Sales Training Presentation
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Sales Training Presentation
- 1. SALES TRAINING APROPOS PRODUCTIONS LTD. www.aproposltd.net info@aproposltd.net
- 2. OBJECTIVES • Why people buy? • Communication Styles • First impressions • Build rapport • Listen effectively and ask questions • Successful strategies for handling objections
- 3. INTRODUCTION 1. FULL NAME: MEANINGS & WHY 2. CAREER AND LIFE AT CORE RETAIL? 3. OBJECTIVES: WHAT DO YOU WANT TO LEARN? 4. SELL ME SOMETHING: FAVOURITE FILM, FOOD, HOLIDAY PLACE?
- 6. WHY PEOPLE BUY: 1.Getting rid of a PROBLEM 2.Creating a RESULT 3.Make themselves feel HAPPY
- 7. CONSIDER… 1.Why should I buy this? 2.Why should I buy from you? 3.Why should I buy this now?
- 8. Cialdini’s 6 factors to influence
- 9. AIDA: the Sales Pitch ATTENTION: INTRODUCE SELF INTEREST: WHAT’S IN IT FOR THEM? DESIRE: RATIONAL & EMOTIONAL NEEDS ACTION: WHAT DO YOU NEED THEM TO DO…NEXT STEPS
- 10. FIRST IMPRESSIONS & BUILDING RAPPORT
- 11. Face to Face Communication
- 13. FIRST IMPRESSIONS It can take 6 seconds to create a bad impression and a lifetime to correct it!
- 14. FIRST IMPRESSIONS What creates a good first impression? 1. Good eye contact 2. Smile and open face 3. Use the person’s name 4. Handshake (if appropriate) 5. Good body language 6. Clean appearance 7. Be yourself 8. Be positive 9. Be interested
- 15. LISTENING
- 16. Communication We spend 70% of our time communicating: • 16% of our time reading • 9% of our time writing • 30% of our time talking • 45% of our time listening
- 17. LISTENING TIPS: PARAPHRASE to confirm understanding: “What you are saying is this…” REPEAT the message to help you remember PROBE for missing information CLARIFY any points you don’t understand REMEMBER (or write down) important points of the message
- 19. FEATURES TELL & BENEFITS SELL
- 20. FEATURES & BENEFITS FEATURE What your product does Apples contain Vitamin C BENEFIT Why it is important Vitamin C helps prevent illness
- 21. SELLING PROCESS
- 22. THE SELLING PROCESS 1. Introduce yourself, your product, and business 2. Ask some questions to discover the buyer’s needs 3. Present your offer 4. CLOSE the sale by asking if they want to accept your offer 5. Deal with any sales objections
- 24. CLOSING THE SALE • Direct question close • Assumptive close • Minor point close • Alternative close • The ‘shut up’ principle
- 25. Examples Direct question close: • Ask the customer a closed question to establish commitment to purchase. “Shall I go ahead and raise an order?” Assumptive close: • Confidence is high, and the assumption is made that the customer will buy. • Use a leading question or statement. “I could get one round to you tomorrow assuming I’ve got the right colour in stock.” Minor point close: • This time gain confirmation by asking about a minor point. “When would you like delivery? “I take it you’d want the lockable version?” “Shall we deliver it to the usual address?”
- 26. Examples Alternative close: • The customer seems ready to buy, and confirmation is gained by offering alternatives to choose from. “Would you be needing one cabinet or two?” “Would you want the open type or the lockable?” “We can arrange delivery for tomorrow or Friday, which would you prefer?” The ‘shut up’ principle: • When the closing question has been asked, remain silent. • Talk distracts the customer’s attention from a decision and it sounds as if we’re justifying the sale. .
- 27. Don’t talk yourself out of a sale
- 28. CLOSING THE SALE: EXAMPLES Direct question close “Shall I go ahead and raise an order?” Assumptive close “I could get one to you tomorrow assuming I’ve got the right colour in stock.” Minor point close “When would you like delivery?” Alternative close “Would you like one unit or two?”
