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.
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.
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.
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.
HERE , THIS PPT IS IN DETAIL TELLING ABOUT ALL THE STEPS INCLUDING IN PERSONAL SELLING PROCESS... GO THROUGH IT FOR BETTER UNDERSTANDING ........#PERSONAL SELLING PROCESS #ADVERTISING #PRINCIPLES OF MARKETING .....
IF YOU LIKE IT THEN PLS SHARE WITH YOUR FRIENDS...
To understand psychology in selling, buying decision process and buying situations
To learn communication skills, sales knowledge, and sales related marketing policies
To understand personal selling process
To learn about negotiation
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Jutaan orang menerjemahkan dengan DeepL setiap hari.
Populer: Jepang ke Inggris, Inggris ke Indonesia dan Indonesia ke Inggris.
Bahasa lainnya:BulgariaCekoDenmarkJermanYunaniInggrisSpanyolEstoniaFinlandiaPrancisHongariaItaliaJepangKoreaLituaniaLatviaNorwegiaBelandaPolandiaPortugisRomaniaRusiaSlowakiaSloveniaSwediaTurkiUkrainaMandarinArab
Jutaan orang menerjemahkan dengan DeepL setiap hari.
Populer: Jepang ke Inggris, Inggris ke Indonesia dan Indonesia ke Inggris.
Bahasa lainnya:BulgariaCekoDenmarkJermanYunaniInggrisSpanyolEstoniaFinlandiaPrancisHongariaItaliaJepangKoreaLituaniaLatviaNorwegiaBelandaPolandiaPortugisRomaniaRusiaSlowakiaSloveniaSwediaTurkiUkrainaMandarinArab
Jutaan orang menerjemahkan dengan DeepL setiap hari.
Populer: Jepang ke Inggris, Inggris ke Indonesia dan Indonesia ke Inggris.
Bahasa lainnya:BulgariaCekoDenmarkJermanYunaniInggrisSpanyolEstoniaFinlandiaPrancisHongariaItaliaJepangKoreaLituaniaLatviaNorwegiaBelandaPolandiaPortugisRomaniaRusiaSlowakiaSloveniaSwediaTurkiUkrainaMandarinArab
HERE , THIS PPT IS IN DETAIL TELLING ABOUT ALL THE STEPS INCLUDING IN PERSONAL SELLING PROCESS... GO THROUGH IT FOR BETTER UNDERSTANDING ........#PERSONAL SELLING PROCESS #ADVERTISING #PRINCIPLES OF MARKETING .....
IF YOU LIKE IT THEN PLS SHARE WITH YOUR FRIENDS...
To understand psychology in selling, buying decision process and buying situations
To learn communication skills, sales knowledge, and sales related marketing policies
To understand personal selling process
To learn about negotiation
Jutaan orang menerjemahkan dengan DeepL setiap hari.
Populer: Jepang ke Inggris, Inggris ke Indonesia dan Indonesia ke Inggris.
Bahasa lainnya:BulgariaCekoDenmarkJermanYunaniInggrisSpanyolEstoniaFinlandiaPrancisHongariaItaliaJepangKoreaLituaniaLatviaNorwegiaBelandaPolandiaPortugisRomaniaRusiaSlowakiaSloveniaSwediaTurkiUkrainaMandarinArab
Jutaan orang menerjemahkan dengan DeepL setiap hari.
Populer: Jepang ke Inggris, Inggris ke Indonesia dan Indonesia ke Inggris.
Bahasa lainnya:BulgariaCekoDenmarkJermanYunaniInggrisSpanyolEstoniaFinlandiaPrancisHongariaItaliaJepangKoreaLituaniaLatviaNorwegiaBelandaPolandiaPortugisRomaniaRusiaSlowakiaSloveniaSwediaTurkiUkrainaMandarinArab
Jutaan orang menerjemahkan dengan DeepL setiap hari.
