Selling Skill Development

1. Hosne
MOBARAK
Career Consultant
Director Training, Future IT
Selling
of
Today Is Your Opportunity To Build Tomorrow
You Want

2. Every human being has some…
Needs
Wants
Dreams

3. Our Dreams
Social Dreams
Religious Dreams
Family Dreams
Personal Dreams
Professi
onal
Dream

4. Dream
Should
be SMART
S= Specific
M= Measurable
A= Achievable
R= Realistic
T= Time bound

5. We have to find the right way
CAREER

6. It’s an
opportunity
to earn sky
limit money.
SALES

7. High
Potential
Income
The median annual
salary in the USA is
$27,020
Sales Representatives
median annual salary is
$63,780
Sales managers
median annual salary is
$121,060
SALES?
Degree
Isn’t
Necessary
for
Success
Flexible
Work
Hours
Clearly
Defined
Goals

8. SALES
Meaning?
Sales is an Art
But
Process is
Science

9. Why
People
Buy a
Product
?
To save
money
To make
money
To save
time
Convenience
Fear/
security
Ego
gratification
Pleasure
The need to
avoid pain, or
a loss
The need to
gain pleasure

10. Your
Company Your Product
Your
Customer
How to Offer
You
Have
To
Know
Preparatio
n

11. Science of SALES
We Can't Ignore
09 STEPS

12. IDENTIFYING
Your Prospects
STEP
01

13. Building
STEP
02

14. IDENTIFYING
The Prospect Challenges
& Qualifying Them
STEP
03

15. Presenting Solutions
01
02
03
04
05
Be
Honest
Be
Excited
Talk
Slowly
Smile Be
Confident
STEP
04

16. There are 03 Types of Prospects
They knows, they have a problem and are eager to find a solution for it.
They somewhat aware that they have a problem; however, they’re not quite sure
how to go about solving it. This particular type may also not be aware of the
consequences of not solving their problem. In other words, it’s not a priority for
them.
They aren't aware that they have a problem.

17. Handling
OBJECTS
STEP
05

18. CLOSING THE DEAL
Pain Points Have Been
Addressed
The Need Has Been
Created
You Have the Best
Solution
If one of these things is off, the deal will be off.
STEP
06
Time is Right Now

19. Knowing ‘When to
SAY NO
STEP
07

20. Maintain The
RELATIONSHIP
STEP
08

21. Creating The Opportunity To
UPSELL
STEP
09

22. Sales Statistics
48% of Sales People Never Follow up with a Prospect
25% of Sales People Make a Second Contact and Stop
12% of Sales People Only Make Three Contact & Stop
Only 10% of Sales People Make More Then Three Contact
Only 2% of Sales are Made on The First Contact
3% of Sales are Made on The Second Contact
5% of Sales are Made on The Third Contact
10% of Sales are Made on The Fourth Contact
Rest of 80% of Sales are Made on The Fifth To Twelfth Contact

23. Know
Your
Number

24. Know
Your
Ratio

25. 07
Skills
Communication
Skills
Active
Listening
Skills
Influence
Skills
Collaboration
Skills Self-
Motivating
Skills
Problem
Solving
Skills
Closing
Skills
Art of SALES

26. Set Goal
For
Every Step

28. Every Sales Has
5 Basic
OBSTRUCLES
Zig Ziglar
1926-2112
need
Money
hurry
desire
trust

29. Are You Ready To Sell
1
Know What
You Are
Selling
2
Know Who
You Are
Targeting
3
Know Your
Competitio
n
4
Make it
Easy For
The Buyer
To Buy
5
Celebrate The
Wins And
Understand
The Reason
Behind No

30. Always SMILE, ENERGETIC &
POSITIVE