WHAT EVERY SALES PROFESSIONAL NEEDS TO KNOW

The Art of Selling

Presentation by:Varun NigamMBA, Marketing

ZIG ZIGLAR

IMPORTANT SKILLS FOR TODAY’S SALES PROFESSIONAL

TRUST LISTENING

DEPENDABILITY AND CREDIBILITY

EVEN THE TINIESTMATTERS BECOMEDEAL SHATTERING

TALKING IS SHARING,BUT LISTENING IS CARING

RECIPROCITY

LISTEN TO THEM,THEY’LL LISTEN TO YOU

YOUR DEPENDABILITY GIVES YOU CREDIBILITY, AND BELIEVABILITYBECOMES CONFIDENCE, AND WITH CONFIDENCE COMES SUCCESS

IMPORTANT SKILLS FOR TODAY’S SALES PROFESSIONAL

COMMUNICATION SPECIFICS

WHENEVER POSSIBLE, ADJUST YOUR SPEECH PATTERNS TO CONFORMTO THOSE OF THE PROSPECT

When anger enters the picture,Lower your voice and slow yourRate of speech

Keep your languageClean and professional

The prospect will not work as hardTo understand you as you will toUnderstand him

Make some adjustment in the directionof the prospect’s speech pattern

Never conform to speech accents,Bad grammar, slang, or speech impediments

FINDING SOMEONE WILLING TO BUY

WHEN YOU REPLACE A LOST PROSPECT WITH SEVERAL MORE, YOU HAVEACTUALLY WON TWICE

WHAT? WHEN?

HOW? WHO?

WHAT IS A PROSPECT?

You SPEND time with suspects.You INVEST time with prospects

WHEN SHOULD YOU PROSPECT?

All the time!

HOW SHOULD YOU PROSPECT?

Display a genuine interest in the otherperson

WHOM SHOULD YOU SELL FOR?

DO NOT sell for such organizationsThat encourage you to sell friendsAnd relatives and then drop you likeA “Hot Potato”

DEALING EFFECTIVELY WITH CALL RELUCTANCE

BUILDING CONFIDENCE THE PROPER FOCUS TELEPHONE TERROR

Remember the timesYou were successful

Successful sales professionalsMake a sales call with theProspect as the center of theirfocus

Determine why are youmaking the call

SELL BY DESIGN, NOT BY CHANCE

THE FOUR-STEP FORMULA

STEP 1 - NEED ANALYSIS

Develop the skill and talents necessary to look withinthe customer and find the needs of the customer

Ask questions that combine emotions and logic

Emotion makes the prospect take action now, and logic them to justify the purchase later

THE PROPER QUESTIONING PROCESS

Open-Door Questions Closed-Door Questions Yes or No Questions

SELL BY DESIGN, NOT BY CHANCE

THE FOUR-STEP FORMULA

STEP 2 - NEED AWARENESS

QUESTIONS TO BE ASKED SHOULD BE BASED ON

Product Knowledge Industry Knowledge Pricing Knowledge

Application Knowledge Competition Knowledge

The sales person must have identified one or more specific needs that can be clearly articulated and theprospect must understand that there is a need and the specifics of the need

SELL BY DESIGN, NOT BY CHANCE

THE FOUR-STEP FORMULA

STEP 3 – NEED SOLUTION

Begin presenting solutions to needs. None of us buy products. We all buy products of the product – calledbenefits or need solutions.

Lead with the need and the difference in features, functions and benefits

SELL BY DESIGN, NOT BY CHANCE

THE FOUR-STEP FORMULA

STEP 4 – NEED SATISFACTION

A.A.F.T.O. – Always Ask For The Order

WHAT IF THEY SAY “NO”?

Ask questions to understand and identify the objection

Find out if it is a true objection and not Gorilla Dust

Two tests can be used to identify the difference between Gorilla Dust and True Objection

The SUPPOSE test ISOLATE and VALIDATE test

Suppose ….. then would you buy today? Is there something else?So you are telling me that if …… and …… werenot the issues you would buy today?

THANK YOU