Sales objections are basically requests for more information – more information about your product and what you’re offering them..
Consider them as opportunities...opportunities that let you once again pitch your sale to the potential client – an opportunity for you to help them understand more about your services..
Sales objections are basically requests for more information – more information about your product and what you’re offering them..
Consider them as opportunities...opportunities that let you once again pitch your sale to the potential client – an opportunity for you to help them understand more about your services..
Unsatisfied customers will tell between 9 and 15 people about their experience. About 13% of unsatisfied customers tell more than 20 people. This is the reason why you have to be responsible and deal with all customers when they have something to say.
Here are top 10 ways of how to do that.
Retail customer service training PowerPoint
This is an easy presentation to understand. Train employees on the importance of basic customer service.
please visit my website - www.bamservicetraining.com
Sound more professional on the telephone.
Be more prepared for your incoming calls.
Take control of all calls.
Deliver an effective sales message.
Handle complaint calls more effectively
Relationship Selling Presentation by chickledesigns.com
At: Silicon Halton Workshop Day at the @BurlingtonHive >> http://ow.ly/uhRdf
Presented: March 26, 2014
www.siliconhalton.com
@siliconhalton
#shlearn
Unsatisfied customers will tell between 9 and 15 people about their experience. About 13% of unsatisfied customers tell more than 20 people. This is the reason why you have to be responsible and deal with all customers when they have something to say.
Here are top 10 ways of how to do that.
Retail customer service training PowerPoint
This is an easy presentation to understand. Train employees on the importance of basic customer service.
please visit my website - www.bamservicetraining.com
Sound more professional on the telephone.
Be more prepared for your incoming calls.
Take control of all calls.
Deliver an effective sales message.
Handle complaint calls more effectively
Relationship Selling Presentation by chickledesigns.com
At: Silicon Halton Workshop Day at the @BurlingtonHive >> http://ow.ly/uhRdf
Presented: March 26, 2014
www.siliconhalton.com
@siliconhalton
#shlearn
22nd Century Selling Skills for ASTD ICE 2014Mike Kunkle
This is my presentation on 22nd Century Selling Skills for the 2014 ASTD International Conference and Exhibition. I'm presenting on May 4 in Room 145A from 12 to 1:30 pm.
Valetta Wright, Corporate Training Manager for WCA Waste Corporation, shares best practices for identifying and developing the top leaders in any organization.
فرهاد زرگری , To Lead or to Manage that is the question, change management,futurology,heart and brain,leadership,management,mission statement,organizational change,organizational culture,organizational development,vision, Successful Governance,outcome oriented, Accountability vs Responsibility,
SuperSellingskills: Training in Persuasive CommunicationZaheer Qazi
The “SuperSellingSkills" program is an experiential interaction with Zaheer Qazi on Life, Persuasion, Branding, Selling and Customer Care. As we know, selling is not a skill exclusively for sales professionals and every one of us is a salesperson in one way or the other, we need to improve our persuasive communication, prospecting, planning, and presenting skills for our relationships and life.
Selling Skills For Medical Reps
Selling & Marketing Terms
Types Of Customers
Types Of Doctors
Steps Of Call
How To Question Effectively
How To Handle An Objection
Cross Selling
Coaching explained, an exploration by Alexander Crepin, coachAlexander Crépin
Coaching, an introduction.
Why coaching? What is coaching? What are the benefits of coaching? What does a coach?
An illustrated vision of Alexander Crépin
This is the second of two installments of coaching employees. This lesson teaches how to "OLGA", that is, how to Observe, Listen, Give feedback, and Ask questions.
Management vs Leadership short group exerciseCarol Carter
Short group exercise to illustrate the difference in themselves between management and leadership. Contact me if you would like this and other memorable teach points for your team. carol@getthrival.com
A slide set giving a basic introduction to business coaching. The fundamental principles of the GROW model are used. This is a model developed by John Whitmore. It has often been built upon and changed but has not been surpassed. That is because the model works!!
