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Salesmanship.pptx

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NareshJandialGMSales

The document outlines key rules and concepts for successful salesmanship. It discusses three dimensions of selling: building rapport with customers, having logical and organized presentations, and in-depth knowledge of the customer, product, and competitors. The selling process involves connecting with customers, identifying their needs, introducing solutions to meet those needs, handling objections, and building long-term relationships. Salespeople must understand customers' problems, showcase product benefits over features, and be prepared to overcome common objections by addressing misconceptions, disadvantages, or lack of interest.

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Salesmanship.pptx
Key rules of salesmanship 3 dimensions of selling Selling stages
Salesmanship
Key rules of Salesmanship Relation building Straight thinking Presentation
RELATION Building rapport with the customer is a crucial matter which helps us in achieving high sales. How ? Smile – smile and the world will smile with you. A good smile will give you an opportunity for smooth discussion Greeting - Always greet and empathize. General discussion – Don’t straight away jump to sales. Always start with a general discussion.
Straight Thinking Logical – Be logical and don’t deviate. Organized – Organize your presentation and demonstration Valid evidence – Your facts and figures should be ready. Benefits of your product should show up.
Presentation matters a lot. It is the way you express yourself, your company and your product. PRESENTATION
3 Dimensions of Selling
Salesmanship.pptx
Customer
What does the salesperson need to know about the customer? The problem/need/requirement ? The Customer - Every great business is built on friendship
How ? Uncover the customer’s need and then satisfy this need with the your product benefits Convert a need into a want.
Need… To convert a need to a want for a specific product, you should demonstrate your product benefits in a way that makes the customer realize the importance of your product.
Uncovering the need Probing Function 1. It allows you to guide the customer to reveal his needs. 2. With effective probing skills, you take control of the sales.
Product Product knowledge is essential for the success of sales.
WHY ? It helps the salesperson show the customers what they will gain by buying his product.
Why knowledge is important Because it gives you the two key elements of successful selling. 1. Confidence 2. Enthusiasm
Can you imagine a successful salesperson who is not fully aware of his product. You will feel confident if you know every details about your product and competitors. Gives you power for objection handling Confidence
Enthusiasm Good product knowledge helps salesperson to make the customer see the product as he sees.
Always go in a flow
Gather and Provide general information • Understanding the need • Introducing your product • Advantages and Benefits
Introducing your product? Uncover the features of your product
Tell what action the feature will perform
Let know the consumer the benefit of the action performed
Talking too much about the product features. Instead of selling product features, you should sell the effects and results of the product (benefits)
“”Features never change but benefits do. Depending on the needs.””
A benefit that’s important to one customer will be important to another customers DON’T ASSUME Your customer on his own will translate your product features into benefits and buys it . That is your role
Organizing The Presentation Feature action benefit (FAB) In this method, you start with the feature and explain its action and then come up with the benefit Benefit action feature (BAF) In this method of organization, you start with the benefit and then prove it with the action and relate this action to the feature.
Competitors
Competition - You have to accept the competition because there is no other choice. The basis of handling competition is to Sell The Difference The difference may be in the product features, design and price. Or May be in the salesperson personality, presentation, and knowledge.
Importance of competition Knowledge It helps in better objection handling. What should we be aware of ? What are the products recommended to the customer’s by the competitive salesperson, and whether the specifications of these products recommended meet the customer’s requirements or not.  How does the representative tell his story and demonstrations.
1. Do not include any reference of competitor in your sales presentation unless it is strictly needed. 2. Never initiate the subject of competition, let the customer make the first reference. 3. Do not allow the situation to take you away from the primary task, which is to explain your product. 4. Never make a statement about the competitor before checking its accuracy. 5. Never criticize competitors since criticism can be interpreted as poor salesmanship.
Selling stages
Selling Stages  Connection - Good personal relationship may positively affect customer receptivity.  Need - Identifying customers needs will help you get the customer FOCUS.  Solution – Introduce your product, FAB. Let the customer evaluate and determine whether the product would satisfy their needs.  Closing – Objection handling. Building trust.  Relationship - Provide post sales assistance.
Important :: Objection handling ? 1. He is not yet prepared to accept your product 2. He is expressing a competitor’s counter-claim and wants to know whether this counter-claim is justified. 3. He does not understand your explanation for an important point. 4. He is interested in your story and wants it to be reassured. 5. He wants to test your belief in your product.
Objections can be turned into assets and opportunities by the skillful salesperson. Lets understand generic objections and what can be done to encounter them
1- Misconception An incorrect negative assumption about your product due to a lack of information or the misunderstanding of information. Action : Provide the correct information to satisfy the customer
2. Real Objection A legitimate shortcoming or disadvantage of your product. Action : 1. Use the YES…BUT technique. 2. Minimize the objection by maximizing the other great benefits of your product. 3. Try to position your product in an indication in which its disadvantage is not of great importance
3. Lack Of Interest It is a challenging situation and when you pass it, you will enjoy success. Disinterest in your product because of satisfaction with a competitor product. It is the most common situation in the field. Action : Express your product advantages and benefits over the competitor. Support this step with more benefits.
Customers take decision to accept or refuse products. Greet and start focusing on next customer 4. Accept the decision
Happy Selling. “”Best practice helps in great sales.””

