Sales skill development


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A presentation on Sales Skill Development

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Sales skill development

  1. 1. By Mukul Bhartiya Beyond-D-Banner and
  2. 2. Why Train Salespeople? <ul><li>82% of all sales people fail to differentiate themselves or their products from the competition. </li></ul><ul><li>86% of all salespeople ask the wrong questions and miss sales opportunities. </li></ul><ul><li>62% of all salespeople fail to earn the right to ask for commitment. </li></ul><ul><li>82% of salespeople discount price to earn a sale. </li></ul>Statistics based on research conducted by The Sales Board. Over 16,000 customers and 300 salespeople in 25 industries were studied.
  3. 3. What we hear we forget What we see we remember What we do we understand
  4. 4. Good Sales Person has..
  5. 5. So, What Should We Do?
  6. 6. Acquire Improve Maintain
  7. 7. What All We Can Acquire….
  8. 8. Let Us Take It One by One.. <ul><li>Attitude : Wikipedia defines attitude as a hypothetical construct that represents an individual’s degree of likes and dislike for something. </li></ul><ul><li>Skills : A skill is the learned capacity to carry out pre-determined results often with the minimum outlay of time, energy or both. </li></ul><ul><li>Knowledge : Knowledge is defined by Oxford English Dictionary as (i) expertise, and skills acquired by a person through experience or education; the theoretical or practical understanding of the subject ; (ii) what is known in a particular field or in total : facts and information; or (iii) be absolutely certain or sure about something. </li></ul><ul><li>Process : A well defined and chronologised set of tasks to produce the end result is called process. </li></ul>
  9. 9. Characters You Must Show
  10. 10. Master Sales Plan <ul><li>Preparation : Whether you're selling an idea, a project, a product, or even a job in your organization, you must enter that situation with an expert understanding of your audience, and of what they care about. Following tips may help you in this process: </li></ul><ul><ul><li>Identify your target audience – With whom will you speak? Is it your boss, a key client, or your team? And is just one person involved in the purchase, or do you need to influence other stakeholders in his or her organization? </li></ul></ul><ul><ul><li>Identify key drivers – You must understand what's driving your audience. For instance, if your organization's goal is to increase profits by 10 percent this year, how will your product/idea/project help them accomplish that goal? </li></ul></ul>
  11. 11. Preparation….Continued… <ul><li>Identify the language that people use – If you're addressing a technical audience, be prepared to present using technical language and ideas. If you're selling to finance people, use numbers and data to craft your message. </li></ul><ul><li>Determine exactly what you're &quot;selling&quot; – Is it a new feature that you want added to the company's payroll process? A new product idea? A new reporting process for your department's most important client? Identify what it is, and learn as much as you can about it. </li></ul><ul><li>Connect your audience and your product with benefits – Know the difference between features and benefits. This is because your audience cares about only one thing: &quot;What's in it for me?&quot; So, it's crucial to know the key differences: </li></ul><ul><ul><li>Features are what your product or idea does. </li></ul></ul><ul><ul><li>Benefits are what those features mean to your audience. </li></ul></ul>
  12. 12. Preparation…Continued <ul><li>Understand the needs of your target audience – Identify problems that your product or idea will help solve, and needs that it will address. </li></ul><ul><li>Highlight your Unique Selling Proposition (USP) – People buy the best possible solution that meets their needs and their budget. Make sure that you highlight what makes your product, idea, or project uniquely relevant to them. </li></ul>
  13. 13. Sales Pitch <ul><li>Few tips for pitch: </li></ul><ul><ul><li>Have a conversation – You want to connect with your audience, so your presentation or pitch should feel more like a conversation. </li></ul></ul><ul><ul><li>Ask questions – Involving your audience is key to keeping them engaged. If you meet with someone individually, like a client or your boss, then be sure to listen as much as you talk. If you're presenting to a group, invite questions at key stages during the presentation. </li></ul></ul>
  14. 14. Sales Pitch…Continued <ul><li>Focus on &quot;helping&quot; instead of &quot;selling&quot; – Consultative selling means that you identify what your audience needs. Focus on these, and keep your own goals and agenda out of the conversation. </li></ul><ul><li>Watch body language – Pay attention to everyone's body language during your pitch. If people start to look bored or move their hands and feet a lot, then you need to finish, or move onto the next part of your pitch. </li></ul>
  15. 15. Dealing With Objections.. <ul><li>Objections are not definite no. </li></ul><ul><li>It means your customers are willing to ask questions. </li></ul><ul><li>Objections are an opportunity to address their fears, reassure them and move forward positively. </li></ul><ul><li>To deal with the objections, ask questions. It will lead you to the root cause of objection. </li></ul><ul><li>It also shows your client that you are aware about their concerns. </li></ul>
  16. 16. Closing The Sales.. <ul><li>If you don't get a decision on the day, give your audience time to think about things, don't leave this open-ended. </li></ul><ul><li>As you're finishing your pitch, set a specific date or time to speak with them again. </li></ul><ul><li>If you discover that your product or idea truly isn't a good fit with your audience, then withdraw gracefully. </li></ul>