Populer: Jepang ke Inggris, Inggris ke Indonesia dan Indonesia ke Inggris.
Bahasa lainnya:BulgariaCekoDenmarkJermanYunaniInggrisSpanyolEstoniaFinlandiaPrancisHongariaItaliaJepangKoreaLituaniaLatviaNorwegiaBelandaPolandiaPortugisRomaniaRusiaSlowakiaSloveniaSwediaTurkiUkrainaMandarinArab
Jutaan orang menerjemahkan dengan DeepL setiap hari.
Populer: Jepang ke Inggris, Inggris ke Indonesia dan Indonesia ke Inggris.
Bahasa lainnya:BulgariaCekoDenmarkJermanYunaniInggrisSpanyolEstoniaFinlandiaPrancisHongariaItaliaJepangKoreaLituaniaLatviaNorwegiaBelandaPolandiaPortugisRomaniaRusiaSlowakiaSloveniaSwediaTurkiUkrainaMandarinArab
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The Evolution of Non-Banking Financial Companies (NBFCs) in India: Challenges...beulahfernandes8
Role in Financial System
NBFCs are critical in bridging the financial inclusion gap.
They provide specialized financial services that cater to segments often neglected by traditional banks.
Economic Impact
NBFCs contribute significantly to India's GDP.
They support sectors like micro, small, and medium enterprises (MSMEs), housing finance, and personal loans.
Empowering the Unbanked: The Vital Role of NBFCs in Promoting Financial Inclu...Vighnesh Shashtri
In India, financial inclusion remains a critical challenge, with a significant portion of the population still unbanked. Non-Banking Financial Companies (NBFCs) have emerged as key players in bridging this gap by providing financial services to those often overlooked by traditional banking institutions. This article delves into how NBFCs are fostering financial inclusion and empowering the unbanked.
US Economic Outlook - Being Decided - M Capital Group August 2021.pdfpchutichetpong
The U.S. economy is continuing its impressive recovery from the COVID-19 pandemic and not slowing down despite re-occurring bumps. The U.S. savings rate reached its highest ever recorded level at 34% in April 2020 and Americans seem ready to spend. The sectors that had been hurt the most by the pandemic specifically reduced consumer spending, like retail, leisure, hospitality, and travel, are now experiencing massive growth in revenue and job openings.
Could this growth lead to a “Roaring Twenties”? As quickly as the U.S. economy contracted, experiencing a 9.1% drop in economic output relative to the business cycle in Q2 2020, the largest in recorded history, it has rebounded beyond expectations. This surprising growth seems to be fueled by the U.S. government’s aggressive fiscal and monetary policies, and an increase in consumer spending as mobility restrictions are lifted. Unemployment rates between June 2020 and June 2021 decreased by 5.2%, while the demand for labor is increasing, coupled with increasing wages to incentivize Americans to rejoin the labor force. Schools and businesses are expected to fully reopen soon. In parallel, vaccination rates across the country and the world continue to rise, with full vaccination rates of 50% and 14.8% respectively.
However, it is not completely smooth sailing from here. According to M Capital Group, the main risks that threaten the continued growth of the U.S. economy are inflation, unsettled trade relations, and another wave of Covid-19 mutations that could shut down the world again. Have we learned from the past year of COVID-19 and adapted our economy accordingly?
“In order for the U.S. economy to continue growing, whether there is another wave or not, the U.S. needs to focus on diversifying supply chains, supporting business investment, and maintaining consumer spending,” says Grace Feeley, a research analyst at M Capital Group.
While the economic indicators are positive, the risks are coming closer to manifesting and threatening such growth. The new variants spreading throughout the world, Delta, Lambda, and Gamma, are vaccine-resistant and muddy the predictions made about the economy and health of the country. These variants bring back the feeling of uncertainty that has wreaked havoc not only on the stock market but the mindset of people around the world. MCG provides unique insight on how to mitigate these risks to possibly ensure a bright economic future.
how to swap pi coins to foreign currency withdrawable.DOT TECH
As of my last update, Pi is still in the testing phase and is not tradable on any exchanges.
