PROFESSIONAL SELLING SKILLS FOR THE 21st CENTUARY

JELINCE DHINAKAR ABRAHAM

PROFESSIONAL SELLING

Professional selling means creating customer satisfaction by capturing the customer towards your product for a life time.

Tasks
-Capturing the customers towards your product -Retaining the customers

Knowledge? On what?

THE PRODUCT THE CUSTOMERS THE LIAISON

SESSION I

PRODUCT KNOWLEDGE
Dont sell the product Know your competitors well Identify the distinguishing features and competitive advantages Know your company well and the product technology Be aware of the substitute if any

SESSION II

CUSTOMER ANALYSIS

-Understanding the customers -Understanding the buying process

Understanding the customers

Not all the customers are the same Various factors influence their buying
Know the homogeneous characteristics Teach them in tune with their personal traits

Understanding the buying process

Need recognition Information search Evaluation of alternatives Purchase decision Post purchase behavior

BUYING ROLES
1. 2. 3. 4. 5. INITIATOR INFLUENCER DECIDER BUYER USER

Identifying the perfect customer

A. B. C. D.

Excellent Good Fair Poor

SESSION III

THE SELLING PROCESS

Prospecting Pre- Approach Approach Presentation Trial close Meeting Objections Closing the sale Follow up

PROMISE WHAT UCAN DELIVER DELIVER WHAT UVE PROMISED

THANK YOU