Selling Skills

Using Selling Process Effectively

 Selling Process
Prospecting

Getting
resales and Building
rapport
referral

Closing the Identifying

sale needs

Answering
objections Presenting

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 Prospecting

A basic rule
of selling
success is for
No matter you to never
how you let your
The process prospect and funnel
Everything of separating no matter become The “100 Are you hunter
empty. Overcome the
starts with prospects whether you Calls” or a farmer Sales
Power of No
prospecting. from love or hate • The old sales Method Professional?
it, every sales adage, “Always
suspects. be closing,” has
cycle begins been replaced in
here modern selling
with the rule,
“Always be
prospecting.”

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 Building Rapport

Prospects who trust you will find a way to do

business with you.

If they don't trust you, however, they will find a

reason to not buy from you.

A common mistake many salespeople make is

trying too hard to be liked.

Remember, in life and in sales, it is more important

to be respected and trusted than it is to be liked.
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 Identifying Needs
Ask Questions Focused on
Problems and Needs-
• Be a student; let the customer be a
teacher. Listen More-Prepare your
questions in advance.
Adopt the Agenda Close-
• Indicate you respect other peoples
time, Prospect respects as a busy
professional, you are credible, and
it boosts your self confidence
Create a Positive Self-
Image-
• The rule is that the way you see
yourself on the inside is the way
you will be on the outside. Be
Consultant and knowledgeable
problem solver

Become a Doctor of Gap Analysis: Before and Expect Sales Resistance-

Selling-
• You treat each customer with
respect and professionalism. Just
like doctors you examine, diagnose
and prescribe or treat.
After Selling-
• Your ability to ask carefully
planned questions and to listen
closely to the answers, for both
what is said and also for what is not
said.
• If the prospect says, “I am not
interested,” it simply means that
you have not explained your
product or service benefits clearly
enough, or the prospect has not
fully understood the benefits and
advantages of your offer.

Ability to Pay and Qualifying Questions-

Willingness to Pay-
• The problem is not lack of money; it
is lack of desire. It is your job to
increase the buying desire to a
high enough intensity that the
customer really wants to acquire
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• The more you ask questions about
what the customer is doing now,
and what the customer would like
to achieve in the future, the more
you trigger answers and responses
that uncover customer problems
and needs
 Delivering Persuasive Presentations

Develop Presentation Skills-

• Presentation skills, like all sales skills, are learnable.

The Encyclopaedia Sales Presentation-

• A good presentation is carefully designed, rehearsed, and practiced in advance. It is a logical,
orderly way of moving from the general to the particular. It is not random and made up as you go
along.
Timing Is Important-
• It is the job of the salesperson to orchestrate the timing of the presentation so that the customer
can give full attention to what the salesperson is saying.
Proper Prior Planning Prevents Poor Performance-
• The presentation is to the salesperson as surgery is to the surgeon. It must be planned
thoroughly in advance, in every detail. Plan your presentation step-by-step. Review it thoroughly
before each presentation. Never take it for granted that you know it well enough.
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 Present

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 Overcoming Objections
Back to Basics: The rule is: There are no sales without objections of some kind.
• Objections are good; they indicate interest in your product or service.
• Objections indicate that you have touched an emotional nerve of the prospect.
• Successful sales have twice as many objections as unsuccessful sales.

The Law of Six

• The Law of Six says that the number of objections to your product or service, whatever it is, is limited to no more than
six. The objections will depend on many factors:
• Your product or service itself,
• Your price and your price relative to your competitors,
• Competitive offerings,
• The needs of the customer you are talking to,
• The customer's situation politically and financially,
• What is going on overall in the marketplace.

Why or Why Not?

• “Why don't our prospects buy our product from us?” This is the key question in determining your most important
objections.

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 Closing Sales
Conditions to Be Satisfied for asking an
Order Sales Closing Techniques
• The customer must need • The Invitational Close
what you are selling. • The Preference/alternative
• The customer can use close
what you are selling. • The Directive Close
• The customer can afford • The Authorization Close
it. • The secondary close
• The customer must • The Objection Close
actually want your • The “Let Me Think It Over”
product or service Close
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 Getting Repeat Sales and Referrals

The Second Sale Develop Customer Advocates

• To create and keep a customer. Serve Your Customers Quickly

• It is the second sale that is the most Regular Follow-Up and Customer Contact
important in business. You can get
the first sale with discounts, deceit, By Referral Only
and false promises.
• Referrals from happy customers are Treat Them as If You Could Lose Them
fifteen times easier to sell to than
Why Customers Defect
cold calls.
• “Get the customer to buy from you Respond Quickly to Customer Questions
first, buy again, and then bring his
friends.” The Ultimate Question

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 Qualities of Top Salespeople

Be Be Be Be
ambitious. courageous. committed professional.

Engage in
Be
Be prepared. continuous
responsible.
learning.

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 Forbidden Phrases

“I DON’T KNOW.” “NO.”

“WHY DO YOU NEED TO

KNOW?”

“THAT’S AGAINST “YOU’RE WRONG.”

COMPANY POLICY.”

“YOU’LL HAVE TO.”

“WE’VE NEVER DONE

“THAT’S NOT MY JOB.”
IT THAT WAY.”

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 Secrets

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 Just Remember…

YOU ARE SELLING

YOURSELF!!!

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 Thank You

Questions

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