The document provides an overview of selling skills training. It discusses key topics like identifying a salesperson's qualifications for success including human relations, straight thinking, presentation skills, being a hard worker, and being a smart worker. It also discusses identifying customer types, collecting customer information, understanding the six main buying motivations, and improving one's attitude. The training aims to help salespeople sharpen their skills and add to their existing skills for success in sales.
Hi All,
Now you can download my Presentation easily. I changed my Privacy setting.. I wish I can make more presentations for the young salesmen, but I am so busy these days and couldn't reply everyone who need my presentation. So here you can download now and present it to your teams etc.
Regards,
Shahzad Chohan
Basic selling skills is necessary of people in all walks of life. Our sales training program focuses on effective selling skills. Salesmanship is a skill that can be developed through the learning of good selling techniques.
Hi All,
Now you can download my Presentation easily. I changed my Privacy setting.. I wish I can make more presentations for the young salesmen, but I am so busy these days and couldn't reply everyone who need my presentation. So here you can download now and present it to your teams etc.
Regards,
Shahzad Chohan
Basic selling skills is necessary of people in all walks of life. Our sales training program focuses on effective selling skills. Salesmanship is a skill that can be developed through the learning of good selling techniques.
This presentation introduces the basics of needs-based selling processes. If you or your sales team is struggling to achieve your objectives, then this presentation is a must view. For more information contact us at dave.gregory@inspiredperformancesolutions.com
How to be a good Salesman. Knowing how to sell a product is a skill that must be practiced. Good salespeople have a strong work ethic and never give up on a sale. You must know your product, know your customer, and be able to clearly show how your product will improve the life of your customer. Develop a sales pitch that is specific to the needs of your customer and follow up to close the deal. If you are not able to close the deal, continue to develop a relationship with the customer. You may win them over eventually.
Effective selling skills - the module can be used to coach sales teams on different selling techniques. It covers fundamental principles of sales, various techniques applicable across industries.
3 Things Every Sales Team Needs to Be Thinking About in 2017Drift
Thinking about your sales team's goals for 2017? Drift's VP of Sales shares 3 things you can do to improve conversion rates and drive more revenue.
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This presentation introduces the basics of needs-based selling processes. If you or your sales team is struggling to achieve your objectives, then this presentation is a must view. For more information contact us at dave.gregory@inspiredperformancesolutions.com
How to be a good Salesman. Knowing how to sell a product is a skill that must be practiced. Good salespeople have a strong work ethic and never give up on a sale. You must know your product, know your customer, and be able to clearly show how your product will improve the life of your customer. Develop a sales pitch that is specific to the needs of your customer and follow up to close the deal. If you are not able to close the deal, continue to develop a relationship with the customer. You may win them over eventually.
Effective selling skills - the module can be used to coach sales teams on different selling techniques. It covers fundamental principles of sales, various techniques applicable across industries.
3 Things Every Sales Team Needs to Be Thinking About in 2017Drift
Thinking about your sales team's goals for 2017? Drift's VP of Sales shares 3 things you can do to improve conversion rates and drive more revenue.
Read the full story on the Drift blog here: http://blog.drift.com/sales-team-tips
PepsiCo Inc. is an American multinational food and beverage corporation headquartered in Purchase, New York, United States, with interests in the manufacturing, marketing and distribution of grain-based snack foods, beverages, and other products. Wikipedia
Stock price: PEP (NYSE)US$ 82.65-0.58 (-0.70%)
4 Dec 4:01 pm EST - Disclaimer
CEO: Indra Nooyi
Headquarters: Purchase, NY, United States of America
Founded: 1965
Founders: Donald M. Kendall, Herman Lay
“If you can master only one skill in selling, become a master prospector. It will guarantee your future success.”
Quote from Tim Conner’s book: “Soft Sell: The New Art of Selling, Self Empowerment and Persuasion”
Mental Health in Business Presentation.pptxchiogb1
Mental health is an important issue for everyone, but it can be especially challenging for small business owners. The demands of running a business can be overwhelming, and it can be difficult to find time for self-care. As a result, small business owners are at an increased risk of developing mental health problems, such as anxiety, depression, and burnout.
