This document provides tips and techniques for effective selling. It discusses understanding the customer's individual purchase process and needs. Key aspects of the sales process include preparing by researching the customer and product, presenting the value proposition to solve the customer's needs, handling objections, negotiating, and following up. Important elements are listening to the customer, controlling the flow of the presentation, asking for the order, and providing excellent customer service after the sale. Common mistakes include not listening, not asking for the order, and neglecting existing customers.
Are sales objections stopping you in your tracks?
Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. The best way to deal with this fear and uncertainty is to face the problem head-on and go into meetings and cold-calls prepared to field a wide range of objections. If you start listing out the potential objections you could hear from a prospect, it might seem like the options are endless. How are you supposed to prepare for everything?
Lucky for you, sales objections actually cluster into a few main groups based on your prospect’s underlying beliefs. Once you master handling one objection in a category, you’ll be able to respond easily and effectively to any number of variations on that theme. Keep reading for 5 steps to handle sales objections.
Learn more: http://criteriaforsuccess.com/how-to-handle-sales-objections-5-steps
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.
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.
Are sales objections stopping you in your tracks?
Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. The best way to deal with this fear and uncertainty is to face the problem head-on and go into meetings and cold-calls prepared to field a wide range of objections. If you start listing out the potential objections you could hear from a prospect, it might seem like the options are endless. How are you supposed to prepare for everything?
Lucky for you, sales objections actually cluster into a few main groups based on your prospect’s underlying beliefs. Once you master handling one objection in a category, you’ll be able to respond easily and effectively to any number of variations on that theme. Keep reading for 5 steps to handle sales objections.
Learn more: http://criteriaforsuccess.com/how-to-handle-sales-objections-5-steps
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.
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.
48% never follow up, 25% make a 2nd contact, 12% make a 3rd contact, 10% make over 3 contacts
48% NEVER FOLLOW THRU!
We treat your sales team like elite athletes. They are going to “want the ball!”
Coach Cameron Roberts 25 Soft Selling Relationship Techniques for Sales Super...CoachCameron Roberts
Coach Cameron Roberts reveals the 25 Soft Selling Relationship Techniques for Sales Super Stars he teaches in his mastermind sales programs and sales academy courses.
5 Questions Every Executive Must Consider Before Investing in Sales TrainingYakov Smart ✔️
Here are 5 questions you must consider as an executive before investing in sales training.
Relevant topics: Sales, Sales Development, Sales Training, Business Development, Inbound Marketing, Lead Generation
Sales training is the process of improving seller skills, knowledge, and attributes to drive seller behavioral change and maximize sales success. ... Yet most sales training fails to deliver lasting results. This is because most companies do not define and approach sales training properly.
For Non-Sales people who need to grow their business, this course was designed for you. A new twist to growing your business by serving with the gifts and talents you have - not selling
Are you thinking of starting your own business? Do you have an idea that you want to turn into a reality? Do you want to be your own boss?
If so, then the Business Start Up Boot Camp is for you! It will cover the initial building blocks of setting up a successful business and will provide support, advice, resources, guidance and mentoring to help you create a commercially viable venture.
The truth about building a profitable sales forceAshutosh Pandey
This PPt's content taken from a book called "The truth about building a profitable sales force" presented by: Sales Management University.
For understanding each topic plz refer book or visit link for book: http://www.slideshare.net/AshutoshPandey14/topforce-14465128
3. What Is Selling?
• The face to face meeting with your
prospect at the Intention or Buying level
• Getting there—right place, right time, right
person
6. What You Should Know About Your
Customers
• Target – Who are they – decision maker?
• Needs, Wants – What do you need to
solve?
• Value Perception – Their perceived value
equation.
8. Before You Do Anything Else…
• Sell yourself
• Know your product
• Know the value equation
• Know your competition
• Know why your customer should buy from
you instead of your competition
9. Getting In Position to Sell
• Target your customer
• Know who is the decision maker
• Execute your plan consistently
• If you can’t/won’t do it, hire it done
10. Prepare for the Sales Call
• Package yourself
• No negatives
• Research client
• Be on time
• Be observant
12. The Approach
• Eliminate possible distractions
• Lead with a question to involve client-and
don’t say “how are you?”
• State the purpose of call in terms of your
customers need
• Get agreement on the need
13. The Body of the Presentation
• Use all senses possible
• Be aware of clues—body language,
questions, etc
• Sell benefits not features
• Make it logical and end by filling the need
14. Objections-Your Best Friend
• Objections are the client telling you how to
sell them
• Restate the objection
• Answer in terms of your product’s benefits
• Move on
15. Negotiation
• End body of presentation with trial close
• If you get a “yes”--stop selling and start
writing
• If you get a “no” ask “why not”
• Answer objection, negotiate, and trial
close again
16. Close
• Either/or— ”would you like delivery on
Friday or next Monday”?
• “Is that the only thing that is stopping you
from buying”?
• Always, always ask for the order
17. Important Tips
• Listen—listen more than you talk
• Never, never talk over the client-listen to
what he says
• Control the flow
• Always ask for the order - if you do nothing
else ask for the order
• Ask for referrals
18. Follow-up
Sold:
• Thank
• Restate terms etc
• You’ll stay in the
loop
Didn’t sell:
• Thank
• Restate need and
feature/benefit
• Leave a way back
in
19. Keep Records
• Follow-up consistently
• Keep a tickler file
• Keep your promised dates
• Send correspondence about solutions to
their problems
• Follow-up, follow-up, follow-up
20. Keeping Your Customers
• Never take them for granted
• Stay in touch
• Stress benefits of your product
• Ask them if they are happy—if not, FIX IT
NOW
21. Customer Service
• Answer the phone
• No voice menus--no lengthy holds
• Resolve problems now
• Honor your time frames
• Complaints are your friend—you get to
show how good you really are
22. Handling Complaints
• Don’t argue
• Apologize even if you’re not wrong
• Restate problem
• Give time frame to resolution
• If you can’t meet time, call and extend
• Let them know you care and that you are
involved
23. The Three Most Common Sales
Mistakes
• Not listening to the buyer
• Not asking for the order
• Forgetting to sell existing customers
24. Questions and Answers
Want to get specific about solutions to
your selling challenges?
• Call SCORE at 714-550-7369 for a no-charge
counseling session
• Visit our local web site www.score114.org
• Visit our national web site www.score.org