This document provides guidance on making effective sales calls. It discusses making a good first impression, identifying customer needs through open-ended questions, offering solutions that address the identified needs, assessing customer reactions, building credibility, and selling to groups. The key elements are making the customer comfortable, understanding their problems, demonstrating how your product solves those problems, adjusting based on their feedback, establishing trustworthiness, and tailoring your approach for group settings.
In this SlideShare, Richardson explains there is no second act in selling. Buyers have too many options and not enough time. When your salespeople show up, they must be exceptional – cutting through the noise and distilling what matters most.
Elizabeth Demas walks you through the consultative selling process, going over Anew eye creams in the process. Make more money now - focus on skin care sales! For more information, visit blog at www.kcmegastore.com/blog
Sales stuck in Negotiation? Is it winning the deal or relationship?Learn the Steps to Negotiate. Learn Negotiation Strategies and Communication Styles.
For every negotiation you encounter, you'll find at least ten different pieces of advice telling you ten different ways to handle the situation.
But guess what? Negotiation advice isn't universal, and some is flat-out wrong.
In this new presentation, RAIN Group Presidents Mike Schultz and John Doerr highlight the 5 common pieces of advice that cause sellers to say and do the wrong things in negotiations, resulting in alienated buyers, damaged relationships, and lost deals.
You'll learn why each piece of advice is misleading, and what to do instead.
In this SlideShare, Richardson explains there is no second act in selling. Buyers have too many options and not enough time. When your salespeople show up, they must be exceptional – cutting through the noise and distilling what matters most.
Elizabeth Demas walks you through the consultative selling process, going over Anew eye creams in the process. Make more money now - focus on skin care sales! For more information, visit blog at www.kcmegastore.com/blog
Sales stuck in Negotiation? Is it winning the deal or relationship?Learn the Steps to Negotiate. Learn Negotiation Strategies and Communication Styles.
For every negotiation you encounter, you'll find at least ten different pieces of advice telling you ten different ways to handle the situation.
But guess what? Negotiation advice isn't universal, and some is flat-out wrong.
In this new presentation, RAIN Group Presidents Mike Schultz and John Doerr highlight the 5 common pieces of advice that cause sellers to say and do the wrong things in negotiations, resulting in alienated buyers, damaged relationships, and lost deals.
You'll learn why each piece of advice is misleading, and what to do instead.
Leland Sandler and the Sandler Group discuss effective consultative selling techniques through the use of key sales skills, customer interactions, leadership behaviors, negotiating strategies and more that will help increase the success of your business.
Follow Leland:
WEBSITE: http://lelandsandler.com/
THE SANDLER GROUP: http://sandlergroup.net/
TWITTER: https://twitter.com/lelandsandler
FACEBOOK: http://facebook.com/thesandlergroup
A short presentation on sales extracted from a very good and useful book "The Psychology of Selling" written by famous guru Brian Tracy.
Will upload more from this book in due course for the readers.
Who Should Attend:
Anyone who is new to professional selling and looking for the tools, techniques and advantages that will get them off to a faster start in their sales career.
Those who encounter a variety of customer and prospect attitudes and reactions in the course of their workday and wish to broaden their coping skills.
Participants who wish to strengthen their ability to work under pressure and manage adversity with ease.
Those wanting to gain a better understanding of how the human mind works so that they are able to tap into their own potential and also be more in tune with how their customers think and behave.
Anyone seeking ideas that they can use to make it easier for them to sell to a higher percentage of prospects at a greater frequency.
People who want to minimize turmoil and feel a greater sense of emotional serenity.
Sales people who want to improve their understand how to maintain a positive frame of mind during the majority of the workday.
Most companies only consider their customers rational behavior, however, the key to successful value-based selling is understanding the difference between what people say they want – their explicit wants, such as lower prices - and what they are implicitly asking for, which could be recognition that they’re important, want genuine dialogue and feel the need to be taken seriously. Emotional understanding goes beyond the obvious explicit requests.
The value that customers perceive they are getting from your company therefore depends not only on their rational analysis of the product or service but also on their emotional response (“How will this make me feel?”) and their social response (“How will it make me look?” - “What will others think of me?”).
How to ask good questions in Sales NegotationsJimmy Ng
Knowing how to ask good questions in sales presentations and negotiations to achieve a desired outcome and objective is what distinguished an experienced sales professional from amateurs. Learn this useful technique to significantly enhance your sales results!
