Enabling objectives: To know about the ESSENTIAL & EFFECTIVE skills for a salesperson
Contents:
Definition of selling, skill
Products feature & benefits
Basic Principles of Selling
Effective Selling Steps
Selling process
Essential qualities of a salesperson
Qualities of a successful salesperson
Types of Customers
Basic selling skills is necessary of people in all walks of life. Our sales training program focuses on effective selling skills. Salesmanship is a skill that can be developed through the learning of good selling techniques.
Basic selling skills is necessary of people in all walks of life. Our sales training program focuses on effective selling skills. Salesmanship is a skill that can be developed through the learning of good selling techniques.
How to be a good Salesman. Knowing how to sell a product is a skill that must be practiced. Good salespeople have a strong work ethic and never give up on a sale. You must know your product, know your customer, and be able to clearly show how your product will improve the life of your customer. Develop a sales pitch that is specific to the needs of your customer and follow up to close the deal. If you are not able to close the deal, continue to develop a relationship with the customer. You may win them over eventually.
How to be a good Salesman. Knowing how to sell a product is a skill that must be practiced. Good salespeople have a strong work ethic and never give up on a sale. You must know your product, know your customer, and be able to clearly show how your product will improve the life of your customer. Develop a sales pitch that is specific to the needs of your customer and follow up to close the deal. If you are not able to close the deal, continue to develop a relationship with the customer. You may win them over eventually.
Paul Munnery - Close More Orders Workshoppaulmunnery
How to Close More Orders, was a workshop I ran in Truro, Cornwall for the South West Rural Development Agency.
The fifty delegates were from small and medium sized businesses that had a dedicated sales person or sales team. They all wanted to do a better job of selling their company's products or services.
With the South West businesses under threat from highly competitive businesses from outside the region, the RDA wanted South West businesses to sharpen their selling skills.
This workshop taught delegates basic sales psychology and several useful higher-level selling skills.
This slide deck shows the slides I presented. If you'd like the text and detail that accompanies the slides,
- please contact Paul Munnery at www.stewartnash.co.uk, or
- email directly to paul.munnery@stewartnash.co.uk
A brief insight into the Sales Challenges we solve at 'The Joshua Rozario Company' through the Consultative Selling and Experiential Learning Methodology.
Corporate Training : Sales & Customer Relation Mastery seriesAngela Hua Eng Bong
Sales and Customer Relation Mastery training series, covering area of retail sales environment, personalised and long term customer account management, customer relation and experiences.
A form of person to person communication in which a salesperson works with prospective buyer and attempts to influence purchase in the direction of his or her company’s products or services
This presentation covers the basics of selling skills:
1. Who is a salesman?
2. Sales cycle.
3. Handling customer objections.
4. Buying Signals.
5. Closing techniques.
6. Social styles.
7. Buying motives.
8. How to sell a value.
"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.
Sales Success Through Better Process and automation steps so you can increase your profit and grow your sales pipeline in very specific steps - WIN-WIN situation
Objective: To acquaint/inform you with the functional basics of custom & etiquette
Why it is important:
The Purpose of a Handshake
Handshake Etiquette
Know When to Initiate
Connect other waves
Stand and Look the Person in the Eye
Acceptable Social distance
Offer a Greeting Before and During
Handshake Should be Firm but Not Crushing
Should be Approximately 2-3 Seconds Long
Be Aware of Other Hand
Shake Hands in an Up-and-Down Motion
Hands should be dry and not sweaty
Email Etiquette
Parts of an Email
Sending a Professional email
Segmentation, Targeting & Positioning and Product brandingArfan Ahmed Shourov
Market Segmentation is a process of dividing the market of potential customers into different groups and segments on the basis of certain characteristics.
Basis of Market Segmentation
Requirements for Effective Segmentation
Evaluating Market Segments
Segment Attractiveness
Targeting is the selection of the target Market/ individuals we want to win over for a particular product/ service.
Choosing a Targeting Strategy
Positioning is the act of designing the company’s offering and image to occupy a distinctive place in the target market’s mind
Importance of customer mind
Job Satisfaction: The degree of pleasure an employee derives from his or her job.