However, Pi Network has announced plans to launch its Testnet and Mainnet in the future, which may include listing Pi on exchanges.
The current method for selling pi coins involves exchanging them with a pi vendor who purchases pi coins for investment reasons.
If you want to sell your pi coins, reach out to a pi vendor and sell them to anyone looking to sell pi coins from any country around the globe.
Below is the contact information for my personal pi vendor.
Telegram: @Pi_vendor_247
how to sell pi coins on Bitmart crypto exchangeDOT TECH
Yes. Pi network coins can be exchanged but not on bitmart exchange. Because pi network is still in the enclosed mainnet. The only way pioneers are able to trade pi coins is by reselling the pi coins to pi verified merchants.
A verified merchant is someone who buys pi network coins and resell it to exchanges looking forward to hold till mainnet launch.
I will leave the telegram contact of my personal pi merchant to trade with.
@Pi_vendor_247
What website can I sell pi coins securely.DOT TECH
Currently there are no website or exchange that allow buying or selling of pi coins..
But you can still easily sell pi coins, by reselling it to exchanges/crypto whales interested in holding thousands of pi coins before the mainnet launch.
Who is a pi merchant?
A pi merchant is someone who buys pi coins from miners and resell to these crypto whales and holders of pi..
This is because pi network is not doing any pre-sale. The only way exchanges can get pi is by buying from miners and pi merchants stands in between the miners and the exchanges.
How can I sell my pi coins?
Selling pi coins is really easy, but first you need to migrate to mainnet wallet before you can do that. I will leave the telegram contact of my personal pi merchant to trade with.
Tele-gram.
@Pi_vendor_247
how to sell pi coins in all Africa Countries.DOT TECH
Yes. You can sell your pi network for other cryptocurrencies like Bitcoin, usdt , Ethereum and other currencies And this is done easily with the help from a pi merchant.
What is a pi merchant ?
Since pi is not launched yet in any exchange. The only way you can sell right now is through merchants.
A verified Pi merchant is someone who buys pi network coins from miners and resell them to investors looking forward to hold massive quantities of pi coins before mainnet launch in 2026.
I will leave the telegram contact of my personal pi merchant to trade with.
@Pi_vendor_247
The European Unemployment Puzzle: implications from population agingGRAPE
We study the link between the evolving age structure of the working population and unemployment. We build a large new Keynesian OLG model with a realistic age structure, labor market frictions, sticky prices, and aggregate shocks. Once calibrated to the European economy, we quantify the extent to which demographic changes over the last three decades have contributed to the decline of the unemployment rate. Our findings yield important implications for the future evolution of unemployment given the anticipated further aging of the working population in Europe. We also quantify the implications for optimal monetary policy: lowering inflation volatility becomes less costly in terms of GDP and unemployment volatility, which hints that optimal monetary policy may be more hawkish in an aging society. Finally, our results also propose a partial reversal of the European-US unemployment puzzle due to the fact that the share of young workers is expected to remain robust in the US.
What price will pi network be listed on exchangesDOT TECH
The rate at which pi will be listed is practically unknown. But due to speculations surrounding it the predicted rate is tends to be from 30$ — 50$.
So if you are interested in selling your pi network coins at a high rate tho. Or you can't wait till the mainnet launch in 2026. You can easily trade your pi coins with a merchant.
A merchant is someone who buys pi coins from miners and resell them to Investors looking forward to hold massive quantities till mainnet launch.
I will leave the telegram contact of my personal pi vendor to trade with.
