1. SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
WELCOME
SALES STRATEGY WORKSHOP

2. SBGH – HR&ADMIN DIVISION Effective Selling Strategy WorkshopSBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
A Chosen Profession...

3. SBGH – HR&ADMIN DIVISION Effective Selling Strategy WorkshopSBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
What is Sales ??

4. SBGH – HR&ADMIN DIVISION Effective Selling Strategy WorkshopSBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
Anyone who sells a product, service or
an idea is a sales person

5. SBGH – HR&ADMIN DIVISION Effective Selling Strategy WorkshopSBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
Sales Theory…
A
I
D
A
Attention
Interest
Desire
Action

6. SBGH – HR&ADMIN DIVISION Effective Selling Strategy WorkshopSBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
Is Selling an or ??
The actual mystery is ::
Transition of SELLING from ART to SCIENCE
Follow perceived processes & principles, in order to get
consistent results.

7. SBGH – HR&ADMIN DIVISION Effective Selling Strategy WorkshopSBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
Product
Customer
Competitors

8. SBGH – HR&ADMIN DIVISION Effective Selling Strategy WorkshopSBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
Product

9. SBGH – HR&ADMIN DIVISION Effective Selling Strategy WorkshopSBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
PRODUCT KNOWLEDGE
KNOWLEDGE IS POWER
Knowledge gives you the three elements of successful selling.

10. SBGH – HR&ADMIN DIVISION Effective Selling Strategy WorkshopSBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
- Confidence
- Enthusiasm
- Professional selling

11. SBGH – HR&ADMIN DIVISION Effective Selling Strategy WorkshopSBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
Customer

12. SBGH – HR&ADMIN DIVISION Effective Selling Strategy WorkshopSBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
Difference between CLIENT & CUSTOMER ???

13. SBGH – HR&ADMIN DIVISION Effective Selling Strategy WorkshopSBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
Positive Communication for selling …

14. SBGH – HR&ADMIN DIVISION Effective Selling Strategy WorkshopSBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
Buying Motives…
Need & Want
Buying Decision process

15. SBGH – HR&ADMIN DIVISION Effective Selling Strategy WorkshopSBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
The Buying Decision Process
and the Communication Challenge
Need
recognition
Information
search
Evaluation of
alternatives
Purchase
decision
Post-purchase
evaluation
Understand motivation or influence motivation
Understand how the customer
responds to information
Create
favourable attitudes
Create
preference for brand
Reinforce
satisfaction
Selects and attends to information
interprets information
Create
favourable attitudes
Change
negative attitudes
Reduce the time delay between
decision and implementation of decision
Address
dissatisfaction
Manage
cognitive dissonance

16. SBGH – HR&ADMIN DIVISION Effective Selling Strategy WorkshopSBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
Competitors

17. SBGH – HR&ADMIN DIVISION Effective Selling Strategy WorkshopSBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
IMPORTANCE OF KNOWLEDGE ABOUT
COMPETITION
WHAT IS THE IMPORTANCE OF KNOWLEDGE ABOUT COMPETITION?
Knowledge of competition provides the salesperson with a broad background for better
handling of his job & helps him orient himself in his territory.

18. SBGH – HR&ADMIN DIVISION Effective Selling Strategy WorkshopSBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
Process…

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Prospecting…

20. SBGH – HR&ADMIN DIVISION Effective Selling Strategy WorkshopSBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
Closing…

21. SBGH – HR&ADMIN DIVISION Effective Selling Strategy WorkshopSBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
Most Common Constraints…
BUDGET AUTHORITY NEED TIME FRAME

22. SBGH – HR&ADMIN DIVISION Effective Selling Strategy WorkshopSBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
The world only REWARDS
RESULTS
Not EFFORTS !!!

23. SBGH – HR&ADMIN DIVISION Effective Selling Strategy WorkshopSBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop
Questions…

24. SBGH – HR&ADMIN DIVISION Effective Selling Strategy WorkshopSBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop