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.
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
Marketing Excellence: Developing Strategic Marketing Skills With Advanced Mar...Human Capital Media
Acquiring, developing and retaining marketing talent is a big challenge for many companies.
Being able to develop and apply strategic thinking while developing market-focused strategies is even more important in today’s fast-paced environment.
In this webinar, you will:
Discover the key principles of developing marketing excellence within an organization.
Learn how to leverage advanced marketing simulations to accelerate strategic marketing skills.
See how Dell is using this approach on a global scale as part of its Marketing Excellence initiative.
This webinar is presented by StratX, a global executive development firm, in partnership with Dell.
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
Marketing Excellence: Developing Strategic Marketing Skills With Advanced Mar...Human Capital Media
Acquiring, developing and retaining marketing talent is a big challenge for many companies.
Being able to develop and apply strategic thinking while developing market-focused strategies is even more important in today’s fast-paced environment.
In this webinar, you will:
Discover the key principles of developing marketing excellence within an organization.
Learn how to leverage advanced marketing simulations to accelerate strategic marketing skills.
See how Dell is using this approach on a global scale as part of its Marketing Excellence initiative.
This webinar is presented by StratX, a global executive development firm, in partnership with Dell.
PepsiCo Inc. is an American multinational food and beverage corporation headquartered in Purchase, New York, United States, with interests in the manufacturing, marketing and distribution of grain-based snack foods, beverages, and other products. Wikipedia
Stock price: PEP (NYSE)US$ 82.65-0.58 (-0.70%)
4 Dec 4:01 pm EST - Disclaimer
CEO: Indra Nooyi
Headquarters: Purchase, NY, United States of America
Founded: 1965
Founders: Donald M. Kendall, Herman Lay
This presentation introduces the basics of needs-based selling processes. If you or your sales team is struggling to achieve your objectives, then this presentation is a must view. For more information contact us at dave.gregory@inspiredperformancesolutions.com
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.
Customer service training is the training customer service employees complete to improve the support they're able to provide and increase customer satisfaction. Customer service is an organization's chance to connect with customers by solving their problems and showing genuine concern.
Simply put, cross cultural training means any training that helps people overcome cultural challenges in work or in life when interacting with others whose culture, values and beliefs we are not fully aware.
Sales training is the process of improving seller skills, knowledge, and attributes to drive seller behavioral change and maximize sales success. ... Yet most sales training fails to deliver lasting results. This is because most companies do not define and approach sales training properly.
First impressions have the ability to make or break a business, and a positive experience can create long-lasting business relationships. ... Making a good first impression is particularly important when it comes to meeting customers, pitching to potential clients, or during interviews.
The ability to successfully resolve conflict depends on your ability to: Manage stress quickly while remaining alert and calm. Control your emotions and behavior. Pay attention to the feelings being expressed as well as the spoken words of others. Be aware of and respect differences.
Reducing conflict in the workplace can improve employee productivity, increase employee motivation and loyalty, and reduce stress and absenteeism. The aim of conflict management is to enhance learning and group outcomes, including effectiveness or performance in an organizational setting.
There are four main types of communication we use on a daily basis: Verbal, nonverbal, written and visual. It is crucial to communicate effectively in negotiations to ensure you achieve your goals. Communication is also important within the business. Effective communication can help to foster a good working relationship between you and your staff, which can in turn improve morale and efficiency.
While there are many different definitions of strategic leadership, we define it as the ability to influence others in your organization to voluntarily make day-to-day decisions that lead to the organization's long-term growth and survival, and maintain its short-term financial health.
Good business email writing is no longer a “nice to have” skill—it's something that you absolutely need if you want to be as effective as possible in your business communications.
Business communication is the process of sharing information between people within and outside a company. Effective business communication is how employees and management interact to reach organizational goals. Its purpose is to improve organizational practices and reduce errors.
Presentation skills can be defined as a set of abilities that enable an individual to: interact with the audience; transmit the messages with clarity; engage the audience in the presentation; and interpret and understand the mindsets of the listeners.
Goal setting involves the development of an action plan designed to motivate and guide a person or group toward a goal. Goal setting can be guided by goal-setting criteria such as SMART criteria. Goal setting is a major component of personal-development and management literature.
Professional writing is a style of written communication used in a workplace environment that allows professionals to make informed decisions. Professional writing typically has a formal tone and differs from written text that is considered literary or artistic.
The word “attitude” is defined in the dictionary as “a settled way of thinking or feeling about someone or something, typically one that is reflected in a person's behavior.” ... Hence to have a “winning attitude” is to have as much of this former mentally optimistic viewpoint as possible.
Reducing stress has societal, familial and individual benefits, such as: Economic benefits: Reducing stress increases an individual's productivity at work and reduces the number of days they take off; Psychological health benefits: Reducing stress improves sleep and reduces irritability, anxiety and depression
Motivational skills can be defined as actions or strategies that elicit a desired behavior or response from a stakeholder. Self-motivation is, in its simplest form, the force that drives you to do things.
