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Uploaded byHussein Nasrallah
Sales training
This document discusses personal selling techniques. It covers: 1) The two types of personal selling - order takers who respond to requests, and order getters who create new sales and accounts. 2) Characteristics of successful salespeople like courtesy, product knowledge, professional appearance, and willingness to work. 3) The FAB selling technique which emphasizes focusing on benefits over features and advantages when making a sales pitch. 4) The personal selling process which includes prospecting, planning presentations, overcoming objections, and closing the sale. It also discusses negotiating skills.
Sales training
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- 2. Personal selling : •Indoor -Order takers: respond to purchase request • outdoor sales: -Order getter: creating sales and developing new accounts
- 3. Profile of asuccessful salesperson • courtesy: ability to handle a difficult situation, cover panic with a smile • complete knowledge of the product- service • Professional appearance and behavior. • Willingness to work , not to stop after skipping first sales call • Empathy, Trust, warmth
- 4. FAB Selling Technique Typeof characteristic Definition Impact on large sales Features Describe Facts, data and product characteristics(price, shape, color…) Neutral or slightly negative Advantages Show product strength in relation to competitors’ products Slightly positive Benefits Show how product meets the customer’s needs Very positive
- 5. Personal selling process Prospecting andqualifying • Check the needs and wants that must be fulfilled • Ability to pay • Willingness to pay Planing and delivering Sales presentation • Active listening • Encourage talking • Take notes Overcoming objection • Price • Product and services offered • Pressure to decide Closing the Sale • Continued affirmation • Assumptive close • Closing on a minor point
- 6. Negotiating skills • Whenyou give something up, try to get something in return • Look for items other than price to negotiate • Hide negativity behind customer unreasonable demand, Do not attack Prospects’ demand • Do not defend your position, ask for feedback.
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- 8. • Understand whatthe buyer wants • Sell in a buyer-responsive manner • Establish trust with the buyer • Communicate • Act on what the customer is saying • Demonstrate subject matter expertise • Are socially active with target buyers • Personalize their interactions • Use a variety of marketing skills • Help prospects achieve next steps
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- 10. Greeting: • customer donot want to be sold • Think you need to sell them something against their will • They prefer asking questions • Standing behind your desk for not blocking their entrance • Try to tell customer where it is located not what to choose “ prevent the answer of am just looking”
- 11. Qualifying • Who willbe using this phone? • What type of phone do you have now • What do you like about your current phone • Identify wants and needs • Prevent dead sale “ask why you want this device”, ask why helps in the presentation of new product
- 12. What you aregoing to sell? • The more features, the more benefits, the more emotion • The more features the more logic • Features need to be translated into benefits!
- 13. Closing • Why youdecided not to purchase • Ask for a feedback