The document provides information on sales training objectives, the sales process, buying motives, selling skills, questioning techniques, handling objections, closing skills, and keys to sales success. The objective is to optimize salesforce skills to achieve commercial goals. The sales process involves preparation, identifying needs, handling objections, presenting, and closing. Both emotional and logical factors influence buying motives. Effective selling requires skills like active listening, differentiating product benefits, questioning, and closing deals.

2. Training Objective
To optimize the sales force
selling skills in order to
achieve their commercial
objectives and goals

3. What do Salespeople Do?

4. What will make you a good
Sales Person?

5. Buying Motives
Emotional FactorsEmotional FactorsLogical FactorsLogical Factors

6. Logical Motives Emotional Motives
- To gain or save time .
- To reduce work or effort .
- To improve current performance .
- To improve standard of living .
- To improve safety.
- To increase level of comfort .
- To Improve Image .
- To Improve self - esteem .
- To Increase the level of satisfaction .
- To derive pleasure .
- To Satisfy the Ego.
- To Increase
happiness .

7. What is Selling ?

8. •Selling is a process rather than an action .
• It consists of a number of Steps .
• All steps need planning and preparation .
Selling is a Process

9. Selling Process
Preparation
5- Closing
2- Identify
Needs
3- Handling
Objectives
4- Presentation
1- Opening

10. Preparation Makes The Difference
Three questions you should always ask yourself
•What do I need to know ?
•What do I know ?
•How am I going to find out ?
.

11. What Are The Basic Selling Skills
- Active Listening .
- Differentiating between product Features – Advantage – Benefits .
- Effective Questioning .
- Handling customer objections .
- Buying Signals .
- Closing the deal .

12. Why do we listen ?
- To show respect to the other person .
- To save time and effort for both you and the customer .
- To sell what the customer really wants .
- To encourage full, Open and honest expression .
- To show interest, Concern and attention .
- To focus on the customer’s massage and gain full and accurate
understanding of his / her messages

13. When Customer talk
- Find what the customer wants .
- Find time to develop some ways of
satisfying the customer’s desire .
- Find what the customer like .
When salesperson talks
- The customer gets bored .
- Do not have the opportunity to find
the need of the customer .
- Find what is in customer’s mind .

14. Objectives
- Objectives are easier to measure if
they are specific .
- Objectives help in controlling the call .
- Objectives help in checking progress .
Questions
- Ask lots of questions and listen
intensely to the answer .
- By asking questions you remain in
control of the conversation .

15. Questioning
CLOSED Questions
• Did..........?
• Can.........?
• Have........?
• Do..…......?
• Is..............?
• Will...….....?
OPEN Questions
• HOW.........?
• Why...........?
• When.........?
• Who...........?
• What..........?
• Where........?

16. The benefit of asking questions
- You can encourage the customer to talk .
- You can gather more information .
- You can stimulate the thoughts .
- You are in control .
- You can release tension .
- You can invite discussions .

17. FAB
- F ( Features) : What is this ? … Describe facts – Data – products -
Service .
- A ( Advantages) : What does it do ? … How the product or service
may match the needs of the average customer .
- B ( Benefits) : What is in for me ? … How the product or service
meets the explicit needs expressed by the customers .

18. What is the objection ?
Objection is an negative attitude which may be
expressed as a verbal statement or question, or as
non-verbal action that threatens the close of
the sale

19. Handling Objections
Most objections are cased by the two ( Two Misses ) .
Miss- Understanding .
Missing – Information .

20. Common Objections
Price is too high .
I am not interested.
I have used it before and I do not like it .
I am happy with what I have .
Send me brochures .
I will talk to my partner.
Call me next week .

21. Effective Response Methods
Reverse
Compensation Methods
Indirect Denial
Postpone Method .
Feel – Felt – Found
Boomerang Method
Admit
Pass – Up Method
Direct Denial

22. Buying Signals
- Questions : How much does it cost ? How long does it take ? Can you .. ? .
- Reactions : Can you tell me how it works ? This is what I need ? Sounds is
a good offer .
- Actions : Let me check the .. ? I need to check the proper documents .

23. Closing Skill
•Closing Scenarios :-
- Assumption : Will you pay cash for this service ? .
- Asking : So what product you chosen ? .
- Alternative : Would you like to take the small or medium size .
- Steps : If price too high , would you take part of the goods and the rest next
week ?
- Pressure : If you can make your decision now, I can make special contract .
- Converting an objection : If the price is the only problem to buy the product ,
If we were able to compromise on that ,would you be able to buy it right now .
-Negotiating : I will call my manager now, If he agrees on the 15% discount,
Will we have a deal ? .

24. Closing Skill
- Questions : How much does it cost ? How long does it take ? Can you .. ? .
- Reactions : Can you tell me how it works ? This is what I need ? Sounds
is a good offer .
- Actions : Let me check the .. ? I need to check the proper documents .

25. The Big Keys To Sales Success
- Know your “ Stuff “ and believe in it .
- Leave your EGO at the door and learn flexibility .
- Stop selling and start listening .
- Respect how your customer prefers to communicate .
- Manage yourself like a business .
- Let your Enthusiasm show .
- Always be positive .

26. The Big Sales Mistakes
- Talking too much .
- Failure to see your customer’s world and problems .
- Nervousness .
- Failure to do enough pre – call planning .
- Trying too hard to sell .
- Becoming complacent .
- Overreacting to objections .

27. The seven steps out bound sales call
- Pre Call Planning ( Review client info. – Planning Objectives ) .
- Gathering Information ( Questions must be relevant – Questions should help to
identify customer’s need – Explain why you are asking questions – Adopt a
conversation tone / don’t interrogate – Acknowledge answer before next question ) .
- Approach / Positioning ( Relaxed – Use customer’s name – Build rapport –
Explain purpose of Visit – Identify yourself and where you are from - .
- Solution Generation ( Tailor communication solutions to specific client need –
Prepare client for the recommendation ) .
- Solution Presentation ( Select most appropriate solutions – Focus on value –
Present recommendation in a clear and concise manner ) .
- Close the call ( Select timing – Handling Objection – Closing Techniques ) .
- Wrap – Up ( Thanks client for business – Leave name and
number – Discuss implementation steps – Position next call ) .