Negotiation is a method by which people settle differences. It is a process by which compromise or agreement is reached while avoiding argument and dispute. Negotiation skills can be of great benefit in resolving any differences that arise between you and others.
Problem-solving is important both to individuals and organizations because it enables us to exert control over our environment. Problem-solving skills gives us a mechanism for identifying these things, figuring out why they are broken and determining a course of action to fix them.
A leader can foster an environment of teamwork by promoting a culture of synergy within that team. When business challenges arise, you want your team performing at its best.
Knowing phone etiquette rules and best practices is crucial to handling professional calls. An individual needs to follow a set of rules and regulations while interacting with the other person over the phone
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A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
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Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
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While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
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2. • Sellers pay more attention to the specific
products they offer than to the benefits
and experiences produced by the
products.
• They focus on the “wants” and lose sight
of the “needs”.
Marketing Myopia
3. It is the process of:
• analyzing a customer’s need for a product,
service or idea’
• then providing persuasive information
about that product, service or idea to the
customer.
What is Selling?
5. 1. Prospecting for new business should
be done:
– Daily
– With Focus
– Routinely
– With Seriousness
2. When prospecting:
– Be prepared
– Get organized
– Take good notes
Six Powerful Prospecting Tips
6. 3. When prospecting:
– Use a script - don't shoot from the hip.
– Practice the script until it sounds smooth and
natural.
– Role-play with an associate over the phone.
– Avoid the temptation to sell over the phone.
Your objective is to gather information and
make the appointment.
Six Powerful Prospecting Tips
7. 10 Critical Mistakes Committed
During Phone Prospecting
Mistake 10: Sending
Unnecessary Literature
Mistake 10: Sending
Unnecessary Literature
•“Send me information on that.”
•"uh, I didn't have a chance to read
that yet."
•Printed materials can be a fine
“complement” to your sales effort.
•YOU still need to generate interest to
the point where they deserve
literature.
Action Steps: If you hear the
request early in the call, respond
with, "I'll be happy to send something
that summarizes what we discussed.
Let me ask you, though, if you like
what you see, I'm assuming we'll be
able to do business together?"
Mistake 9: Poor
Telephone Image
Mistake 9: Poor
Telephone Image
People fuss about their personal
appearance, but ignore the way they
"look" on the phone. And that can be
fatal to tele-professionals.
Experiment: On your next 10 calls
mark in 2 columns: "desirable" &
"undesirable," describing the total
image you form based on what the
other person says & how they say it.
Action Step: The best way to
improve the way you sound is to listen
to yourself on tape.
Mistake 8: No Post-
Call Review
Mistake 8: No Post-
Call Review
It is important to REFLECT on the
activities of each phone call.
These are learning opportunities.
Learning doesn't take place while
you're engaged in an activity. It
takes place afterward, when you
dwell on it.
Action Steps: At the end of every
call you place, simply ask yourself
two questions:
1. What did I like about this call?
2. What would I have done
differently on this call?
Mistake 7: Lousy
Listening
Mistake 7: Lousy
Listening
Listen More Than You Talk.
The other person's desire to listen &
to talk to you is in inverse proportion
to the amount of speaking you do.
Plus, the more you talk, the greater
the possibility you'll mention things
they can object to.
Action Steps: The key is selling
yourself on WHY you need to listen.
"Why do I need to listen to this person?"
"Because what this person says will tell
me exactly what I need to say in order to
help them buy, therefore putting more
money in my pocket."
Have your purpose in mind before
and during every conversation.
Mistake 6: Screener
Abuse And Misuse
Mistake 6: Screener
Abuse And Misuse
The strong-arm tactics of the
salespeople cause resistance with the
screeners.
Basic psychology tells you that the
more someone is pushed, the harder
they resist.
Action Steps:
To get to your buyers, all you need
to do is help screeners do their job,
which is protect the buyer's time so
that only callers with something of
value are allowed to spend time
with the boss.
"I have some ideas that have
helped other retailers in your
industry cut down on their
advertising expenses while
generating more store traffic. I'd
like to ask Ms. Ritu a few questions
to see if this would make sense for
you to take a look at."
"You probably work closely
with Ms. Ritu, is that right?"
"So I'm better prepared
when I speak with her,
there's some information
you could help me with
first..."
Get Information From the
Screener
8. 10 Critical Mistakes Committed
During Phone Prospecting
Your
Benefits
Needs Filled /
Problems
Solved
Questions to Ask
Your business
offers
overnight
delivery on
orders received
by 5:00 P.M.,
while all the
other
competitors cut
off their
ordering time
at 12:00 noon
for next day-
delivery
Often have last
minute orders
they require the
next day, and
their existing
vendor isn't able
to meet those
requests,
therefore it
causes
inconveniences,
and maybe even
lost business.
