The document provides guidance on sales training and what makes a successful salesperson. It discusses that selling involves person-to-person communication to discover customer needs and match appropriate products/services to those needs. It outlines that salespeople need domain knowledge of their industry, products, customers and competitors, as well as skills like listening, questioning, identifying buying signals, and negotiating. They must have the right attitude of being confident, persistent, relationship-focused, and willing to change. The basic sales cycle is defined as listening to understand needs, analyzing and recommending solutions, handling objections, closing the sale, and building follow-up opportunities.

1. SALES TRAINING

2. What is Selling ?
“…involves person-to-person communication with a prospect. It is a
process of developing relationships; discovering needs; matching
the appropriate products [and services] with those needs; and
communicating benefits through informing, reminding, or
persuading.”

3. Selling involves
 People
 Package of emotions and feelings

4. Before You Do Anything Else…
• Sell yourself/ Your Brand
• Know your product
• Know the value equation
• Know your competition
• Know why your customer should buy from you instead of your
competition

5. The Body of the Presentation
• Use all senses possible
• Be aware of clues—body language, questions, etc
• Sell benefits not features
• Make it logical and end by filling the need

6. A successful sales person needs
 Domain knowledge
 Proficiency in skills
 Right attitude

7. Domain Knowledge needed by the sales
Person
• Knowledge about Industry
• Knowing the Product
• Knowing the process
• Understanding customers’ objections

8. Skills required to be successful sales person
• Listening skills
Sales people need to be good listeners
• Questioning skills
Ask right questions to the prospect
• Identifying buying signals
Based on these signals, a sales person can plan his next move or question.
• Negotiating and closing skills
Creating a win-win situation for both the customer and themselves

9. Attitude that are very important for a sales
Person
• Confident
Confidence helps them to take rejections in their stride and bounce back
with enthusiasm.
• Persistent and determinant
The determined person refuses to accept defeat and goes on to attain
what he wants.
• Maintain a long-term relationship with customers
Need to view each sale as a stepping stone towards earning the goodwill of
their customers.
• Having a friendly personality
• Accountable for themselves, their customers and their organization
• Sales people need to be receptive and willing to change

10. Attitude
Attitude of salespeople determines the altitude to which they can
rise in their career and in an organization.

11. Always believe
Selling ideas or products to known people involves different
dynamics than selling to strangers does

12. Some Characteristics of Professional Selling
• Driven to make it a career
• Focus on the long term
• Desire to improve to become an expert
• Focus on matching vs. telling
• Strength in all aspects of the Basic Sales Cycle

13. The Basic Sales Cycle
• Listening/Observing - Needs Analysis
• Analyze/Recommend – Recommendation
• Identify/Handle Objections – Preparing the Close
• Ask for the Sale – Closing
• Build Follow Up Opportunity – Repeat/Referral
Business
Recommend
Prepare
the Close
Close
Repeat/Referral
Business
Needs
Analysis

14. Eight Qualities of Top Salespeople
1. They are ambitious.
2. They are courageous.
3. They are committed.
4. They see themselves more as consultants than as salespeople.
5. They are prepared.
6. They engage in continuous learning.
7. They have good domain knowledge
8. They have good attitude

15. Forbidden Phrases
“WHY DO YOU
NEED TO KNOW?”
“NO.”
“YOU’RE WRONG.”
“WE’VE NEVER DONE
IT THAT WAY.”
“YOU’LL HAVE TO.”
“THAT’S NOT MY JOB.”
“THAT’S AGAINST
COMPANY POLICY.”
“I DON’T KNOW.”

16. Why are some salespeople so successful?
• 80% of Sales success is psychological.
• Top salespeople are OPTIMISTS.
• They have a positive mental attitude.
• 20% of the salespeople make 80% of the sales and 80% of the
commissions
• 10% of salespeople open 80% of new accounts (“hunters”)
• The top 10% of sales professionals today earn 5X, 10X, 15X and even 20X
the average of the other 80%-90%.

17. The Three Most Common Sales Mistakes
• Not listening to the buyer
• Not asking for the order
• Forgetting to sell existing customers

18. Hooray! I Made the Sale!

19. Question Time

20. THANK YOU