This slide set is available as a series of Lightbulb Moments cards. These have been well received as a valuable resource in education, training and coaching.
Lightbulb Moments are free to download from the Ei4Change website. http://goo.gl/qNc5qR
The Five Core Skills of Confident Sales PeopleScott Summers
Anyone can follow a sales process, so why can’t everyone sell?
Scott Summers a Sales Presentation Specialist from IBM believes they can.
So far I've surveyed almost 200 business owners, startups and entrepreneurs. Only a small handful have said that selling is a skill that they feel confident about.
So, to help the thousands of business owners who aren’t natural sellers, I’ve identified the five core skills of a confident sales person.
Use them together and watch your sales increase.
When you want to get started building a super sales team, what are things you want to tell them. Sales is not about just numbers or just saying Yes/No and Next. Sales is about building relationships, It is about creating that trust in the minds of your prospects. That can happen only when you listen.. actively. And then get into their shoes and provide them a solution. Your product or service may or may not be a 100% fit. But if you are sure that you are true to your customers, you will be a great sales guy!
Retail Sales Training program
Retail selling is an art which most people have lost because it is a low paying job. Training your retail team by upping their skill levels if you pay commissions can help them knock it out of the park.
Nailing the Sale: Overcoming Objections by Natalia Nicholson
Course Overview
If you are like most business owners, you are always looking for ways to overcome customer objections and close the sale. This workshop will help you plan, prepare, and execute proposals and presentations that address customer concerns, reduce the number of objections you encourage and improve your batting average at closing the sale.
“If you can master only one skill in selling, become a master prospector. It will guarantee your future success.”
Quote from Tim Conner’s book: “Soft Sell: The New Art of Selling, Self Empowerment and Persuasion”
2. The Objective of this session is to improve your Selling Skills so you can
become the best sales advisor.
You will be able to learn the traits of a good sales advisor.
3. Introduction to sales.
Traits of a Good Salesman.
Hits and Myths of selling.
5 steps to an amazing sale.
Objection Handling .
Recap.
4. Act of persuading another person.
Act of understanding the customer
needs and giving them a product that
matches their expectation.
5. Your job as a sales man/girl involves lot of challenges:
Today customer have too many options.
They are busy and unwilling to even listen to you.
You need to understand their needs better and provide them better services.
Understand the challenges that we might face.
6. Lets quickly do a Role Play :
Time : 10min.
Requirements : 3 volunteers
7.
8. 1. Confidence
2. Active Listening
3. Probing
4. Product Presentation
5. Relates the Features with the Benefits
6. Enthusiastic but still Assertive
7. Positive Attitude
9. Good salesman have the gift of the gab !
It is true that the best salespeople have solid
verbal skills, but more important than the gift of the
gab is the gift of listening.
Extroverts become the best sales people !
People who are not extroverts also make good
sales people. Ex: Bill Gates.
The best salespeople are born salespeople !
Selling is an art, it can be learned.
10. Good salesman don’t allow the customer
to speak !
On the contrary good salesman allow their
customer to speak more often so that they
can understand their needs.
If you can’t convince the customer,
confuse him/her !
Maybe you will be able to crack a sale,
however the sale won’t last long, as he will
cancel or return it soon as he realizes he has
been cheated.
Use flowery language to sell !
Keep your conversation simple.
11. What according to you are
steps to a good sale ???
Individual Activity
Total Time : 5min
Tools : Notes
13. Very often we fail to even arouse the interest of
the customer; leave alone present our product.
An interesting ‘one liner' about the product will
help create the interest and engage the customer.
A good hook should grab his attention without
revealing too much information.
14. Once the customer has allowed you to speak
and seems interested, we often start reading
the script!
Remember most customers are asking
themselves: “What’s in it for me?”
Probing will help us in understanding his
needs better.
Ask the right questions and listen to him.