This presentation contains a number of things that small business owners can do to deal with mental health issues. Hope you find them useful.
HR has historically demanded a seat at the executive table where strategic business decisions are made. Getting the seat and actively playing a strategic role in the success of the business are both challenges in their own right. As a former CHRO, Tim reveals what the role is really about and what it was like to be in the boardroom. Tim will share insights into the business skills a CHRO should have and the challenges HR must face and find flexible solutions for once it reaches the top of the leadership hierarchy.
Tim Savage, Former Chief Human Resource Officer, Jumeirah Group
This presentation talks about how to unlock the power of content and personalisation using psychology. It explains:
1. Misconceptions about your target audience – the problem with carrying simplistic audience definitions that suited the world of mass marketing over to digital and how to improve your audience research;
2. Optimising personalisation by measuring behaviour – identifying digital measurements that uncover motivations, needs and intentions;
3. Key principles of psychology for behaviour change – how they can be applied to content strategy and personalisation across digital channels to deliver changes in audience behaviour;
4. Real-world examples with practical and experimental approaches.
Keynote presentation by Margaret Sumption at the American Hospital Association marketing executives covference in New York City on April 4,2013. "The Reluctant Customer" focuses on how marketing and PR executives serving member hospitals and their representatives can improve success and increase satisfaction. Three steps are discussed: "Stop Begging," "Frame Your Argument," and "Execute, Evaluate, and Proclaim."
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2. To add to your present skills
• Who is the Salesman
• The meaning of sales call
• Identifying buying motives
• Prospecting and Preparation of sales call
• The approach presentation techniques
• Sharpening questioning techniques.
3. To add to your present skills
• Handling customer's responses
• Identifying buying motives
• Developing various types of closes.
• Learning by doing (role play).
4. Who is the Salesman
Every individual has a selling job to do.
Everyone wants to sell his suggestions.
“The salesman must ascertain, activate and satisfy
the needs of the buyer to the mutual, continuous
benefits of both parties”.
5. Qualifications for Success in Sales
Human relations
Straight thinking
Presentation
Hard working
SMART working
6. Human Relations
“Selling is successful only when the art of human
relations is successfully practiced”
Human relations begin with the first impression.
The appearance is the first important thing the
customer can buy.
7. Human Relations
The salesperson should look:
Neat
Good taste in dress
Plan before buying clothes
Analyze his body & complement it by clothing
Make a good first impression
8. Human Relations
The salesman should not:
Wear stylish clothes
Be walking casual
Talk aggressive for the community
Be involved in religion, sports, or politics talking
9. Straight Thinking
The salesman must be concerned with:
Logic
Organization
Validity of evidences
Credibility
Honesty
13. SMART Workers
“SMART workers are time managers”
Schedule your time
Make time more productive
Allow time for unexpected
Ration your time
Take time for the sale
14. Recording & Reporting
No job is done till
the paper work is finished
A short pencil is better than
long memory
15. Recording & Reporting
Report is less productive
It is a must
Think positively
Do not let it accumulates
Waiting time
End of the day in the schedule
16. Recording & Reporting
Value of reports to:
Company , Management , Rep.
Types of reports:
Customer record card/sheet
Hospital record sheet
Coverage list , mailing list
Daily Itinerary , monthly plan
Activity reports , sales reports
18. Collect Information
“ Acquire all possible data about the customer that
moves the sale forward”
• Objectives:
1. Qualifying the prospect
2. Sharpen the sales Attraction
3. Identify prospects’ problem areas
4. Protection from making obvious mistakes
19. Types of Information
Static Dynamic
– Birth date – Prescription habit
– Telephone – Our market share
number
– Competition relation
– Mobile number
– Services delivered
– Potentiality
– Family condition
– Attitude
– Contract situation
– Treatment trends
– General need
20. Sources of Information
Previous visit report
Pharmacy
Colleagues
Competition
Other doctors
The doctor
22. The Ingredients of Personality
Skills
Selling ( Your image and ideas)
Communication
Negotiation
Presentation
Planning
Reporting
Time management
Computer
23. The Ingredients of Personality
Knowledge
Company
Product
Competitors
Business
Customers
Suppliers
Contractors
24. The Ingredients of Personality
Attitude
• Attitude is that way you look at things mentally.