@Pi_vendor_247
Poonawalla Fincorp and IndusInd Bank Introduce New Co-Branded Credit Cardnickysharmasucks
The unveiling of the IndusInd Bank Poonawalla Fincorp eLITE RuPay Platinum Credit Card marks a notable milestone in the Indian financial landscape, showcasing a successful partnership between two leading institutions, Poonawalla Fincorp and IndusInd Bank. This co-branded credit card not only offers users a plethora of benefits but also reflects a commitment to innovation and adaptation. With a focus on providing value-driven and customer-centric solutions, this launch represents more than just a new product—it signifies a step towards redefining the banking experience for millions. Promising convenience, rewards, and a touch of luxury in everyday financial transactions, this collaboration aims to cater to the evolving needs of customers and set new standards in the industry.
how to sell pi coins in South Korea profitably.DOT TECH
Yes. You can sell your pi network coins in South Korea or any other country, by finding a verified pi merchant
What is a verified pi merchant?
Since pi network is not launched yet on any exchange, the only way you can sell pi coins is by selling to a verified pi merchant, and this is because pi network is not launched yet on any exchange and no pre-sale or ico offerings Is done on pi.
Since there is no pre-sale, the only way exchanges can get pi is by buying from miners. So a pi merchant facilitates these transactions by acting as a bridge for both transactions.
How can i find a pi vendor/merchant?
Well for those who haven't traded with a pi merchant or who don't already have one. I will leave the telegram id of my personal pi merchant who i trade pi with.
Tele gram: @Pi_vendor_247
#pi #sell #nigeria #pinetwork #picoins #sellpi #Nigerian #tradepi #pinetworkcoins #sellmypi
Exploring Abhay Bhutada’s Views After Poonawalla Fincorp’s Collaboration With...beulahfernandes8
The financial landscape in India has witnessed a significant development with the recent collaboration between Poonawalla Fincorp and IndusInd Bank.
The launch of the co-branded credit card, the IndusInd Bank Poonawalla Fincorp eLITE RuPay Platinum Credit Card, marks a major milestone for both entities.
This strategic move aims to redefine and elevate the banking experience for customers.
2. 2
Upon completion of the course,
participants will be able to :
- Understand the meaning of the sales call.
- Practice sales call planning.
- Identify buying motives.
- Practice sales call planning.
- Implement different approaches and presentation
techniques.
- Transform features into benefits that satisfy partner’s
needs.
- Sharpen questioning techniques.
- Handle customer’s responses and resistances.
- Develop various types of closes.
- Use visual aids.
- Utilize observation skills.
- Practice how to sell to a busy customer ( short call ).
3. 3
Objectives
• To sharpen the skills, abilities &
behavior in selling for
participants in order to sell better
& improve professionalism.
4. 4
What is selling?
Personal or Impersonal
Based on WIN – WIN situation
Personal : Face to Face communication.
Impersonal : Involve no face to face communication.
- Act of persuading another person.
- Process of inducing & assisting.
Selling a situation of persuasion
7. 7
Buying Motives
• To buy = To satisfy a need.
• We know 6 buying motives which are
EQUAL IMPORTANCE.
• To find out buying motives, ASK
QUESTIONS.
• Let customer buy for HIS reasons, not
yours!
8. 8
Buying Motives
Possession
Experience
Recognition
1- Making a Gain
2- Avoiding a Loss
3- Having pleasure, enjoyment, comfort ,convenience
4- Avoiding pain, worries, problems
5- Boosting self-satisfaction, pride
6- Gaining social approval, prestige
9. 9
Steps of a Sales Cycle
Before the call
1- Prospecting.
2- preparation.
During the call
1- Approach
2- Presentation
3- Responses
4- Close
Post call
1- Analyze
11. 11
Before the call
Preparation
First part : Setting your objectives
What do you want to sell?
S
M
A
R
T
Objective
Specific
Ambitious
Measurable
Realistic
Timely limited
12. 12
Before the call
Preparation
Second part : Planning the call
Prepare :
1- Approach
2- Questions to uncover needs & verify assumptions
3- Benefits to satisfy needs
4- Responses to possible reactions
5- Use of visual aid
6- Ways of closing / gaining commitment
Plan your work then work your plan
13. 13
During the call
1- Approach
2- Presentation
Probing ( Open & closed )
Reinforcing
3- Customer Responses
4- Closing
14. 14
Approach ( Opening )
What is Approach ?