"How quickly do you
normally need delivery?"
"Do you ever need next-
day delivery on orders
you realize you need to
place later in the day?"
"What do you do in
situations like that?"
"What happens when
you need it the next
day, but have to wait for
two days? What kind of
inconvenience does that
cause?"
Mistake 5: Inadequate
Questioning
Mistake 5: Inadequate
Questioning
Mistake 4: Poor
Preparation
Mistake 4: Poor
Preparation
Mistake 3: Mis-
understand Objectons
Mistake 3: Mis-
understand Objectons
When salespeople suggest
treatment without diagnosis the
result is usually disastrous for the
caller: He loses credibility in the
listener's mind. So customers bring
up objections as a result of poor
questioning & lousy listening.
Action Step: Map out your
questioning strategy before your call.
You can see in this situation, if the
questions uncovered the need /
problem, the "benefit" would then
truly be of value.
Poor preparation ensures a sloppy,
rambling call. On
the other hand, you can and should
choreograph your call before you place it.
The result of your call is also determined
before you pick up the phone.
Action Step: The most important
step is setting your Primary
Objective. Ask
yourself what you want to do at the
end of the call, and what should they
do at the end of the call. The
objective must involve ACTION.
People object when reps don't
question effectively, when they talk
too much, and basically present
features the person isn't excited
about. Then when objections are
voiced, it’s not handled it effectively.
Action Step: The best way to
deal with objections is to prevent
them from arising in the first place.
However, when objections do
arise, dig for the reasons behind
them.
"I see. Well, let's
talk about that."
9. 10 Critical Mistakes Committed
During Phone Prospecting
Mistake 5: Inadequate
Questioning
Mistake 5: Inadequate
Questioning
Mistake 4: Poor
Preparation
Mistake 4: Poor
Preparation
Mistake 3: Mis-
understand Objectons
Mistake 3: Mis-
understand Objectons
When salespeople suggest
treatment without diagnosis the
result is usually disastrous for the
caller: He loses credibility in the
listener's mind. So customers bring
up objections as a result of poor
questioning & lousy listening.
Action Step: Map out your
questioning strategy before your call.
You can see in this situation, if the
questions uncovered the need /
problem, the "benefit" would then
truly be of value.
Your
Benefits
Needs Filled /
Problems
Solved
Questions to Ask
Your business
offers
overnight
delivery on
orders received
by 5:00 P.M.,
while all the
other
competitors cut
off their
ordering time
at 12:00 noon
for next day-
delivery
Often have last
minute orders
they require the
next day, and
their existing
vendor isn't able
to meet those
requests,
therefore it
causes
inconveniences,
and maybe even
lost business.
"How quickly do you
normally need delivery?"
"Do you ever need next-
day delivery on orders
you realize you need to
place later in the day?"
"What do you do in
situations like that?"
"What happens when
you need it the next
day, but have to wait for
two days? What kind of
inconvenience does that
cause?"
Poor preparation ensures a sloppy,
rambling call. On
the other hand, you can and should
choreograph your call before you place it.
The result of your call is also determined
before you pick up the phone.
Action Step: The most important
step is setting your Primary
Objective. Ask
yourself what you want to do at the
end of the call, and what should they
do at the end of the call. The
objective must involve ACTION.
People object when reps don't
question effectively, when they talk
too much, and basically present
features the person isn't excited
about. Then when objections are
voiced, it’s not handled it effectively.
Action Step: The best way to
deal with objections is to prevent
them from arising in the first place.
However, when objections do
arise, dig for the reasons behind
them.
"I see. Well, let's
talk about that."
12. • Feel/Felt/Found
– I know how you feel.
– Other customers have felt the same way
– I’ll show you what our customers have found.
• Agree/Add/Explain
– Listen and confirm
– Align with the customer before redirecting
– Explain why and how the situation can be changed
or altered
Objection Handling Techniques
13. • Smoke out all important objections
• See the objection as a question
• Agree with the customer about something
• Admitting to the Objection
Objection Handling Techniques
14. • You have just a few seconds to make a good
initial impression be it in person or on the phone.
• Maintain an attitude that you are seeking to help
your prospect meet a need or solve a problem,
rather than force the sale of a product or service.
• Know your product and be enthusiastic about it!
If you're not enthusiastic, your prospect certainly
won't be.
Tips for successful selling
15. MMM TRAINING SOLUTIONS
Landline: +91-44-42317735
Cell: +91 9677044366
Cell: +91 9677040908
Email: administration@mmmts.com
Website: www.mmmts.com
Contact Information
Pramila Mathew
CEO and
Executive Coach
Pramila Mathew
CEO and
Executive Coach
Vikas V.
Vice-President
Training
Vikas V.
Vice-President
Training