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Selling Skills
A. ROUND 1
I. Preparation (30 minutes):
a. Each one of you will fill up your own Role Play Planning sheet, provided on page 2 of this
document.
b. You must keep your sales plan, and sales pitch (from the previous session) handy.
II. Perform Role Play (20 minutes):
a. Each pair will take turns to sell their product in front of their partner using the Role Play
Planning sheet.
b. In this round, one person will play the role of a seller, and another person will be the customer.
c. Person playing the role of customer will provide instant feedback to the person playing the
role of seller based on:
i. what went well
ii. what could be improved
B. ROUND 2:
I. Perform Role Play (20 minutes):
a. This round will be conducted during the Selling Skills II session.
b. In this round, partners will switch roles. Person playing the role of customer (in Round 1)
will now be the seller and vice versa.
c. Person playing the role of customer will provide instant feedback to the person playing the
role of seller based on:
i. what went well
ii. what could be improved
C. ROUND 3 :
I. Perform in front of class (35 minutes):
a. Your facilitator will select 7-8 students to perform the role of seller in front of the whole
class.
b. Depending on the class size and time availability, facilitator can restrict the number to 5-6
students.
c. This will be followed by a feedback and debrief conducted by your facilitator.
d. Other students will also give feedback to the students who perform in front of the class.
All the best and show off your outstanding selling skills!
Marketing and Sales
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V01
Handout
Selling Skills
1. What would your initial questions be to get started with the conversation?
Foundational Course in Entrepreneurship
2. Write down few counter statements you would use while handling objections.
3. What benefits of your product/service would you want to highlight? (Refer your
positioning statement created earlier)
No matter what you do with your idea or solution, finally it all boils down to selling your product or service to a
customer. You have learnt about One-to-One selling process with the help of the video, One-to-One Selling -
Process and Concept.
You would recall that the steps discussed in the video are only a recommended sequence. Sometimes you may
have to start with a different step according to the customers’ questions, and how you want to lead the
conversation.
There are many other methods of selling. Take a look at a concise list of some other methods (on page 2 of this
document) that you could consider depending on the type of business.
ANNEXURE
Now, take a look at few other selling methods in a nutshell:
In this method, you can use the power of What’s the biggest problem you
“questioning”. Asking the right questions at the face while teaching English to
right time will empower the customer to take students?” or
the right decision. SPIN is an acronym used for 4
SPIN selling
Foundational Course in Entrepreneurship
Consultative/ In this method, you put the customer in the Saving money and time, Game-
centre of the selling process. This can be done by based learning technique,
Solution selling focusing on 6 principles: Research, Ask, Listen, learning at your fingertips, etc.
Teach, Qualify, Close. This approach is more
Marketing and Sales
© Wadhwani Foundation Page 4 of 5
www.nen.org For Students’ Use
V01
Handout
Selling Skills
In this method, you will focus on selling the I can empathize with students’
concept rather than selling the product. This is problems in learning grammar.
Conceptual selling
achieved by three ways- Getting information, This ONLINE GAME includes
Giving information, and Getting commitment. games and quizzes.
Foundational Course in Entrepreneurship
While all the above methods can be executed during early days of venture, the Challenger and Sandler selling
methods are for seasoned entrepreneurs, to be used at an advanced level of the venture.
The One-to-One Selling method is designed by combining the best from all the above methods. For example; it
uses extensive questioning techniques like the SPIN method, face-to-face interaction like Personal Selling, Active
Listening exactly like in the Consultative method, and so on.
Any method of selling you choose, the key is to empathize with your customer.