Effective Selling skills
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Effective selling skills - the module can be used to coach sales teams on different selling techniques. It covers fundamental principles of sales, various techniques applicable across industries.
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Effective Selling skills
- 3. LEARNING OBJECTIVES • Understanding SALES • Sales Concept • Sales Models • Sales Process & Techniques • Building a Strong Sales Team
- 4. SALES • The EXCHANGE of GOODS or SERVICES for an amount of MONEY or EQUIVALENT
- 7. Why do we Buy?
- 9. Remember?
- 10. Think!!!
- 11. Benefit???
- 12. Now, here’s the solution…
- 13. Why do we Buy? • Products which – – solve our PROBLEM – Satisfy our NEED We don’t buy PRODUCTS…We buy BENEFITS
- 14. NEED, WANT & DEMAND Problems/Discomforts/Deprivation = NEED • Active/Dormant/Implied Need • Inactive/Latent/Not Implied Need
- 15. NEED, WANT & DEMAND Active Need WANT or DESIRES WANT + MONEY = DEMAND Remember, Sales People don’t create need, they simply make your inactive/latent need obvious.
- 16. BUYING SIGNALS
- 17. WIIFM
- 18. CUSTOMER
- 20. Respected Understood Recognized Remembered Valued Appreciated Feel Comfortable about their need CUSTOMER NEEDS???
- 22. A SALES PERSON… Must Be - •Honest/Trustworth y •Friendly •Interesting •Good Listener •Polite •Flexible •Knowledgeable •Empathizing Must Not Be - •Arrogant/Rude •Indifferent •Sarcastic/Superior •Impatient •Aggressive •Defensive •Negative •Lazy
- 24. REED - BUYING PROCESS R E E D RECOGNIZE THE NEED
- 25. REED - BUYING PROCESS R E E D RECOGNIZE THE NEED EVALUATE OPTIONS
- 26. REED - BUYING PROCESS R E E D RECOGNIZE THE NEED EVALUATE OPTIONS ELIMINATE DOUBTS
- 27. REED - BUYING PROCESS R E E D RECOGNIZE THE NEED EVALUATE OPTIONS ELIMINATE DOUBTS DECIDE TO BUY
- 28. ODPEC- SELLING PROCESS O D P E C OPEN A CALL
- 29. ODPEC- SELLING PROCESS O D P E C OPEN A CALL DEVELOP THE NEED
- 30. ODPEC- SELLING PROCESS O D P E C OPEN A CALL DEVELOP THE NEED PROPOSE A SOLUTION
- 31. ODPEC- SELLING PROCESS O D P E C OPEN A CALL DEVELOP THE NEED PROPOSE A SOLUTION ELIMINATE DOUBTS
- 32. ODPEC- SELLING PROCESS O D P E C OPEN A CALL DEVELOP THE NEED PROPOSE A SOLUTION ELIMINATE DOUBTS CLOSING THE SALE
- 34. SELLING THEORIES • FAB APPROACH • AIDA CONCEPT • STIMULUS RESPONSE THEORY • PRODUCT ORIENTED SELLING • NEED SATISFACTION THEORY • SPIN MODEL
- 35. FAB
- 38. FAB
- 39. FAB
- 40. FAB
- 41. AIDA • Gaining Attention • Holding Interest • Arousing Desire • Obtaining Action
- 42. SPIN MODEL • Situational Questions • Problem Questions • Implication Questions • Need-PayOff Questions
- 43. SPIN MODEL
- 44. Situational Question • How many movie channels you have presently in your plan? Problem Question • How do you feel missing out on the biggest entertaining movies as the channel is not subscribed? Implication Question • Don’t you think your family members, specially kids miss amazing animated Hollywood movies? Need PayOff Question • What if you can access all prime movies channels at a reasonable price of RsXX? Will it not make your kids extremely happy? SPIN MODEL
- 46. PRODUCT ORIENTED SELLING •Assume that customer is not aware of the new technological and scientific developments •Emphasizes on the presentation and explanation skills
- 49. GREAT v/s BAD LEADER
- 50. GREAT v/s BAD LEADER
- 51. GREAT v/s BAD LEADER
- 52. GREAT v/s BAD LEADER
- 53. GREAT v/s BAD LEADER
- 54. GREAT v/s BAD LEADER
- 55. Thank You