Skill of capturing the customer’s
attention & focusing on the
sales call.
Why ?
Secure access
Gain attention
Create positive interest
Parts ?
1- Greeting / Introduction
2- Techniques
Address buyer’s needs
Step 1 : Identify a known or
presumed customer need
Step 2 : Propose a feature &
benefit that satisfy this need
3- Ask a questions
Why Questioning in
Approach?
1- To gain attention
2- Brings customer into
presentation
3- To confront the
customer with a topic
of his interest
15. 15
Presentation
-The purpose of this step :
To satisfy the customer’s needs / buying
motives with the features & benefits of our
proposal ( product ).
-Built on :
Positive Two-Way communication.
16. 16
Presentation
First step of presentation :
-To uncover customer’s need by
Effective use of QUESTIONS
Second step of presentation :
-To start matching product BENEFITS with
customer’s NEED / WISHES in order
(Reinforcing)
-To find the decisive BUYING MOTIVE
17. 17
Presentation
We help the customer to make a buying decision!
We know: The feature of our product ( What it is/has ).
We define: As many BENEFITS of our product as needed or
as enough ( 6 buying motives! ) ( What it can do ).
We look for: The customer’s BUYING MOTIVE and match our
benefit with his need.
19. 19
Type of Probes
Open probe : A question that invites as
extended explanation.
Closed probe : A question that can be
answered in a single word, often “YES” or
“NO”
Never start with closed probe
20. 20
Forms of probes
Form Objective Construction
Open-ended -Find/Clarify needs.
-Check assumptions.
-Obtain information in
breadth.
-Demonstrate interest.
Who Which
Where When
What How
Careful with: WHY
Closed-ended -Get precise, quick
response/decision.
-Ask for information.
-Give information.
Yes / No
I Do not know
Benefit-Tag -Present one benefit
matching a need.
-Obtain decision if
benefit appeals.
Closed-ended
questions following
one benefit
21. 21
Probing Strategy
Begin with an open probe
Need Input No Need Input
Continue to use open probe
Stated clear need
Switch to a closed probe
To direct conversation to
A presumed need
Confirmation of presumed
need
With non
communicative
customer
With
communicative
customer
Customer
signals
Selling
Skills
22. 22
Sequence of Questioning
Open-Ended
Questions
Closed-Ended Questions
Benefit of Tag Questions
Close ,Ask for order/Commitment
If answer
is NO ask
another
open-
Ended
Question
Here you should
know enough
Questioning phase
discover customer
needs/buying
motives
Presentation
phase, Check
if specific
benefit meets
23. 23
Correlation
Sales Success/ % of Questions
Versus Statements
0
10
20
30
40
50
60
70
80
90
100
0 10 20 30 40 50 60 70 80 90 100
%
Sales
Success
Average
Most sales reps
Ideal for most
successful sales calls!
% Questions
(versus statements)
Ideal composition of
a conversation
80% questions 20% statements
24. 24
Reinforcing
Reinforcing is:
The skill of satisfying customer needs with
product features & benefits.
Reinforcing firmly establishes you as a
problem-solver and shows the customer
why your product is needed.
25. 25
Reinforcing
What are the signals that tell you when to
reinforce?
- A clear need stated by the customer in his
own words.
- Confirmation by the customer of a
presumed need that was first expressed
by you in a closed probe.
26. 26
Reinforcing
Steps of Reinforcing :
Step 1: Paraphrase the customer need
-Express direct agreement
-Restate the customer need
Step 2: Propose a feature and benefit that
satisfy this need.
28. 28
Positive customer responses
A) Prospects voice inflections and
positive comments.