Employee Responses to Dissatisfaction
Learn how to Motivate A Team
Maslow’s Hierarchy of Needs
How Eliminate Job Dissatisfaction
Create Conditions for Job Satisfaction
Motivational Preferences in differ need level
Motivation tools in differ need level
Universal Motivation tools
Other types of job interviews:
1. Behavioral Interviews: Behavioral based interviewing is interviewing based on discovering how the interviewee acted in specific employment-related situations. Example: Behavioral Interview and STAR (Situation, Task, Action, Result) interview
2. Case Interviews: Case interviews are used most often in management consulting and investment banking interviews and require interviewees to demonstrate their analytical ability and problem-solving skills.
3. Competency Based Interviews: Competency based interviews require interviewees to give specific examples of times in which they demonstrated particular skills or attitudes. Here's information on how they work, how to prepare, as well as sample questions.
4. Phone Interviews: While interviewer actively job searching, it's important to be prepared for a phone interview on a moment's notice. Here's how to prepare for a telephone interview.
5. Second Interviews: Interviewee passed the first interview with flying colors and interviewee just got a call to schedule a second interview. Here are suggestions on how to use interviewer second job interview to help secure an offer.
6. Structured Interview: A structured interview is a standardized method of comparing job candidates. A structured interview format is typically used when an employer wants to assess and compare candidates impartially. If the position requires specific skills and experience, the employer will draft interview questions focusing exactly on the abilities the company is seeking.
7. Unstructured Job Interview: An unstructured interview is a job interview in which questions may be changed based on the interviewee's responses. While the interviewer may have a few set questions prepared in advance, the direction of the interview is rather casual, and questions flow is based on the direction of the conversation. Unstructured interviews are often seen as less intimidating than formal interviews. However, because each interviewee is asked different questions, this method is not always reliable.
8. Tele Conference Interview: Tips and suggestions for successfully interviewing via video.
9. Stress Interview: It is conducted to evaluate the behavior of the candidate under stressful conditions. How does a can¬didate react to stress? Whether they remain quiet and calm or becomes stressed, can be judged by creating different stressful conditions around, and the case with which they get out of it indicates their stress-handling capacity in future.
10. Panel Interview: A selection committee appointed for interviewing candidates is called a panel. It generally consists of three or more members who collectively perform the task of selection. The final decision is taken with the consent of all panel members.
Mechanism Antibiotic Resistance
Intrinsic (Natural)
Acquired
Chromosomal
Extra chromosomal
Intrinsic Resistance
Lack target : No cell wall; innately resistant to penicillin
2. Drug inactivation: Cephalosporinase in Klebsiella
3. Innate efflux pumps:
It is an active transport mechanism. It requires ATP.
Eg. E. coli, P. aeruginosa
Altered target sites
PBP alteration
Ribosomal target alteration
Decreased affinity by target modification
Beta-lactamase
Beta-lactamases are enzymes produced by bacteria that provide resistance to β-lactam antibiotics such as penicillins, cephamycins, and carbapenems
Major resistant Pathogen
1. PRSP- Penicillin resistant Streptococcus pneumoniae2. MRSA/ORSA- Methicillin-resistant Staphylococcus Aureus (Super bug)3. VRE -Vancomycin-Resistant Enterococci4. Carbapenem resistant pseudomonas aeruginosa5. Carbapenem resistant Carbapenem resistant 6. Extended spectrum beta-lactamase (ESBL)-producing bacteria
Bacteria
Difference between Eukaryotic and Prokaryotic cell
Classification of Bacterial
According to gram-staining : 2 types
According to morphology: 3 types
According to oxygen requirement : 3 types
Gram-staining
Difference between gram positive & gram negative bacteria
Enzyme production
Coagulase
Beta-lactamase
Pharmacovigilanc: The science & activities relating to the Detection, Assessment, Understanding and Prevention of adverse effects or any other drug related problems
The Thalidomide Tragedy (Lessons for Drug Safety and Regulation)
CLASSIFICATION OF ADRS (RAWLIN AND THOMPSON CLASSIFICATION)
Why PV is Necessary?
Objective of PV
Outcomes of Drugs
Causal Relationship
Adverse drug reaction and causality assessment scales
Classification of AE
Serious Adverse Event (SAE)
Sources of Adverse Events (AE) reports
Sources of AE Reports(Solicited Reports)
What to Report?
Who to Report?
When to Report?
