Uploaded byKunal Prashar
Be Sales Ready
This one day sales workshop aims to teach sales skills and help participants become sales ready. The objectives include understanding professional sales elements, learning appropriate sales approaches, preparing for sales encounters using the sales cycle, finding and qualifying prospects, conducting effective presentations and closing sales, building long-term customer relationships through follow-up, and applying the skills through simulations. The workshop covers topics such as sales fundamentals, identifying customer needs and motivations, different sales models and approaches, prospecting, qualifying, presenting, handling objections and negotiations, and different closing techniques. Participants are expected to gain skills that will help increase their sales effectiveness.
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Be Sales Ready
- 1. Be Sales Ready One Day Workshop
- 2. Introduction • Your Name • Your Designation • Your Tenure • Why are you here? • Where are you from? • What do you aspire to be? • Plans for 2012
- 3. Ground Rules • Avoid Cross Talks • Be Interactive • Be Punctual • Cell Phones on Silent • Respect Each other • Stay Awake • Have Fun
- 4. Objectives Understand the elementsof Professional Sales Select most appropriate Sales approach to match the sales situation and buyer’s needs Learn how to prepare for each sales encounter and sell using the sale cycle Find and Qualify a sales prospect thereby increasing your effectiveness Make a high impact sales presentation and close the sale Build and maintain long lasting relations with customers using follow-up techniques Apply all the skills learnt in simulated environment Self Presentation Corporate Etiquette
- 5. Which is thehighest paid profession in the world Research shows that on an average, professional sales people earn more than their counterparts in other professions
- 6. What is Selling??? Simply put, Selling is exchange of good for agreed sum of money. But there is more to it… Selling is offering to exchange something of a value for something else. The something of a value offered may be tangible or intangible.
- 7. 7 Deadly Sins:Myths about Selling Only someone who can talk well can sell Sales is a numbers game To succeed in sales, you must have thick skin You need to be aggressive Sales is only about close, close and close Sales cannot be done with honesty and ethics Sales is a dead-end career with little promotional opportunity
- 8. Constituents of ProfessionalSales A Suspect A Prospect A Paying customer A Referring customer A Repeat customer
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- 10. Understanding Buyers Motivations • Needs • Wants
- 11. Sales Model Transaction Selling Relationship Selling Consultative Selling
- 12. Sales Approach Your FAB USP Competition
- 13. F.A.B Feature: Physical characteristicof a product Advantage: Performance characteristic of a product Benefit: Describes how particular advantages serve to satisfy the buyer’s needs
- 14. Comparative Selling Approach Sellingagainst your competition Your buyer’s competition
- 15. Unique Selling Proposition Thefactor or consideration presented by a seller as the reason that their product or service is different from and better than that of the competition.
- 16. 3E(s) Enhance your skills Empathy Ethics
- 17. Sales Cycle Prospecting Follow up Qualifying Closing Presenting
- 18. Prospecting Friends and Family CurrentCustomers Networking Lead Lists
- 19. Ideal Customer Profile •Average age (can be a range) •Gender •Marital Status Demographic •Number and ages of children •Occupation or type of business •Annual average income •Location •Description of ideal customer’s daily activities •Interests •Beliefs Psychographic •Associations or organizations to which the customer belongs •Buying history •Other qualities such as whether the customer is price conscious or quality minded
- 20. Qualifying Whether the prospectsneeds your product or service Whether the prospect is the decision maker Whether the prospect has adequate finances to buy your product or service
- 21. Prospect Information Sheet ContactInformation Decision Maker Outcome and Action Plan
- 22. The Temperature HOT WARM COLD SALE
- 23. Customer’s Need Identify aneed or problem of your ideal customer Determine which features of your product or service address that need or problem Describe the benefit or solution your customer will result of the identified features Create a list of possible questions you can ask to determine whether the prospect experiences and can benefit from your product or service Prioritize the identified problems according to their impact and your ability to solve those problems
- 24. The Script Attention List of qualifying Comprehensive seeking opening questions closing
- 25. Presenting Tell them whatyou’re going to tell them Tell them what you have just told them Tell them
- 26. Delivery Projecting a positiveimage Voice and tone Begin the presentation Probing Objection Handling Listening
- 28. Types of Buyers TheAssertive Buyer The Paranoid Buyer The Know-it-all Buyer The Price-conscious Buyer The Timid Buyer
- 29. Assertive Buyer Traits How to Handle • Has a overpowering body • Be yourself. Do not get language intimidated by his strong • Will maintain deep and stance constant eye contact • Maintain natural eye • Will interrupt your contact. Don’t avoid presentation as soon as you • Don’t be in awe or pay false begin compliments • Will be very sure of himself • Be patient and listen • May speak fast and loud attentively • Do not be over friendly
- 30. Paranoid Buyer Trait How to Handle •Will interject with •Acknowledge and validate the but, however, from what I concerns and move on know, as I understand etc. •Address questions, do not justify. •Will see negative possibility in •Address only genuine questions. everything You cannot resolve imaginary •Wants proofs and guarantees concerns •Will have many examples of bad •Do not bash competition. Rise experience with similar products above petty differences and or competitors defend your competition and industry or show how your product is an improved version
- 31. Know-it-all Buyer Traits How to Handle • Will challenge or argue with • Compliment buyer for almost all your claims thinking. They need acknowledgement and • Will ask difficult questions to appreciation check the depth of your • Congratulate them on ideas. knowledge They want to establish that they think of every eventuality • Will claim to know more about • Tell them that educated your competition than you customer is the best. They feel pride in being so well informed.