Seller’s reaction:
Praise and show approval for “Nice”
comment / answer
Examples:
- I’m very glad you mentioned this.
- I’m very pleased to hear that.
29. 29
Positive customer responses
B) Statements which show hesitation
Using terms or starting statements like:
-” I suppose that…”
-” I probably should…”
-” I hardly believe that…”
-” May be…” -” Perhaps..” -” It seems...”
These statements are not rejections of your proposal. They
only express hesitation, doubts ,misgivings ,but are also
signs to keep selling; the prospect wants to know more
about your product/proposal. Perhaps move on to
another benefit.
Seller’s reaction:
Isolates doubt by questioning, then eliminate it and change
to another benefit / advantage.
30. 30
Positive customer responses
C) Prospect continues talking, but makes
statements not appealing to you
That means he is talking without dissatisfaction.
If the prospect is still talking about the product, he
has some interest in it. Statements that do not
directly state a dislike or a disapproval of your
proposal or product, should be considered
positive.
Seller’s reaction
Let the prospect talk, then point out another
benefit; might also be an opportunity to close.
31. 31
Positive customer responses
D) Non-verbal customer behavior
- If he is looking at your visual aid, sample, plan.
- Keep an eye on body language, whether it
expresses rejection, inquisitiveness, approval.
- He will often signal interest through body
language while being verbally skeptical.
Or
- He makes a verbal positive statement and
signals disinterest through body language.
32. 32
Positive / Negative
Customer response
Statements with a positive and negative aspect
Examples:
- “Yes, but…”
- “I agree although…”
- “I like that, however…”
- “It’s an excellent product, but…”
Seller’s reaction:
Pick up on the positive only use it, just ignore the
negative portion!
33. 33
Negative response
There is four types of customer resistance:
- Misconceptions.
- Real objections.
- Lack of interest.
- Skepticism.
34. 34
Negative response
Definition
Misconceptions An incorrect negative
assumption about your product
due to a lack of information or
misinformation.
Real Objections Legitimate shortcoming or
disadvantage of your product.
Lack of interest Disinterest in your product
because of satisfaction with a
competitor product.
Skepticism Disbelief that your product can
provide the stated benefits.
35. 35
Strategies for dealing with resistance
Resistance Usually
occurs..
General Strategy
Misconceptions Anytime Provide correct information.
Real Objections Anytime Reduce shortcomings and
emphasizes benefits.
Lack of interest At the beginning of
the call, after your
initial open probe.
Turn an area of
dissatisfaction with a
competitor product into an
area of need for your
product.
Skepticism Directly after a
benefit statement
Offer proof.
36. 36
Misconception
A misconception is a customer’s incorrect negative
assumption about your product or company, due
to a lack of correct information.
Strategy for dealing with Misconceptions:
Step 1: Probe to clarify the customer’s concern.
Step 2: Tactfully provide the correct information to resolve
the misconception.
Step 3: Emphasize the positive information you have
provided.
37. 37
Real objection
A real objection is resistance based on a legitimate
shortcoming or disadvantage of your product.
Strategy for dealing with real objections:
Shift the balance in favor of your product benefits.
Step 1: Probe to clarify the customer’s concern.
Step 2: Acknowledge the customer’s concern.
Step 3: Reduce the impact of the shortcoming on
the customer.
Step 4: Emphasize the benefits of the product.
38. 38
Lack of interest
Lack of interest in your product is almost always
due to satisfaction with a competing product.
Strategy for dealing with lack of interest:
- Use series of closed probe to uncover areas of
customer need.
- Selling against the competition.
- Turn an area of dissatisfaction with the
competing product into an area of need for your
product .
- When you uncover a customer need your
product can satisfy, you reinforce it.
39. 39
Skepticism
Skepticism is disbelief that your product can
really provide a benefit that you say it can.
Strategy for dealing with skepticism
Step 1: Emphasize the benefit in question.
Step 2: Prove the benefit.
