Selling Skills

By: Sridhar Deshpande INC- Anantapur 23-03-2009

Convert a LEAD in to a DEAL

Selling is all about FINDING LEADS and CONVERTING them into DEALS

LEAD Stands for
• • • • L E A D - Locate - Educate - Answer - Decide

PROSPECT

L- Locate

E- Educate
THROUGH PRESENTATION

A- Answer

OBJECTION HANDLING

PROSPECT

D- Decide
CLOSING

4 Steps in Selling
• • • • PROSPECTING PRESENTATION OBJECTION HANDLING CLOSING

PROSPECTING

All sales opportunities begin and end with a Buyer. All Buyers go through a process as they prepare to make a purchase.

Problem Problem

Solution

?
Seller

Problem

Buyer

Inexperienced people don’t LINK PROBLEMS and SOLUTIONS

Experienced people SEE the LINK between PROBLEMS and SOLUTIONS all too clearly
Problem Problem Solution Problem Solution

Buyer

Solution

Solution Seller

4 Stages of a Sales Call
Opening
•Getting Started •Positioning yourself to ask questions

Investigating

•Asking questions •Understanding the BUYER’s needs and CONCERNS

Demonstrating Capability

•Showing how you can HELP

Obtaining Commitment

• Gaining agreement to the next STEP

Happy Selling

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