Selling ideas or products to known

people involves different dynamics

than selling to strangers does
A sales person needs to interact convincingly
and effortlessly with strangers
Selling involves
People
Package of emotions and feelings
A successful sales person needs
Domain knowledge
Proficiency in skills
Right attitude
Knowing the product
Knowing the process
Understanding customers’ objections
Listening skills
Sales people need to be good listeners
Questioning skills
Ask right questions to the prospect
Identifying buying signals
Based on these signals, a
sales person can plan his
next move or question.
Negotiating and closing skills
Creating a win-win situation for both the customer
and themselves
Confident
Confidence helps them to take rejections in their
stride and bounce back with enthusiasm.
Persistent and determinant
The determined person refuses to accept defeat
and goes on to attain what he wants.
Maintain a long-term relationship with
customers

Need to view each sale as a stepping stone

towards earning the goodwill of their customers.
Having a friendly personality
Accountable for themselves, their customers and
their organization
The instructor should be a person of substantial
authority who can command the attention of
learners
A suitable method should be adopted to help
form the right attitude
Sales people need to be receptive and
willing to change
The learning environment needs to be conducive to learning
Classroom setting - Instructor has to be sensitive while
delivering the training program
eLearning or an online program - Individual sensibilities and
sensitivities have to be kept in mind
Share stories or anecdotes about how positive
attitude changes situations
Give exercises to develop
a ‘positive’ vocabulary
Using Role plays and games to
reinforce the attitudes
 Attitude of salespeople determines the
altitude to which they can rise in their career
and in an organization.
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