- 29. OBJECTIONS
- 30. OBJECTIONS • Invalid or False • Hidden • Genuine
- 31. 3Fs FEEL FELT FOUND Feel: I understand how you FEEL… Felt: this customer FELT the same… Found: what they FOUND was…
- 32. SALES TRAINING APROPOS PRODUCTIONS LTD. www.aproposltd.net info@aproposltd.net
Editor's Notes
- A 'classic' is to offer a pen and ask delegates in turn to have one go at selling it to you. Most will pick on a feature (the clip, so you don't lose it; its image so that it reflects well on you; that it writes well everytime; that you can see when it is running empty, etc) - and each time you smile and say 'not interested'. This is a tease, so you do need to smile! Then you tell them that you wanted it to prop the door/window open. The lesson being, until you have determined the real need, you can't expect to sell anything successfully.
- ustomers buy because they are interested in two things. These two things they are interested in are the same two things you and I are interested in. Because all of us are only interested in the following two things: Getting rid of a PROBLEM you have and don’t want and / or Creating a RESULT that you want and don’t have. People pay for products and services for one or both of these reasons. They either want a problem they have solved or they want to have a result they currently lack. Economists were smart enough to coin a word for these two reasons why people buy. They called it utility. Utility they said is the satisfaction derived from the consumption of a particular product or service. In other words, utility = satisfaction derived = value. Products or services sell because your customers want utility
- Utility Credibility Relevance What are you selling; features or benefits? Have you discovered the utility in your product or service? How do you creatively convey this utility to your target customers? Why should people buy from you? What should make them trust you enough to buy from you? How have you communicated your credibility? How well do you understand the pressing needs of your target customers? How relevant is your offering [product/service] to their pressing needs?
- Take a piece of paper and draw a line down the middle. On the left side write all the features of your product or service, and on the other side write out the corresponding benefit that goes with that feature. Keep in mind that the benefits column is where the power of making a sale comes in. ----- Meeting Notes (05/12/16 16:26) ----- Use Handout and get peopple working in groups.
- Direct question close: Ask the customer a closed question to establish commitment to purchase. “Shall I go ahead and raise an order?” Assumptive close: Confidence is high, and the assumption is made that the customer will buy. Use a leading question or statement. “I could get one round to you tomorrow assuming I’ve got the right colour in stock.” Minor point close: This time gain confirmation by asking about a minor point. “When would you like delivery? “I take it you’d want the lockable version?” “Shall we deliver it to the usual address?” Alternative close: The customer seems ready to buy, and confirmation is gained by offering alternatives to choose from. “Would you be needing one cabinet or two?” “Would you want the open type or the lockable?” “We can arrange delivery for tomorrow or Friday, which would you prefer?” The ‘shut up’ principle: When the closing question has been asked, remain silent. talk distracts the customer’s attention from a decision it sounds as if we’re justifying the sale it makes the customer feel pressurised don’t talk yourself out of a sale.
- Direct question close: Ask the customer a closed question to establish commitment to purchase. “Shall I go ahead and raise an order?” Assumptive close: Confidence is high, and the assumption is made that the customer will buy. Use a leading question or statement. “I could get one round to you tomorrow assuming I’ve got the right colour in stock.” Minor point close: This time gain confirmation by asking about a minor point. “When would you like delivery? “I take it you’d want the lockable version?” “Shall we deliver it to the usual address?” Alternative close: The customer seems ready to buy, and confirmation is gained by offering alternatives to choose from. “Would you be needing one cabinet or two?” “Would you want the open type or the lockable?” “We can arrange delivery for tomorrow or Friday, which would you prefer?” The ‘shut up’ principle: When the closing question has been asked, remain silent. talk distracts the customer’s attention from a decision it sounds as if we’re justifying the sale it makes the customer feel pressurised don’t talk yourself out of a sale.