More Related Content
Similar to selling skills.pptx
Similar to selling skills.pptx (20)
More from Subramanian Mani
More from Subramanian Mani (20)
Recently uploaded
Recently uploaded (20)
selling skills.pptx
- 2. Economic growth and Maximum employment
- 4. 1. Salesmanship skills:- Sales presentation abilities 2. Technical knowledge skills: - The salesperson's product knowledge 3. Interpersonal skills
- 5. The importance of assessing customer and sales orientations does not necessarily reside at the level of the firm, but rather at the level of individual performance. The salesperson must have both a customer orientation and the requisite selling skills.
- 6. If you think personal selling is only for sales people, think again. Everyone in every walk of life uses personal selling (some more effectively than others!). Selling is what makes people successful. We all have to sell our ideas, our points of view, and ourselves every day to all sorts of people and not just those related to our jobs.
- 7. Business knowledge Industry knowledge Company knowledge Product knowledge Sales skills Attitude
- 8. Understand the elements of effective business communication. Recognize the implications of different types of verbal and nonverbal communication. Discuss how technology tools can help a salesperson manage customer relationships.
- 10. retail outlets telephone enquiries e-mail enquiries shows and exhibitions internet
- 11. Prepare yourself for sales meetings Product knowledge Read the person Speak slowly Time Goals and targets Rehearse
- 12. Ask the right questions Listen well Link features and benefits Sell the results Identify your unique sales points (USPs) Listen and learn Names and detail Self-motivation
- 13. Through emotional manipulation one can be persuaded to do almost anything, specifically, manipulating the customers' emotions to persuade them to buy your products / services is Emotional Selling. Methods to implement it are called Emotional Selling Propositions or ESPs.
- 15. Personal selling is a powerful part of everyday life. The selling process can help you get what you want both personally and professionally. You are always selling your ideas, your point of view, and yourself in virtually every situation, from class participation to going out with friends. In order to understand the selling process, you have to understand brands. A brand can be a product, service, concept, cause, location, or even a person. A brand consistently offers value to a customer with something that is unique, consistent, and relevant and creates an emotional connection.
- 16. Assess customers’ needs and wants Deal with difficult customers Enhance communication, questioning and listening skills for successful selling Make that sale through a range of media Learning different selling techniques and models for different situations
- 17. It is unique. (Durian furniture has exclusive, on-trend styling at unbelievable prices. It is consistent. (Sprite looks and tastes the same no matter where you buy it.) It is relevant. (Mini Cooper looks cool and doesn’t use much gas, and you can design your own online.) It has an emotional connection with its customers. (An iPod, with hundreds of personalized qualities, becomes a loved companion.)
- 18. The customer has a voice and is involved in most selling situations. In fact, Internet-based tools such as forums, social networks like Facebook, MySpace, and Twitter, along with Websites, live chat, and other interactive features allow customers to participate in the process no matter what they are buying.
- 19. 1. Knowledge of relevant sales procedures (e.g., charge vs. cash vs. cheques; special orders, drop shipments, returns, refunds and exchanges, etc.) 2. Skill in negotiating agreements with customers based on company policies. 3. Skill in using appropriate selling techniques, based on company policies, in order to complete a sale (e.g., suggestive selling) 4. Knowledge of complementary and promotional products and services(e.g., add-ons and cross- selling) 5. Skill at increasing customer base and generating repeat business.
- 20. Proper positioning, prospecting, and pre-call planning will guarantee that you will be in front of the right people with the right message at the most appropriate time. Building trust with the buyer is based on the proper approach and not dominating the conversation. Professional selling is based on asking enough of the right questions in the right way and not determining or presenting any solution until you have discovered: What they’ll buy When they’ll buy How they’ll buy Under what conditions they’ll buy
- 21. Properly presenting your solution based on the conditions, terms, and parameters under which your prospect will buy is the essence of the successful sale. People expect salespeople to make claims for their product or service. They are impressed, however, when someone else does it or if they are able to experience claims themselves. No sale is ever made unless you ask someone to buy your product. The real work begins after your first sale.
- 23. Talking too much and listening too little Not asking enough questions Too little pre-call planning Inconsistent or insufficient prospecting Quoting price too soon Not creating value Presenting too many features Giving a presentation that doesn’t address the issues the prospect wanted to address Raising objections yourself by talking too much Not listening
- 24. Failing to provide proof of other, happy customers Asking leading questions Using tie-down questions (e.g., “If I could show you a way to save money you’d be interested, wouldn’t you?”) Memorizing canned closing techniques or ways to overcome objections Not having a flexible personality Dropping your price too soon Making claims that can’t be backed up by facts Underdelivering on promises Not revealing all the facts Failing to ask for the order