Learn how to sell water to a fish with these 7 irrefutable selling skills.

1. i-SkillKNOWLEDGE MANAGEMENT
7 essential skills used by smart sales people
i-SkillKNOWLEDGE MANAGEMENT
www.i-skillng.com

2. i-SkillKNOWLEDGE MANAGEMENT
Selling (marketing) is one of the most crucial functions in any
organisation, as the existence of an organisation depends on how well the
sales team perform.
Discover smart ways of meeting and surpassing sales target, even in
these difficult times. We have done it for some lucky organisations and
individuals, let's do it for you.
There are numerous methods and skills that can be applied to improve
ones selling and marketing abilities, this presentation examines 7 of those
skills.
Let's show you how to sell water to a fish!

3. i-SkillKNOWLEDGE MANAGEMENT
#1. Prospecting
The art of prospecting is a key skill required by sales
people to become sales champions. It is more than
just collecting call cards or randomly meeting people.
A good sales person must know how to effectively
build a resourceful pipeline of potential clients.
Ever wondered why the best sales people never
run out clients? Even when other people seem to
be experiencing client-drought, successful sales
people always have clients to deal with.

4. i-SkillKNOWLEDGE MANAGEMENT#2. Questioning
When you develop the ability to ask high-
value questions, you will stand out from
your competition while also learning
more about your prospect’s specific
situation.
True sales professionals know how to ask high-value
questions. Questions that encourage their prospect to
share details and information about their business that,
in turn, will help them structure a good sales pitch.
Asking questions like -
are you the decision
maker, what’s your
budget, what do you
know about our
company, are you
interested in saving
money, what are your
needs, isn’t guaranteed
to deliver the desired
response, as this
questioning technique
has become too weak
and ineffective.

5. i-SkillKNOWLEDGE MANAGEMENT
You can ask all the questions in the world but if you don’t
listen carefully to what the other person tells you, you are
wasting your time and losing valuable sales opportunities.
Active listening means actually hearing what people tell
you. It means asking clarifying questions when the other
person says something vague or that requires elaboration.
Focus your full attention on the other person. Listen for
underlying meanings, clues and cues and respond
accordingly.
One of the most effective ways to show a prospect that
you have listened (and heard) what they have told you is
to quickly recap the key points they mentioned as being
important.
#3. Active Listening

6. i-SkillKNOWLEDGE MANAGEMENT
A. The content. Avoid giving too much information
in your presentation, and open them by talking about
the client’s situation, rather than your company.
Discuss only the aspects of your offering that are
critical for your prospect to know. Make your
presentation slides very organised and visually
appealing
#4. Presentation Skills
Two aspects of presentations need to be considered:
B. The verbal presentation. Consider your pace,
timing and actual delivery. The more important a
potential sale is for you, the more critical it is that
you verbally rehearse that presentation. Watch your
body language, gestures, and facial expressions.

7. i-SkillKNOWLEDGE MANAGEMENT#5. Objection handling
Acknowledge
Probe
Answer
Close

8. i-SkillKNOWLEDGE MANAGEMENT
RECIPE FOR
SUCCESS:
HEAT UP AN IDEA
TAKE ACTION
MIX IT UP WITH
DESIRE AND BELIEF
THEN ADD A DASH
OF PERSISTENCE
#6. Persistence

9. i-SkillKNOWLEDGE MANAGEMENT
To succeed in sales you need a plan.
#7. Plan for Success
Plan your next
move because every
step contributes
towards your goal

10. i-SkillKNOWLEDGE MANAGEMENT
The live wire of any organisation is the sales team. If they don’t perform, the organisation goes bankrupt!
Let’s work with your sales and business development team to transform them into sales champions.
Over the years i-Skill has created more than 3,000 sales champions. We are driven by the commitment to create and
sustain superior performance in individuals and organisations.
Take advantage of our upcoming open programme - The Essentials of Selling and Marketing Skills.
Date: April 8 – 10,2015.
For registration/inquiries, contact Jude – 0815 5617 666, 0802 664 0295, jude.odum@i-skillng.com
/iskilllimited /iskilllimited http://linkd.in/1HaOJUG
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