Listening will help you understand what your
customer wants
15. 1. People do not buy from salespeople
because they understand their
products but because they felt the
salesperson understood their needs.
2. Telling is not Selling
but
Asking and Understanding is…
16. We were given two ears but only one
mouth, because listening is twice as hard as
talking.
Listening is an art and with practice we can
become good listeners .
Visualize the customer.
Pay attention to what he says and what he
meant.
Take notes on your electronic notepad so
you can remember everything he says.
17. Competitive or Combative Listening
happens when we are more interested in
promoting our own point of view than in
understanding or exploring someone else’s
view
In Passive or Attentive Listening
we are genuinely interested in hearing and
understanding the other person’s point of
view. We are attentive and passively listen.
Active or Reflecting Listening
In active listening we are also genuinely
interested in understanding what the other
person is thinking, feeling, wanting or what
the message means.
18. Presenting your product is an art. Don’t rush
with the call and start ‘dumping features’!
This is a very crucial stage, because the
customer by now knows what to expect.
Tell him how he will benefit with reference to
his interest and thoughts that he shared.
19. Don’t sell me clothes.
Sell me Neat Appearance…Style..
Attractiveness.
Don’t sell me shoes.
Sell me Foot Comfort, Style and the Pleasure
of walking.
Don’t sell me a house.
Sell me a Home that has Comfort and
Contentment.
Don’t sell me books.
Sell me a Story, Relaxation and some
Thoughtful Moments.
Don’t sell me toys.
Sell me Moments to make my children
Happy and Content.
20. Check out the following features and benefits of a few products…..
LIC's whole life insurance
plan. will be great for you because guaranteed returns will
help you in planning you retirement.
Home shop 18 supports 24/7
customer service. So you can order your product anytime whenever
you want or contacts our customer service for any
issue at anytime as per you convenience.
Different sales channel.
You can order your favorite product anytime from
anywhere as we have different sales channel i.e.
Online and call centers.
21. Objections are buying signals.
It is a customer’s way of saying, if you can
solve this for me, then I will buy your
product.
As s telesales executive , we should welcome
objections rather than get turned off by them.
22. Send me a mail, I need to think about it.
It’s too expensive.
I am not interested.
I am busy, can’t talk
Let me talk to my family.
23. There are three types of customer
resistance:
Misconceptions (A negative assumption
about your brand)…
Probe to understand the reason and
clarify.
Real Objections (The customers
negative views about your brand are
true)…
Probe, acknowledge his views and
empathize.
Lack of interest……
Probe well to uncover the reason and use
your product strengths against your
competitors weakness.
24. Closing is one of the most important
part of a sales call.
Its your closing technique that
decides the final outcome of the call
i.e. Sale or No sale.
Closing has to be done in such a
way that the customer buys your
product without even feeling a hint
of doubt or skepticism
25. 1. Prospect completely understood
your offer.
2. Real buying motive found out and
addressed.
3. Customer has confidence in you &
company.
4. A well prepared close.
5. The right timing.
26. Don’t overdo or push too much to
convince the customer. Sometimes we kill
our chances at the last moment.
Some customers need time to think. The
others to discuss and decide.
Look for hints that your customer is
interested. Even a follow up call could
close in a sale.
Remember to summarize and re confirm
the sale.
27. Keep your ears open for buying signals and ask for the sale.
Asking for a sale:
What do you understand by
each of these closing
techniques?
Trial Close
Assumptive Close
Alternate Close
Direct Close
28. Trial Close- Test the water- “ How does that sound ”
Follow this with one of the other closes
Assumptive Close - Assume he’s interested and ask a question “So what time you
want our verifier to give you a call ?“ `
Alternate Close – “Would you like my verifier to call you tomorrow morning by
10:00 if you are not carrying your credit card with you ?”
Direct Close - Would you like to go for this exciting offer?
Close ended question - “ Yes/No”
29. Each one would need to guess where and in what context have you seen the
following pictures. Each one guess one.