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Essential Selling Skills Part Ii
- 1. WELCOME TO ‘ ESSENTIAL SELLING SKILLS’ PArT - II Experiential & Immersive Learning
- 2. HOW TO MAKE CUSTOMERS FEEL? • Make them IMAGINE Our brain doesn’t • By asking them relevant QUESTIONS understand the • The synergy & power of 5 SENSES difference between • How people process information – VAK, reality & what predicates & strategies ~ NLP we vividly imagine! • Eye Accessing Cues Make them feel – emotions move people more than logic! Experiential & Immersive Learning
- 3. PERSUADE BY ASKING QUESTIONS ONLY WORK IN YOUR GROUPS oup 1: Convince your friend to give up smoking? oup 2: Persuade your friend not to waste money on betting & lottery oup 3: Impress your friend on safety while driving so she/he stops driving rashly. ts: Use ‘Pain & Pleasure’ technique Open/close questions Make them feel by making them imagine – through asking questions Watch for your friend’s body language, facial expression & eye accessing cues in response to your questions and make adjustments accordingly. Experiential & Immersive Learning
- 4. WHAT DOES A SUPER SALES PERSON LOOK LIKE? WHAT MAKES A PERSON SUPER SALESMAN OR SALESWOMAN? OR WHAT ARE THE QUALITIES Open floor discussion OF A SUPER SALES PERSON? Experiential & Immersive Learning
- 5. SUCCESS CRITERIA OF HIGHLY SUCCESSFUL SALES EXECUTIVES Motivation/Attitude Objectivity IT! Strategy DI O VE –D Action Plan RS N Implementation IO TIO N AC Effectiveness & Course Correction Evaluation Skills REJUVINATE Knowledge Experiential & Immersive Learning
- 6. 6 CYLINDERS OF SELLING Success = Motivation x (knowledge + skills) 1. Enthusiasm 2. Knowledge 3. Business awareness 4. Industry awareness 5. Company procedures awareness 6. Selling skills Experiential & Immersive Learning
- 7. BASIC BUT POWERFUL CONCEPTS IN SELLING • UNIQUE SELLING PROPOSITION = USP (differentiate) • IMPLIED & EXPLICIT NEEDS • FEATURES, ADVANTAGES, & BENEFITS Experiential & Immersive Learning
- 8. U S P • Only you can give that benefit – something uniquely different! • You should have the ability • Your USP should be integrated into everything you do • Target your business • Short and concise • Use measurable and concrete expressions • Different USPs for different segments of the market DO YOU KNOW YOUR USP??? Experiential & Immersive Learning
- 9. HOW TO MAKE IT A BURNING NEED? Need Ne e d Need Need Need Solution Solution Solution Weak Implied need Strong – Explicit need Experiential & Immersive Learning
- 10. F.A.B. The client wonder’s how Sales executive much it will cost him? offers a ‘Feature’ Sales executive The chances of the client objecting offers a ‘Advantage’ to the advantage are high especially since there were no questions asked Sales executive links it into The client agrees since the Sales a ‘Benefits’ + only Executive gave the information that after was linked to client’s benefit asking a question Experiential & Immersive Learning
- 11. SOME MORE CONCEPTS IN SELLING • What does the concept ‘What is in it for me (WIIFM)’ signify to you? • Why should you stop selling & start building relationships? • What do you understand by ‘Adding Value’ to your services? • What is ‘Customer Profiling’ & how can it help you to sell more effectively? • Do we sell products/services or resolve customer problems/provide solutions to customer’s problems? Experiential & Immersive Learning
- 12. HAVE THINGS CHANGED IN SELLING? Prospecting Studying Planning Planning and Preparing Proposing Pitching Matching needs Sale Overcoming Objection Delivering what was agreed upon Closing Confirming Sale Reselling looking for new customers Continual support Repeat business Experiential & Immersive Learning
- 13. HOW SALES CALLS CHANGED? Stages - Sales Call The old Way The new Way Prospecting Prospecting Studying Studying Planning Planning Planning and Preparing Planning and Preparing Proposing Proposing Pitching Pitching Matching needs Matching needs Overcoming Objection Overcoming Objection Delivering what was Delivering what was Closing Closing agreed upon - -Confirming agreed upon Confirming Reselling - - Reselling Continual support & Continual support & looking for new looking for new Repeat business Repeat business customers customers Experiential & Immersive Learning
- 14. TYPICAL SALES PROCESS Close Negotiate Proposal Needs Agreement Objections Analysis & Qualify Prospect Focus On Price Fulfillment Appointment Verify Benefits • Cold Call --------------- Terms Interview To The • Sales Funnel Sales Develop • Find Potential & Customer Customers Potential Investigate Relations Conditions Experiential & Immersive Learning