Step 3: Explain the benefit.
40. 40
Typical buying signals
- Yes, I like your product …
- I think I could use it …
- It sounds good to me …
- Who else is using it …
- I may need to order 100 packs.
- How about delivery.
- It’s easy to apply.
- Do I have to decide at once.
- How much does it cost …
41. 41
Closing ( Gaining Commitment )
It’s the skill of obtaining the customer’s agreement
to act by asking a closed ended question.
Type of requests:
Trial Use: to get the customer to use the product
on a trial basis.
Continued-Use: to get the customer to continue
using the product at the same level.
Extended-Use: to get the customer to use more of
the product.
42. 42
Types of closes
1- Direct close.
“ How many packs of this product do you need this month?”
2- Either /or close.
“ Do you want red or blue one?”
3- Step-by-step close.
Help the customer to decide.
4- Summery close.
Review by summery the accepted benefits only ( Don’t add
anything new )
5- Incentive close.
“If you order now, you'll get additional 5% discount”
43. 43
Six Prerequisites before closing
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.
6- Customer has the authority to buy.
Win-Win Situation
44. 44
Post call analysis
Main objectives of post-call analysis :
- To initiate action / follow through on
promises.
- To make a personal evaluation of your
sales call.
- To help you in your prospecting.
- Set sales call objectives for your next call.
45. 45
Visual Aid
We remember 10% of what we hear
We remember 20% of what we see
We remember of what we see & hear
simultaneously
65%
47. 47
Visual Aid
When using a visual aid:
- Illustrate one point only.
- Relate to prospect’s needs.
- Keep control of visuals.
- Make it coincide with what you say/want to
stress.
Keep it clean & ready for use.
48. 48
The Short Call
Purpose:
To male maximum use of limited time with
the customer.
Constraints:
A time-pressured customer will want
information, not conversation.
49. 49
The Short Call
Strategy:
1- Present product features & benefits to
meet known or presumed needs;
2- Ask for action as soon as possible;
3- Attempt to expand the length of the call
whenever possible.
50. 50
Practical steps for Short Call
Introduce yourself
Customer gives a time limit signal
Open the call
Present additional features & benefits
Ask for action
51. 51
Building Rapport
Keys to success :
Project competence, confidence, interest
Methods :
- Offer service.
- Be responsive to needs.
- Fulfill promises promptly.
- Be courteous and professional.
52. 52
Bridging
What is Bridging?
The skill of managing the sales conversation
by making a smooth transition between
subjects.
Principles of Bridging:
Avoid abrupt transitions, and bridge
smoothly and naturally from one subject to
the next.
53. 53
Putting it all together
The 10 Golden Rules of Successful Selling
1- The successful salesperson is not a “Good” or “Fast
talker” the opposite is true – he is a good listener.
2- The good salesperson does not sell to “anybody”; he first
finds and qualifies the right prospect.
3- The good salesperson does not go into a call “blindfold";
he is carefully prepares the call by setting objectives and
planning his strategy.
4- The good salesperson looks for dialogue right from the
start and therefore begins with an approach and
question.
5- The good salesperson does not present the product or
services until he has learnt what the prospect’s needs
and buying motives are.
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Putting it all together
The 10 Golden Rules of Successful Selling
6- The good salesperson presents only those features and
benefits of his product or services that relate to the prospect’s
needs.
7- If the prospect raises an" objection” the good salesperson
does not view it as resistance but rather as an opportunity to
respond to the prospect’s needs in more detail. If it is a real
concern, he accepts it, deals with real concerns, satisfies the
customer’s need, responds by picking up on anything positive.
8- The successful salesperson tries to close whenever he hears
a buying signals indicating that the prospect could be ready to
buy.
9- The good salesperson knows that the post call review is
already the start of the next call.
10- All in all, the professional sales person’s goal is not to sell,
but to help his prospect buy and to arrive together with him at
a Win-Win situation.