvoidance of pain, worries, problems Boost pride/ self-satisfactionBoost pride/ self-satisfaction Desire for approval, social acceptance, prestigeDesire for approval, social acceptance, prestige
  6. 6. 01/29/15 S.M.A.R.T. Objective SpecificSpecific MeasurableMeasurable AchievableAchievable RealisticRealistic Time boundTime bound
  7. 7. 01/29/15 Features N Benefits FEATURES are attributes or inherent characteristics of a product which you can feel, see, or measure. BENEFITS are advantages that meet the explicit need or wants of a customer.
  8. 8. 01/29/15 SALES CYCLESALES CYCLE Before the call Pre call planning 1. Prospecting 2. Analyze the customer 3. Set objective 4. Plan the call
  9. 9. 01/29/15 SALES CYCLESALES CYCLE During the call... Opening Presentation Questioning Handling objections Closing
  10. 10. 01/29/15 SALES CYCLE Post call analyses Evaluation the call Recording the details Set objectives for next call
  11. 11. 01/29/15 SALES CYCLESALES CYCLE Steps of OPENING Greeting Rapport building Purpose of call Initiating business discussion
  12. 12. 01/29/15 SALES CYCLESALES CYCLE Types of opening Need / Benefit opening Opening as a question Stimulating question
  13. 13. 01/29/15 Questioning is used to...Questioning is used to... Uncover need Understand attitude Gain specific information Lead the customer through the presentation
  14. 14. 01/29/15 Types of questions ??Types of questions ??  Open question  Close question  Choice question  Benefit tag question - BTQ
  15. 15. 01/29/15 Kinds of ObjectionsKinds of Objections Price objection Product objection Service objection Company objection Personal objection Competitive objection Lack of need objection
  16. 16. 01/29/15 Types of objectionsTypes of objections Misunderstanding Skepticism Real objection Indifference Hidden objection
  17. 17. 01/29/15 Steps of handlingSteps of handling objectionsobjections Listening Acknowledge Feed the objection back Answer the objection Verify
  18. 18. 01/29/15 Types of commitment Trial use Continued use Expanded use
  19. 19. 01/29/15 Standard closeStandard close Review all benefits accepted by theReview all benefits accepted by the customercustomer Ask for businessAsk for business Wait for a responseWait for a response
  20. 20. 01/29/15 Additional closingAdditional closing techniquestechniques Example closeExample close Choice closeChoice close Incentive closeIncentive close Pros & cons closePros & cons close Emotional attachment closeEmotional attachment close
  21. 21. 01/29/15 Elements of short callElements of short call Stopping powerStopping power  Unique sellingUnique selling proposition - USPproposition - USP
  22. 22. 01/29/15 T H A N K ST H A N K S Best wishesBest wishes
  23. 23. 01/29/15 22 Marketing & ManagementMarketing & Management Made Easy By M. Iqbal Wajid
  24. 24. 01/29/15 Summary Slide Summary Slide
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  45. 45. 01/29/15 Summary Slide Title goes here
  46. 46. 01/29/15 Title goes here Hassan wasco groups
  47. 47. 01/29/15 Recommending a Strategy Ideas for Today and Tomorrow 1
  48. 48. 01/29/15 Vision Statement State the vision and long term direction 2
  49. 49. 01/29/15 Goal and Objective State the desired goal State the desired objective Use multiple points if necessary 3
  50. 50. 01/29/15 Today’s Situation Summary of the current situation Use brief bullets, discuss details verbally 4
  51. 51. 01/29/15 How Did We Get Here? Any relevant historical information Original assumptions that are no longer valid 5
  52. 52. 01/29/15 Available Options State the alternative strategies List advantages & disadvantages of each State cost of each option 6
  53. 53. 01/29/15 Recommendation Recommend one or more of the strategies Summarize the results if things go as proposed What to do next Identify Action Items 7

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