Individual case data flow
Anatomy & Physiology of Cardiovascular system,pulmonary and Systemic circuits, Heart Anatomy, blood,Layers of the heart wall, Coronary Circulation, The cardiac cycle, Electrophysiology and Contraction, Electrophysiology of Cardiac Cells, Action potentials and impulse conduction, Circulation, Differences between arteries and veins, Actin-myosin interaction, Hemodynamics, Cardiac Output
The word "suture" describes any strand of material used to ligate (tie) blood vessels or approximate (bring close together) tissues. Sutures are used to close wounds.
Properties of Suture Material…
Characteristics of an Ideal Suture
Suture classification
Classifying Suture Material…
MONOFILAMENT VS. MULTIFILAMENT STRANDS
Disadvantages of Braided Sutures
ABSORBABLE SUTURES vs NONABSORBABLE SUTURES
Natural Suture
Customer attendant netiquettes
Customer
relationship
. Improve business
2. Retain customer
3. Attract new customer
4. Increase profitability
5. Decrease customer
management cost
Customer Retention Strategies
Set customer expectations
2. Be the expert
3. Build trust through relationships
4. Implement anticipatory service
5. Build KPI’s around customer service
6. Build relationships online
7. Implement customer feedback surveys
Handle customer complain
How to Say NO Without Feeling Guilty
Acknowledge that you can't do everything
Know that you can't please everyone
Understand why you have a hard time saying no.
Understand the different tactics people use to get you to say "yes.“
Explain why you can't do it
Give the person some alternatives.
Remain polite to say No
7. • Product feature that satisfy
customer needFEATURE
• Characteristics of
Product/ServiceBENEFIT
Arfan Ahmed Shourov
8. Basic Principles of Selling
1. Selling is 60 percent listening and 40 percent talking
2. You have to sell yourself
3. Must ask questions
4. Actively listen to understand
5. Features must be linked to benefits
6. Focus on the value of solving customers problem
7. Be specific about the value you offer
Arfan Ahmed Shourov
9. Effective Selling Steps
1. Research
2. Ask
3. Listen (Actively)
4. Teach & Qualify
5. Close & Follow-up
Arfan Ahmed Shourov
10. Asking the right questions
Qualities of a salesperson
Arfan Ahmed Shourov
15. anger is one letter short of danger
Anger is one
letter short of
D-Anger
Be Emotionally balanced
Essential Qualities of a salesperson
Arfan Ahmed Shourov
23. Qualities of a Successful salesperson
1. Ability to build long-term relationships with customers
2. Excellent Communication skill
3. Active listening
4. Stay in tune with the needs of the customer
5. Tenacity (able to grip something firmly)
6. Self-motivation and a positive attitude
Arfan Ahmed Shourov
28. Becoming an Active Listener
1. Pay Attention
2. Show that You are Listening
3. Provide Feedback
4. Respond Appropriately
Arfan Ahmed Shourov
29. Qualities of a Successful salesperson
Arfan Ahmed Shourov
30. Empathy
Adapting your behavior to the customer's moods and
emotions.
Qualities of a Successful salesperson
Arfan Ahmed Shourov
31. Problem Solving
The desire to solve a
problem helps you create
new ways to satisfy the
customer's needs
Qualities of a Successful salesperson
Arfan Ahmed Shourov
http://www.inc.com/geoffrey-james/5-basic-principles-of-selling.html
http://www.mis.org.sg/seminars/course/effective-selling-skills-for-maximum-results
https://blog.hubspot.com/customers/bid/172099/the-consultative-sales-process-6-principles
What is consultative selling?
The consultative sales process is primarily focused on the experience that the potential customer (the lead) feels and sees during their interactions with you. It’s about the how you find ways to provide your leads with value and make it all about them. Not your product, your business, your numbers. The consultative sales process is most especially not about you.
Click here to get HubSpot's free CRM software for the tools you need to be a better salesperson.
Sometimes this is also referred to as solution-based selling.
Solution selling is a sales methodology. Rather than just promoting an existing product, the salesperson focuses on the customer's pain(s) and addresses the issue with his or her offerings (product and services).
- Wikipedia
In a previous article we discussed how to begin the consultative sales process. Generally speaking, the initial conversation with your lead might begin with your sales rep saying something like this:
Hi Mark, I was notified that you came to our website and recently downloaded (reference the conversion event). Do you remember doing that? Great! What were you looking for help with?
