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Title: Basic Professional Selling Skills 1 Basic Professional Selling Skills. Dr. Saleh.
mm1410hathotmail.com 2 Need / Motive. Need is a state of deficiency which wants to be eliminated. Need always refer to people, but demand always refer to goods and services.
Basic Selling Skills Powerpoint
Motive is what causes people to act. Motive triggers an action in order to satisfy the need for a while. 3 Buying Motives. To sell to satisfy a need. Customer will buy when you appeal to the right / real motive. To find out buying motives ASK QUESTIONS.
Sell always BENEFITS. Let customer buy for his/her reasons not yours. 4 Steps of Sales Cycle 1- Post-call analysis Follow through, Evaluate 1- Approach 2- Presentation 3- Responses 4- Close. Secure access gain attention. Find out needs present benefits. Listen to responses/reactions. Ask for order get commitment 1- Prospecting 2- Preparation Find, Qualify classify Analyze/study Set objective plan 5 Before the Call - Prospecting.
Prospecting sheds light on markets, segments, competitors and requirements / needs to be met. Prospecting means finding your potential customers. and qualifying them.
Prospecting provides the basis for lying down the strategy for sales call. Prospecting allows proper allocation of time and determines the frequency of sales calls.
Prospecting is an on-going process All changes must be known at all relevant levels. 6 Before the Call - Preparation. First part Setting your objectives. What do you want to sell?. Set SMART objective. Specific. Measurable.
Attainable. Realistic. Timely limited 7 Before the Call - Preparation.
Second part Planning the sales call. How do you want to proceed?. Find out the best time to see the customer.
Prepare the following. Approach. Questions to uncover needs and verify assumptions. Benefits to satisfy needs. Responses to possible reactions. Use of visual aid. Ways of closing / gaining commitment N.B Good preparation enhances confidence and leads to more sales 8 During the call - Approach.
What is the approach?. Is the skill of capturing the customers attention and focusing on the sales call. Why we must use approach?. Secure access. Gain attention.
Create positive interest. What is ways of approach?. Greeting. Ask a question. Why questioning in approach?. To gain more attention.
Brings customer into presentation. To comfort the customer with a topic of his interest 9 During the call - Presentation.
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The purpose of this step is to satisfy the customers needs /bluing motive with the features and benefits of our proposal (product). Presentation is to be built on positive TWO-WAY communication. 10 During the call - Presentation. First step of presentation. Uncover customers need by effective use of questions. Second step or presentation. To start matching product benefits with customers need / wishes in order to find the decisive buying motive.
We help the customer to make a buying decision. We know the feature of our product (what it has). We define as many benefits of our product as needed (what it can do ). We look for the customers buying motive and match our benefit with his need 11 During the call - Presentation. Main points of good sales presentation. Build up two-way communication. Know F/B Features / Benefits.
Uncover the needs (explore the buying motive). Match benefits with needs / wishes. 12 During the call - Presentation. Probing. Probing is the skill of questioning.
The general purpose of probing is to uncover the customer needs and concerns. 13 During the call - Presentation. Probing examples.
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Salesman How do you like your car? (Probe No.1).
Customer I like the sportive cars. Salesman What kind of problems do you experience with this type of cars?
(Probe No.2). Customer Well, none to speak of. Salesman Some customer have told me that they bothered by high price of this types of cars. Have you seen this problem? (Probe No.3). Customer Yes, Sure.
Salesman It seems that the economical price would be an important benefit, is it correct? (Probe No.4). Customer Of course 14 During the call - Presentation. Types of probes.
Open probe invites an extend explanation e.g. Probe No.2.
Selling Skills Presentation
Closed probe it can be answered by single word (yes or no) e.g.
Selling Skills Training Video
Simple Presentation Selling Skills. 1.