• Half empty or half full a glass of water.
• How to look at the environment outside.
• To find a solution for every problem.
28. Attitude?!
I Did 100%
I Will I Can
I Think I Can
Half-way There
I Might
I Think I Might 50%
I Want To
I Wish I Could
I Don’t Know How
I Can’t I Won’t
0%
Chance of Success
29. How to improve your attitude?!
• Aim high to achieve the best deal
The more you try , the more you'll have , the more you'll believe in
yourself .
• Give your positive attitude to others
Your positive attitude is reflected on others around you.
(Attitude is contagious)
30. How to improve your attitude?!
• Play your winners
List positive factors in your life ;your family,health,and your
strengths.
• Develop a workaholic mentality.
Think you are the owner of the company
31. How to improve your attitude?!
• Dedicate yourself on serving others
People who give are happier that who take.
• Use sense of humor
Humor and smiling are the greatest way to overcome a negative
situation
32. How to improve your attitude?!
• Believe in yourself
Never consider the possibility of failure
• Handle your difficult time
Exercise is a great way to get attitude adjustment
34. The Six Buying Motivations
1. Making a gain / Quality / value
Buying to increase yield or money return (profit) ,
the gain can also be economy , saving material, money or gaining
time
35. The Six Buying Motivations
2. Avoiding / Limiting a loss / Security / Reputation /
Trust
Buying to protect an investment from damage or loss., the loss
may be real or perceived .
Could be loss of life, yield, profit, money, property or anything
of value, i.e. buying a product, which protects health, or increases
probability of long life .
36. The Six Buying Motivations
3. Having pleasure, Enjoyment , Comfort , Convenience
Buying because of enjoyment is one of the most marked motives
37. The Six Buying Motivations
4. Avoiding pain , worries , problems.
• Buying because it will remove physical or mental pain.
Close to fear or loss . Most people do not like discomfort .
• Drugs / Pharmaceuticals are an obvious example .
• Also less Work , safety freedom from worry , security ,
protection .
38. The Six Buying Motivations
5. Boosting pride , self-satisfaction
Buying because of inner feelings of wanting the best.
Pride is when someone makes a decision resulting in good inner
feeling.
However, they don't care what others know, think and say about
them: somehow they seek to be perfect (could be self –
improvement, style, high quality, etc.)
39. The Six Buying Motivations
6. Gaining social approval prestige, show – off
Buying because of the influences or reaction of others.
Where a decision is made to cause the prospect to appear to be
a good doctor, businessman, or pillar of society.
Also for prestige purposes: has to have what his / herneighbor /
colleague has (to show off ) .
Prospect cares what others know, think or say .
42. Buying Motives
•Urologist states to Rep:
This product is the only anti – infective I can safely use in hot climates"
•Pharmacist said:
"I have all narcotics under lock and key"
43. Buying Motives
• Doctor mentions to Rep:
"Besides professors Saad and Mohsen, I am the only doctor in town,
Who can deal properly with such a case"
• Hospital pharmacist said:
"Having given you such a big order for your product I hope you will
now concentrate your detailing on Dr. Sherif and Ahmed “
44. Buying Motives
• Sales manager discusses with his boss:
"With this project we will reduce period costs by 3 % "
• Retail pharmacist asks Rep:
"What about the expiry date of your product?
45. Buying Motives
Opinion leader tells Rep:
At last you have launched this product. I know it from my post –
Graduate stay in Germany .