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Uploaded byAli Akbar Khan Motivational Speaker,Trainer
Sales Training for SD
This document provides tips for top salespeople, including maintaining a positive outlook, understanding customers, preparing thoroughly for each sales call, taking complete responsibility for results, mastering basic sales techniques like identifying needs and benefits, building credibility, focusing on customer value, handling objections effectively, closing sales professionally, and continuously learning. The tips emphasize listening to customers, understanding their perspective, analyzing competitors, and managing time well through focus on the most important activities.
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Sales Training for SD
- 2. Think like aTop Sales Person Optimism Law of Cause & Effect.
- 3. Identify your Skilland take Action
- 4. Think long term Desireand empathy Members are more experienced Seek first to understand than to be understood Listening
- 5. Position yourself asa true professional
- 6. Preparation. Precall Analysis Your ProspectsCompetitor Analysis Post call Analysis
- 7. Accept Complete Responsibilityfor Results Results – Activities Everyone is a CEO
- 8. Become brilliant onthe Basics. A I D A Desire : I will Consider .
- 9. Build Mega credibilitywith every prospect Emphasize the value.
- 10. Be a FinancialImprovement Specialist Prospect identification
- 11. Use Educational Sellingwith Every Customer. “Because of this…………………(product feature), you can………………(product benefit), which means……………(customer benefit).”
- 12. Handle Objections Effectively TheSweep Aside Method. I cant afford it. Feel , felt , found method
- 13. Deal with priceprofessionally Member asking for price Feel , felt , found method
- 14. Know how toclose the sale Invitational close
- 15. Apply the 80/20Rule in Sales Time Management.
- 16. Dedicate yourself toContinuous Learning
Editor's Notes
- #2 How many of you are in Sales ? High Pressure Sales MSN of different B2B ( Customer is more experienced than sales person)
- #3 Selling has often been called transfer of enthusiasm. The law of correspondence says that “ your outer world is a mirror of your inner world. “ In other words, everything that happens to you on the outside is a reflection of what is going on with you on the inside. If you want to change or improve any part of your sales or personal life, you have to begin by changing yourself on the inside. Everything we have been talking about so far has revolved around making these inner changes in a positive and constructive way. You become what you think about most of the time.
- #4 What one skill, if I developed and did it consistently in an excellent fashion , would have the greatest positive impact on my sales ? This is the key question for moving ahead in the line. Ask your boss , ask your coworkers. Then set the development of this skill as a goal. : write it down, set a deadline, make a plan, and work on to becoming better at this skill everyday until you master it.
- #6 7 Ps of Marketing The first rule of self image Psychology: The person you see is the person you will be. Your self self-image , the person you see yourself from the inside, will determine how you behave on the outside. The best positioning you can have among your prospects and customers is that of an expert, an authority in your area of expertise. Your customers look to you , as a consultant, to give them valuable advice they can use to improve their work or life in a cost effective way. Positioning The next P is positioning. You should develop the habit of thinking continually about how you are positioned in the hearts and minds of your customers. How do people think and talk about you when you're not present? How do people think and talk about your company? What positioning do you have in your market, in terms of the specific words people use when they describe you and your offerings to others? In the famous book by Al Reis and Jack Trout, Positioning, the authors point out that how you are seen and thought about by your customers is the critical determinant of your success in a competitive marketplace. Attribution theory says that most customers think of you in terms of a single attribute, either positive or negative. Sometimes it's "service." Sometimes it's "excellence." Sometimes it's "quality engineering," as with Mercedes Benz. Sometimes it's "the ultimate driving machine," as with BMW. In every case, how deeply entrenched that attribute is in the minds of your customers and prospective customers determines how readily they'll buy your product or service and how much they'll pay. Develop the habit of thinking about how you could improve your positioning. Begin by determining the position you'd like to have. If you could create the ideal impression in the hearts and minds of your customers, what would it be? What would you have to do in every customer interaction to get your customers to think and talk about in that specific way? What changes do you need to make in the way interact with customers today in order to be seen as the very best choice for your customers of tomorrow?
- #7 Preparation is the mark of the professional
- #8 “How many people here are self-employed ?” See yourself as presidents of your own professional sales corporations. They view themselves as self employed. Ask yourself “ why am I on payroll ? You are paid for results , not activities. This is how the highest salespeople think about themselves and their work. When you practice thinking, all day long , the way that the top people think , you will eventually do the same things and get the same results that the top people get. You will begin to take complete control of your career and your personal life. You will move onto the fast track and start to become a sales superstar.
- #9 Be a rifle not a machine gun. Your ability to think through and determine the real benefits that will motivate a prospective customer to buy is the most important part of selling.
- #10 Trust The very best salespeople are “relationship experts” They focus all of their attention on the relationship before they begin talking about their product or services. And as a result , they sell far more than the average salesperson. They get far more resale's and referrals.. They eventually move to the top of their fields. Demonstrate that the product you offer is the ideal solution the customers needs and that the value of what you sell greatly outweighs the price you are asking. The customer must be convinced that , all things considered, he or she will be better off with what you sell greatly
- #11 Customers of top salespeople describe these salespeople as consultants , “ unpaid members of my own staff” They say , “ He/she really understands my situation.” This must be your aim as well. Your primary aim is to demonstrate to the prospect that the financial benefit of dealing with you is greater than the cost of what you are selling. IRR Identify the prospects in your market who can profit from the financial benefits your product or service can contribute. Focus more of your selling energies on those prospects who can profit the most rapidy from what you sell. Build your sales activities around finding more and more of these prime prospects. Focus continually on “time to payback”
- #12 Importance of positioning yourself as a teacher / Educator in the sales process. By asking questions , you learn how your customer can be better off by using what you are selling. Your “lesson plan” consists of teaching the customer how he or she can best use your product or service and benefi from it in his her life or work. The more competent you becme at learning your prospects real needs , the better you teach your customer how to get the very most of what you sell, the more the customer will like you, trust you, and want to do business with you over and over again. Take out a sheet of paper and draw lines down the page, creating 2 equal columns.At he top of each column write product feature and product benefit. List each positive sales feature of your product service in the first column. In the second column , write the product benefit attached to each product feature Practice positioning yourself as a “teacher” with your prospects. Focus your presentation on helping your prospect to understand how helpful your product or service can be, trusting fully that if he or she understands completely, the sale will take place automatically.