Leland Sandler and the Sandler Group discuss effective consultative selling techniques through the use of key sales skills, customer interactions, leadership behaviors, negotiating strategies and more that will help increase the success of your business.
Follow Leland:
WEBSITE: http://lelandsandler.com/
THE SANDLER GROUP: http://sandlergroup.net/
TWITTER: https://twitter.com/lelandsandler
FACEBOOK: http://facebook.com/thesandlergroup
A short presentation on sales extracted from a very good and useful book "The Psychology of Selling" written by famous guru Brian Tracy.
Will upload more from this book in due course for the readers.
Who Should Attend:
Anyone who is new to professional selling and looking for the tools, techniques and advantages that will get them off to a faster start in their sales career.
Those who encounter a variety of customer and prospect attitudes and reactions in the course of their workday and wish to broaden their coping skills.
Participants who wish to strengthen their ability to work under pressure and manage adversity with ease.
Those wanting to gain a better understanding of how the human mind works so that they are able to tap into their own potential and also be more in tune with how their customers think and behave.
Anyone seeking ideas that they can use to make it easier for them to sell to a higher percentage of prospects at a greater frequency.
People who want to minimize turmoil and feel a greater sense of emotional serenity.
Sales people who want to improve their understand how to maintain a positive frame of mind during the majority of the workday.
Most companies only consider their customers rational behavior, however, the key to successful value-based selling is understanding the difference between what people say they want – their explicit wants, such as lower prices - and what they are implicitly asking for, which could be recognition that they’re important, want genuine dialogue and feel the need to be taken seriously. Emotional understanding goes beyond the obvious explicit requests.
The value that customers perceive they are getting from your company therefore depends not only on their rational analysis of the product or service but also on their emotional response (“How will this make me feel?”) and their social response (“How will it make me look?” - “What will others think of me?”).
How to ask good questions in Sales NegotationsJimmy Ng
Knowing how to ask good questions in sales presentations and negotiations to achieve a desired outcome and objective is what distinguished an experienced sales professional from amateurs. Learn this useful technique to significantly enhance your sales results!
A matriz de crescimento Ansoff é uma ferramenta de planejamento de marketing que ajuda as empresas a determinar sua estratégia de crescimento do mercado. Duas dimensões determinam o alcance das opões (vetores de crescimento): produtos e mercados. A matriz de Ansoff analisa quatro estratégias possíveis: penetração de mercado; desenvolvimento do mercado; desenvolvimento do produto; e, diversificação.
Mais informações sobre inovação no site www.efagundes.com.
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!
"Sales - The new need of Life" represents my seniors experience. Many literature on sales are also used in our day to day experience, though its theoritical but its practical too and may lead to success if implemented accurately.
B2B Solutions' Sales success simplified. Follow this path to make success repeatable and profitable consistently.
This presentation was created leveraging my 20+years of living and practicing these success-steps and harnessing them all at www.interactiveye.com : a business tranformation and digital marketing innovation consulting firm. Cheers anshumali@interactiveye.com
TLSA, a popular provider of sales training solutions, offers expert consultancy, training, and eLearning solutions for sales teams across the globe. Their seasoned sales experts work closely with clients to identify areas for improvement, develop customised solutions, and implement strategies that drive revenue growth. For more information, please visit: https://tlsasalestraining.co.uk/
3. Objectives
To be able to know how to make a sales call
To be able to know how to identify the prospect’s
needs by asking questions
To be able to make the what is to be offered or
what is being offered as the solution to the
problem by offering its value.
To be able to know how to build credibility
during the call
To be able to know how to sell to groups.
4. Making the Sales Call
We will discuss how to make
the actual sales call.
5. Essential Elements of the Sales
Call
Making a good
impression Adjusting
Identifying or reiterating Assessing the buyer’s
needs reactions and making
adjustments
Offering the solution to
the buyer’s needs
Credibility and trust
6. Making a Good Impression
This section discusses
how salespeople can
manage the buyer’s
impression of the, a
process often termed
impression management.
7. Waiting for the Prospect
Being on time for a
schedule sales call is
critical to avoid giving
the buyer a negative
impression.
8. Very First Impression
Making a favorable first
impression usually
results in a prospect who
is willing to listen. A
negative first
impression, on the other
hand, sets up a barrier
that may never be
hurdled.
9. Selecting a Seat
When selecting a seat, it is a good idea to
look around and start to identify the
prospect’s social style and status.
