This document provides tips for successful sales training. It covers preparation such as knowing your products and market trends. The opening involves greeting the customer, introducing yourself and making eye contact. The process section emphasizes building trust through open-ended questions, describing products benefits, and asking questions. Closing involves asking for the sale, stopping when the customer is ready to buy, and offering add-ons. Follow up is important through thank you letters, emails or calls to build relationships and maximize future sales.

1. Sales Training
Tips & Techniques to Successful Selling
@amsalestraining

2. Areas Covered
 Preparation
 Opening
 Process
 Closing
 Follow Up

3. Preparation

4. Product/Service Knowledge
 Know your own products & services extremely well,
especially:
 Features.
 Advantages.
 Benefits.

5. Market Awareness
 Markets Trends – What Trends are helping shape the
market for your customers
 Be aware of products and services being offered by
competitors.

6. Opening

7. Basics
 Introduce Yourself
 Smile
 Make Eye Contact
 Be confident in yourself & your product knowledge

8. Greeting
 Customers appreciate direction and, once greeted, are
more likely to engage with the salesperson during the
sale .
 Simple Greetings
1. “Good morning/afternoon/evening”
2. “Welcome to our shop”
3. “Can I help you find anything?”
4. “Hi there, what brings you here today?"

9. Introduction
 Start with your name
 Stat your position within your company/store
 Introduce your company
 Tell them you’re here to help them today to help find
what they are looking for.
 Don't Forget About Body Language - Especially when
your job is in retail, don't approach with arms crossed.

10. Process

11. Build Trust
 As a sales rep, you need to build trust with your
customer. Buyers need confidence that you understand
their buying needs.
 Discover the customer’s needs then effectively
communicate how specific products offer an affordable
& satisfactory solution to those needs

12. Open-Ended Questions
 Get your customers talking and keep them talking by
asking them open-ended questions.
 Open-Ended Questions Examples
1. “How much are you willing to spend?”
2. “What did you want to talk about today?”
3. “What other factors have we not discussed?”
4. “What are your concerns?”

13. Product/Service Description
 Describe how your product or service is different from
others who offer similar products.
 Focus on how your product is unique.
 It is important to translate the product's features into
benefits for the customer.
 The product information should be informative, true and
complete. It should give the prospective buyer all the
information they need.

14. Be Enthusiastic
 You must share your excitement about the product or
service.
 It is difficult to develop interest without excitement.
 It shows the customer you care about the products and
services that you are offering.

15. Ask Questions
 Ask Questions during the sale - When you ask
questions about what the customer wants or needs,
you show the customer that you care.
 Ask can you take notes – this shows that you are
listening to what the customer is saying.
 The information the customer is giving you is far more
important than anything you have to say to them & will
help you during your sale.

16. Remember
 Don’t assume that your buyer will automatically know
what you’re talking about (company terminology) so
use simple language while selling.
 People will ask you questions that you may not always
know the answer. Don't guess if you don't know the
answer.

17. Closing

18. ASK FOR THE SALE
 ASK FOR THE SALE
 Once you ask for the sale, stay quiet as this will force
the customer to make a decision.
 A lot of salespeople forget to ask for the sale.
 So always when closing the sale, make sure to ask
your customer for the sale.

19. Stop
 STOP selling after the customer gives you buying
signals.
 If you continue to offer them options, they may become
unsure about their purchase.
 A common mistake that can lose a sale is to continue to
sell and offer products/services after the customer has
already indicated that they are willing to make the
purchase.

20. Final Proposal
 To help with closing the sale, show the customer your
final proposal in writing as it shows the customer
exactly what they are getting.
 People react better to things they see.

21. Add-on, Upsell & Cross-Sell
 Once the customer agrees to buy…
 Add-on, Upsell or Cross-sell - You are doing the
customer a service.
 Be sure to Add-on, Upsell or Cross-sell only something
the customer needs and will benefit from.

22. Remember
 Stay confident, no matter how difficult the close
becomes, being a salesperson is all about staying
confident.
 Even if you can't close a sale, still make the customer's
experience a pleasant one. If they don't buy from you
today, they may come back.

23. Follow-Up

24. Importance
 Following up is an important aspect of closing a sale.
 Follow-ups build trust & relationships with your
customers.
 Follow-Ups show customers that the
business/salesperson appreciates them.
 Maximize long-term sales volume.
 If a sale has not been made, it may lead to a sale.

25. Letter/Email/Phone
 Send a thank you letter/email or make a phone call.
 Make sure it includes:
1. Thank the customer for their purchase.
2. Means to contact you in case of an issues via phone
and/or email.
3. Offer/Suggest additional products the customer might
need.
4. That you look forward to dealing with them again.