Effective selling skills - the module can be used to coach sales teams on different selling techniques. It covers fundamental principles of sales, various techniques applicable across industries.

1. EFFECTIVE
SELLING
SKILLS

2. EFFECTIVE
SELLING
SKILLS

3. LEARNING OBJECTIVES
• Understanding SALES
• Sales Concept
• Sales Models
• Sales Process & Techniques
• Building a Strong Sales Team

4. SALES
• The EXCHANGE of GOODS or SERVICES for an
amount of MONEY or EQUIVALENT

5. SALES FUNNEL?

7. Why do we Buy?

8. Will you buy?

9. Remember?

10. Think!!!

11. Benefit???

12. Now, here’s the solution…

13. Why do we Buy?
• Products which –
– solve our PROBLEM
– Satisfy our NEED
We don’t buy PRODUCTS…We buy BENEFITS

14. NEED, WANT & DEMAND
Problems/Discomforts/Deprivation = NEED
• Active/Dormant/Implied Need
• Inactive/Latent/Not Implied Need

15. NEED, WANT & DEMAND
Active Need  WANT or DESIRES
WANT + MONEY = DEMAND
Remember, Sales People don’t create need, they simply make
your inactive/latent need obvious.

16. BUYING SIGNALS

17. WIIFM

18. CUSTOMER

19. TARGET YOUR CUSTOMER

20. Respected
Understood
Recognized
Remembered
Valued
Appreciated
Feel Comfortable about their need
CUSTOMER NEEDS???

22. A SALES PERSON…
Must Be -
•Honest/Trustworth
y
•Friendly
•Interesting
•Good Listener
•Polite
•Flexible
•Knowledgeable
•Empathizing
Must Not Be -
•Arrogant/Rude
•Indifferent
•Sarcastic/Superior
•Impatient
•Aggressive
•Defensive
•Negative
•Lazy

23. R
E
E
D
O
D
P
E
C

24. REED - BUYING PROCESS
R
E
E
D
RECOGNIZE THE NEED

25. REED - BUYING PROCESS
R
E
E
D
RECOGNIZE THE NEED
EVALUATE OPTIONS

26. REED - BUYING PROCESS
R
E
E
D
RECOGNIZE THE NEED
EVALUATE OPTIONS
ELIMINATE DOUBTS

27. REED - BUYING PROCESS
R
E
E
D
RECOGNIZE THE NEED
EVALUATE OPTIONS
ELIMINATE DOUBTS
DECIDE TO BUY

28. ODPEC- SELLING PROCESS
O
D
P
E
C
OPEN A CALL

29. ODPEC- SELLING PROCESS
O
D
P
E
C
OPEN A CALL
DEVELOP THE NEED

30. ODPEC- SELLING PROCESS
O
D
P
E
C
OPEN A CALL
DEVELOP THE NEED
PROPOSE A SOLUTION

31. ODPEC- SELLING PROCESS
O
D
P
E
C
OPEN A CALL
DEVELOP THE NEED
PROPOSE A SOLUTION
ELIMINATE DOUBTS

32. ODPEC- SELLING PROCESS
O
D
P
E
C
OPEN A CALL
DEVELOP THE NEED
PROPOSE A SOLUTION
ELIMINATE DOUBTS
CLOSING THE SALE

34. SELLING THEORIES
• FAB APPROACH
• AIDA CONCEPT
• STIMULUS RESPONSE THEORY
• PRODUCT ORIENTED SELLING
• NEED SATISFACTION THEORY
• SPIN MODEL

35. FAB

36. FAB
‘BENEFITS SELL’

37. FAB
‘BENEFITS SELL’

38. FAB

39. FAB

40. FAB

41. AIDA
• Gaining Attention
• Holding Interest
• Arousing Desire
• Obtaining Action

42. SPIN MODEL
• Situational Questions
• Problem Questions
• Implication Questions
• Need-PayOff Questions

43. SPIN MODEL

44. Situational
Question
• How many
movie
channels you
have
presently in
your plan?
Problem
Question
• How do you
feel missing
out on the
biggest
entertaining
movies as the
channel is
not
subscribed?
Implication
Question
• Don’t you
think your
family
members,
specially kids
miss amazing
animated
Hollywood
movies?
Need PayOff
Question
• What if you
can access all
prime movies
channels at a
reasonable
price of
RsXX? Will it
not make
your kids
extremely
happy?
SPIN MODEL

45. STIMULUS RESPONSE THEORY

46. PRODUCT ORIENTED SELLING
•Assume that customer is not aware of the new technological and scientific developments
•Emphasizes on the presentation and explanation skills

49. GREAT v/s BAD LEADER

50. GREAT v/s BAD LEADER

51. GREAT v/s BAD LEADER

52. GREAT v/s BAD LEADER

53. GREAT v/s BAD LEADER

54. GREAT v/s BAD LEADER

55. Thank You