10. Getting the Customer’s Attention
Getting the customer’s
attention is not a new
concept. It is also the goal of
many other activity you are
familiar with, such as
advertising, making new
friends, writing an English
composition, giving a
speech, or writing a letter to
a friend.
14. If the buyer gives permission, the salesperson then
begins to ask questions about the buyer’s needs.
The experienced salesperson, however, attempts to
uncover the prospect’s needs and problems at the start
of the relationship.
There is an underlying reason for every customer need,
and the salesperson must continue probing until he or
she uncovers the root problem or need.
This process could be called “discovering the root
cause of the need.”
15. Asking Open and Closed Questions
In the first method off
needs
discovery, salespeople are
taught to distinguish
between open and closed
questions and ten
encouraged utilizing
more open questions.
16. Open Questions
Require the prospect to go beyond
a simple yes-or-no response.
They encourage the prospect to
open up and share a great deal of
useful information.
17. Closed questions
Require the prospect to simply
answer yes or no to offer a
short, fill-in-the-blank type of
response.
18.
19. SPIN® Technique
SPIN®: situation
questions, problem
questions, implication questions
and need payoff questions.
SPIN actually helps the prospect
identify unrecognized problem
areas.
20. Situation Questions
Early in the sales call, salespeople ask situation
questions, general data-gathering questions about
background and current facts.
21. Problem Questions
When salespeople ask about specific
difficulties, problems, or dissatisfactions the
prospect has, they are asking problem questions.
22. Implication Questions
Questions that logically follow one or more
problem questions and are designed to help the
prospect recognize the true ramifications of the
problem are implication questions.
23. Need payoff Questions
When salespeople ask questions about the
usefulness of solving a problem, they are asking
need payoff questions.
28. RELATING FEATURES TO BENEFITS
BENEFITS FEATURES
Is the way which specific
Is a quality or features will help a
characteristic of the particular buyer and is
product or service. tried directly to the
buying motives of the
prospect.
30. FAB
Salespeople discuss FEATURES
features, advantage (why
that feature would be
important to
anyone), and benefits. ADVANTAGE
BENEFITS
31. FEBA
(Features, evidence, benef
its and
agreement), Salespeople FEATURES
mention the
feature, provide evidence
that the feature actually EVIDENCE
does exist, explain the
benefits (why that feature
is important to the buyer) BENEFITS
and then ask whether the
buyer agrees with the
value of the feature and AGREEMENT
benefit.
32.
33. ASSESSING REACTION
ASSESSING REACTION
VERBAL PROBING –
How does this sound to you?
Can you see how those features help solve
the problem you have?
Have I clearly explained our program to you?
Do you have question?
34. probing question helps to achieve
several things.
Probing may show the
Probing lets that
It allows
salesperson the
see is
the prospect
whether the into stop
salesperson buyer is
uninterested what the
listening and encourage
talking and
salesperson is talking
understand what way
two
about. is
communication
being said.
35. SELECTIVE PERCEPTION
Often we hear only
what we want to
hear, and everyone is
guilty of it at times.
36. MAKING ADJUSTMENTS
Salespeople need to continually adapt the
situation at hand.
Other adjustment might require collecting
additional information about the
prospect, developing a new sales strategy, or
altering the style of presentation.
38. HOW TO BUILD CREDIBILITY
Salesperson should
clearly delineate the
time she or he thinks
the call will take and
then stop when the
time is up.
39. HOW TO BUILD CREDIBILITY
• Avoid making
statement that does
not have the ring of
truth to them.
• Offer concrete
evidence to back up
verbal statement.
40. HOW TO BUILD CREDIBILITY
Balance Presentation –
Shows all sides of the
situation – that is to be
honest.
Recognizing sub
cultural differences.
A seller should never use a
word if he or she doesn’t
know the exact definition.
41. SELLING TO GROUPS
• It is important to develop
not only objectives for the
meeting but also objectives
for what the seller hopes to
accomplish with each
prospect present at the
meeting.
• Must gather information
about the needs and
concerns of each
individual who will attend.
42. SELLING TO GROUPS
• Ego – involved audience
member perceives the
subject matter to be
important to his or her
own well being.
• Issue – involved –
Person considers the
subject important even
though it may not affect
him or her personally.
43. Expect many more objections and interruptions.
If the group members decide that the meeting is
over, the salesperson should not try to hold
them.
Most things you have learned about selling to
individual apply equally to groups.
You should learn the names of group members
and use them appropriate.
You should listen carefully and observe all non
verbal cues.