- 32. Price Conscious Buyer Traits How to Handle • Will not be interested in • Don’t fall into this trap – product features or benefits continue your presentation • Will tell you that the sales • Tell them that you want your presentation is unnecessary customers to make an • They say they are ready to informed choice buy now. WHAT IS THE • Tell them that you will be PRICE? able to work out a price only after they have all the information • If they still persist, take leave
- 33. Timid Buyer Traits How to Handle •Asks very few question •You must pull information and remains silent most of out of this person. Get the time during the them involved. presentation •Don’t assume that •Agrees with everything agreement and smile you say. Does not seem to means that they will buy have a mind of his own •Offer objections and •Offers no definitive overcome them. Get them objections. Does not show interested in the what is on his mind presentation
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- 35. Objections Listen: Listen tothe meaning behind the words Question: Understand the objection clearly Accept: Validate customer’s objection Handle: Respond to the objection Confirm: Check if the customer is satisfied
- 36. Techniques Pre-empting Feel, Felt, Found Boomerang ObjectionWriting Deflection
- 37. Negotiation Listen, Listen, Listen Askfor something in return Do not rush Expand the pie
- 39. Closing The Direct questionclose The Indirect question close The assumptive close The alternative question close The impeding event close The inducement close The Ben Franklin close The Puppy dog close
- 40. The Direct questionclose Straightforward request for the prospect to buy the product or service. Being direct make the buyer feel that you are a confident, decisive and trustworthy person. This technique is excellent for driver type buyers Example: So how would you like to make the payment, by cash or a cheque?
- 41. The Indirect questionclose Calls for action but is not as straightforward as the direct close. This gives the buyer time to think and is best for a buyer who is reluctant to make a decision Indirect question close is useful for salespeople who are not confident of using a direct close Example: Who should be the signing authority to execute the contract?
- 42. The Assumptive Close Itis similar to indirect close, the difference being it allows the sales person to ask for the sale with out asking a question. It sounds like the sale is already closed and the customer has agreed to buy. It helps to direct prospects anxiety to action Example: I will process the order as soon as you sign here and pay the initial amount.
- 43. The Alternative Questionclose Offers the prospect two choice, either of which confirms the sale. This technique is one of the most common closing techniques and can be interpreted as manipulative. Timing is of utmost important in this kind of close Example: What should I pack, the red kurta or the black shirt?
- 44. The impeding eventclose In this type of close the sales person warns of price rise, product shortage or any other such event to encourage the prospect to buy This technique can be effective when the prospect is hesitating or is reluctant This may also seem manipulative as alternative question close Example: This is a limited edition t-shirt and we have only two pieces left. You seem to like it much, I’d hate to see you miss this opportunity
- 45. The inducement close Inducementclose offers something extra to the prospect as an incentive for making the deal right now It is most effective when the prospect is about to leave without buying It gives room for negotiation or concessions therefore use it sparingly Example: Only for you, I will not charge delivery charges if you place the order right now.
- 46. The Ben Franklinclose In this type of close the sales person helps the prospect to list down pros and cons of the product or service The sales person helps the buyer to write the reasons WHY he should buy the product and lets the customer write the reasons for WHY NOT In most of the cases the WHY list is longer than WHY NOTs Works best for thinker/analytical type of customers
- 47. The Puppy dogclose The Puppy dog close offers free samples or trial period to try the product before making a buying decision For this the sales person should have done a through job of qualifying, gathering information and presenting a solution to meet prospect’s unique needs. After you have made the offer, remain silent. The customer will have a tendency to fill the vacuum by placing the order
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- 49. Who needs FollowUp Hot and Warm Prospects Referrals New Customers Satisfied Customers Dissatisfied Customers Former Customers
- 50. Follow up Methods Telephone Letters Emails Brochuresand Pamphlets Thank you notes Personal Visits
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- 52. 1st impression 90% ofour impressions are formed within the first 20-30 seconds on meeting a stranger 58% of our impressions are based on how we look, 33% on how we sound 7% on what we say
- 53. Tips Hair–rich quality andneat hair style Skin–clean Teeth and tongue – avoid bad breath so that friends do not avoid you Eyes–sparkling with good vision Hands, feet and nails – extra attention is needed in Indian scenario Right dress – right place Carry properly Colour combinations Checks vs. stripes
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