Developing Excellent Selling Skills

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Developing Excellent Sales Skills

• Training Topics
• Part 1 Communication Skills
• Spoken communication
• Improving the effectiveness of communication
• Structure of communication
• Questioning techniques
• Open ended questions
• Close ended questions
• Multiple questions
• Leading questions
• Listening Skills
• Passive Listening
• Active listening
• Reflective Listening
• Contd.

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Developing Excellent Sales Skills

• Training Topics
• Telephone Etiquette
• 5 phases of a call
• Opening
• Needs Identification
• Collection/verification of information
• Providing information/potential solutions
• Closing and next steps
• Using PICTURE
• P Pitch
• I Inflection
• C Courtesy
• T Tone
• U Understanding
• R Rate of Speech
• E Enunciation
• Non-Verbal Communication

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Developing Excellent Sales Skills

• Training Topics
• Part 2 Selling Skills
• Preparing for the sales call
• Conducting research on the industry and
  organization
• Planning the Sales Interview
• Prospecting
• Critical mistakes committed during phone
  prospecting
• Conducting the sales call
• Introduction
• Presentation of information
• Selling techniques
• BAF
• Consultative selling
• Handling objections
• Time Management Techniques
• To-do lists and follow up
• Reducing After Call Work (ACW)
• Scheduling follow-up calls Contd.

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Developing Excellent Sales Skills

• Training Topics
• Dealing with different kinds of customers
• Angry customers
• Talkative customers
• Gatekeepers
• Customers who are not interested
• Customers who are pressed for time
• Understanding Sales terminology
• Glossary of sales terms

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Sales

• MMM Training Solutions
• Contact Pramila Mathew
• Mobile [phone]
• Website www.mmmts.com

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Developing Excellent Selling Skills
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Marketing Myopia

• Sellers pay more attention to the specific
  products they offer than to the benefits and
  experiences produced by the products.
• They focus on the wants and lose sight of the
  needs.

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What is Selling?

• It is the process of
• analyzing a customers need for a product,
  service or idea
• then providing persuasive information about that
  product, service or idea to the customer.

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The 7 Steps of a Sale
Planning Preparation
Introduction Or Opening
Questioning
Presentation
After Sales Follow - up
Overcoming Objections
Closing
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Six Powerful Prospecting Tips

• 1. Prospecting for new business should be done
• Daily
• With Focus
• Routinely
• With Seriousness
• 2. When prospecting
• Be prepared
• Get organized
• Take good notes

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Six Powerful Prospecting Tips

• 3. When prospecting
• Use a script - don't shoot from the hip.
• Practice the script until it sounds smooth and
  natural.
• Role-play with an associate over the phone.
• Avoid the temptation to sell over the phone. Your
  objective is to gather information and make the
  appointment.

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Handling Objections
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Objection Handling Techniques

• Feel/Felt/Found
• I know how you feel.
• Other customers have felt the same way
• Ill show you what our customers have found.
• Agree/Add/Explain
• Listen and confirm
• Align with the customer before redirecting
• Explain why and how the situation can be changed
  or altered

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Objection Handling Techniques

• Smoke out all important objections
• See the objection as a question
• Agree with the customer about something
• Admitting to the Objection

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Tips for successful selling
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Tips for successful selling

• You have just a few seconds to make a good
  initial impression be it in person or on the
  phone.
• Maintain an attitude that you are seeking to help
  your prospect meet a need or solve a problem,
  rather than force the sale of a product or
  service.
• Know your product and be enthusiastic about it!
  If you're not enthusiastic, your prospect
  certainly won't be.

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Contact Information

• MMM TRAINING SOLUTIONS
• 59/29, College Road,
• Nungambakkam, Chennai 600006.
• Landline 91-44-42317735
• Website www.mmmts.com

Pramila Mathew - Training Consultant and
Executive Coach Mobile [phone] E-mail
Pramila.Mathew_at_mmmts.com
Vikas Vinayachandran - Training
Consultant Mobile [phone] E-mail
Vikas_at_mmmts.com