Notice that the emphasis is on what the potential customer wants and needs, not what you want and need from the potential customer.
There are six principles to the consultative sales process:
Research
Ask
Listen
Teach
Qualify
Close
These six principles should provide the basic outline of the consultative sales methodology that you create for your business. The methodology you create should take into account the thing you’re selling, the typical sales cycle for your business, your industry, and your buyer personas.
Research
The research phase of consultative sales involves using the lead intelligence that your business gathered in the process of acquiring each lead. If you’re doing inbound marketing well, then you’ve gathered data on your leads like company size, pages visited on your site, email preferences, and social media behaviors. Even more importantly, you’ve gathered tons of information on exactly what sort of content your lead is most interested in, which tells you what questions they have topmost in their minds.
In HubSpot, all of this lead intelligence can be found in your Contacts tool. The properties you’ve selected as most important to qualifying a lead will be your “starred” properties, and your Contact Timeline will give you a quick and detailed overview of what your lead’s experience has been with your business to date. All of your sales reps would have access to this lead intelligence data via the Sales Rep User role in HubSpot.
Salespeople should also spend some time researching leads’ recent company news, social media profiles, personal blogs (if applicable), and of course Google their name to see what else comes up.
You should always research the lead thoroughly before you make any next move.
Ask
When you speak with the lead, be sure to ask open-ended questions. Now that you have all this detailed information on them as a result of your research, you may be tempted to assume you know everything there is to know about them. This is a mistake. The point is to allow the lead to volunteer the information themselves, as result of (and contributing to) the trust you are building between sales rep and lead.
Ask questions that start with the words Who, What, Where, How, Why, and When. Avoid starting questions with words like Do, Are, You, and Can. These types of questions tend to lead to yes or no answers, which is exactly the sort of response you most want to avoid.
The goal of asking questions is to slowly discover what the lead’s goals are, the plan they might have to reach those goals, the challenges that are in the way of executing this plan, and the timeline that’s in place for reaching them.
You also need to uncover their budget and the level of authority of the person you’re talking to. Are they an end user, an influencer, or decision maker, or the person who controls the budget? You can find this out if you ask the right questions.
Always be asking questions during the consultative sales process. Questions are one of your greatest sales tools.
Listen
Always. Be. Listening. It’s the most important thing a great salesperson can do. And we’re talking here about active listening, not passive listening. You’re focused on the person talking and are ready to respond and repeat what they said. The goal is to make sure that both people understand what the other is saying.
As you practice active listening, you’ll need to be documenting everything that the lead tells you. All of the information you obtain will help you qualify and/or close the lead. You must be very attentive to their tone, pitch, and level of enthusiasm. Those elements will help you decide what your next move should be.
Practice makes perfect. Always. Be. Listening.
Teach
As you are actively listening, you need to be responding, and as you respond you should looking for opportunities to teach. But note that this is not about teaching your lead about your product or service. It’s about helping the lead learn to overcome their challenges and build a plan to reach their goals.
This may or may not involve using your product or service. Your focus should be to help the lead, no matter what.
You must be careful not to give away too much knowledge. You must balance the knowledge you give with the questions you ask and the answers you get back.
Always be teaching.
Qualify
You’re always going to be qualifying the lead. A qualified lead has goals, might or might not have a plan, definitely has challenges to overcome, a defined timeline, and budget. But keep in mind that an unqualified lead is just as good as a qualified lead during the consultative sales process. Unqualified leads give you a chance to help, be friendly, and move on. Qualified leads, of course, give you the chance to help, be friendly, and sell. The sooner you can identify a lead that is not a right fit for your product or service, the better.
Don’t continue to try to close unqualified leads; it will just hurt them and you in the long run.
You want to be spending the most amount of time and provide the most attention to the qualified leads.
Close
It should be fairly easy to close your qualified leads. They have budget and have the authority to authorize the purchase.
If pushback does occur during the closing sequence or at any point you can always try to dig in to what the consequences might be for the lead if they fail to buy from you. For example:
“What happens if you aren’t able to reach your goal?”
“What happens if you can’t execute your plan or overcome your challenges?”
The closing sequence should feel natural to both you and the lead. If you’re always striving to close only those leads that are the right fit for your business, then your retention rate on those new customers will also be quite high.