- 15. WHY PROSPECTING, NEEDS ANALYSIS & CLOSING THE SALE IN RED? WHAT WILL HAPPEN IF YOU DON’T PROSPECT? WHY NEEDS ANALYSIS IS CRUCIAL? WHAT IS ‘CLOSING THE SALE’ & WHY IS IT SO IMPORTANT? Open floor discussion Experiential & Immersive Learning
Editor's Notes
- IMAGINATION How many senses do we have? Sight, hearing, smelling, touching, tasting, (women have one extra?) Explain the more number of senses we involve the more acute/stronger our perception becomes; one picture is a thousand words Or talk about a tasty dish, show you a picture (close, large & in vivid colours), prepare the food in front of you so you can smell the aroma, and give some to you to taste – which will have the highest impact? That is why selling tangibles like a car for instance is easier – offer the customer a test drive and he uses his sight, hearing, touching, smelling faculties to perceive the car and convince himself to purchase it! How can you use the above for non-tangibles like a vacation, travel by air, sending cargo etc? Answer via asking questions because whatever the brain can imagine vividly becomes our reality – for example you see a tragic movie like ‘Titanic’ and cry or feel sad; although you know that what you saw was just a movie and not real! Open, closed, what if & leading questions ‘ Pain & Pleasure’ technique – how to use it? So ask questions to make people imagine and be more persuasive 9. PREDICATES & STRATEGIES (handout on predicates & strategies of women buying clothes, men buying lap top or cars); discover their buying strategies and your chances to selling something to them goes up. 10. Explain and give them a demo of eye accessing cues. Refer to the pdf on it.
- Successful sales people are: Aware of their thoughts – what they think They are aware of how they feel in context to their thoughts – and because they understand their own thoughts & feelings they are well equipped to understand others and how they feel Consequently they are also aware of their activities and behaviour BASICALLY THEY ARE IN CONTROL OF THEMSELVES & THEIR FEELINGS; THEY ARE IN THE DRIVING SEAT RATHER THEN BEING DRIVEN BY OTHERS – THEY ARE PROACTIVE, INFUSED WITH POSITIVITY & ACTION TAKERS – THEY ARE LEADERS!
- Example of asking your colleague to join you for lunch directly vs enhancing the need first – the ‘Pain/Pleasure’ technique. “ Aren’t your shoulders paining hunched up for so long in front of the computer?” “ Can you smell the aloo parhata?” – using her/his imagination to convince her/him “ Come join me for lunch – it will give you a break and help you to complete your more efficiently.””
- No matter what you're selling, every sale follows roughly the same pattern. It's a rare sale that doesn't include each of these steps in one form or another. In order to succeed in sales you need to master each one of these stages. If you're weak in one or more areas, you might survive as a salesperson but you won't thrive. 1. Prospect for Leads You can't prospect effectively without knowing all about your product(s ) . If you don't understand the product, how could you know who will want to buy it? 2. Set an Appointment It's time to use those leads you collected in stage 1. Many salespeople prefer to cold call over the phone, but you can also call in person, send email or even mail out sales letters. 3. Qualify the Prospect The qualification stage usually takes place at the appointment itself, although you can also qualify briefly during your initial contact. The idea is to confirm that your prospect is both able and potentially willing to buy your product. 4. Make Your Presentation The presentation is the core of every sales cycle, and it's probably where you'll invest the most preparation time. Keep in mind that you're not just selling your product... you are also selling yourself! You represent your company, so appearance counts . 5. Address the Prospect's Objections Here's where you get to deal with your prospect's concerns. The one you'll hear most often? “I have to think about it.” 6. Close the Sale Once you've made your presentation and answered your prospect's questions and objections, it's time to ask for the sale. This is the second-most neglected stage of the sales cycle... which is especially sad given that it's probably the most critical one. 7. Ask for Referrals This is hands down the most commonly neglected step. Too many salespeople are so relieved to get a sale that they grab their things and race out the door the second they get the chance, for fear the prospect will change their mind!