More Related Content

Salesmanship.pptx

  • 2. Key rules of salesmanship 3 dimensions of selling Selling stages
  • 4. Key rules of Salesmanship Relation building Straight thinking Presentation
  • 5. RELATION Building rapport with the customer is a crucial matter which helps us in achieving high sales. How ? Smile – smile and the world will smile with you. A good smile will give you an opportunity for smooth discussion Greeting - Always greet and empathize. General discussion – Don’t straight away jump to sales. Always start with a general discussion.
  • 6. Straight Thinking Logical – Be logical and don’t deviate. Organized – Organize your presentation and demonstration Valid evidence – Your facts and figures should be ready. Benefits of your product should show up.
  • 7. Presentation matters a lot. It is the way you express yourself, your company and your product. PRESENTATION
  • 8. 3 Dimensions of Selling
  • 11. What does the salesperson need to know about the customer? The problem/need/requirement ? The Customer - Every great business is built on friendship
  • 12. How ? Uncover the customer’s need and then satisfy this need with the your product benefits Convert a need into a want.
  • 13. Need… To convert a need to a want for a specific product, you should demonstrate your product benefits in a way that makes the customer realize the importance of your product.
  • 14. Uncovering the need Probing Function 1. It allows you to guide the customer to reveal his needs. 2. With effective probing skills, you take control of the sales.
  • 15. Product Product knowledge is essential for the success of sales.
  • 16. WHY ? It helps the salesperson show the customers what they will gain by buying his product.
  • 17. Why knowledge is important Because it gives you the two key elements of successful selling. 1. Confidence 2. Enthusiasm
  • 18. Can you imagine a successful salesperson who is not fully aware of his product. You will feel confident if you know every details about your product and competitors. Gives you power for objection handling Confidence
  • 19. Enthusiasm Good product knowledge helps salesperson to make the customer see the product as he sees.
  • 20. Always go in a flow
  • 21. Gather and Provide general information • Understanding the need • Introducing your product • Advantages and Benefits
  • 22. Introducing your product? Uncover the features of your product
  • 23. Tell what action the feature will perform
  • 24. Let know the consumer the benefit of the action performed
  • 25. Talking too much about the product features. Instead of selling product features, you should sell the effects and results of the product (benefits)
  • 26. “”Features never change but benefits do. Depending on the needs.””
  • 27. A benefit that’s important to one customer will be important to another customers DON’T ASSUME Your customer on his own will translate your product features into benefits and buys it . That is your role
  • 28. Organizing The Presentation Feature action benefit (FAB) In this method, you start with the feature and explain its action and then come up with the benefit Benefit action feature (BAF) In this method of organization, you start with the benefit and then prove it with the action and relate this action to the feature.
  • 30. Competition - You have to accept the competition because there is no other choice. The basis of handling competition is to Sell The Difference The difference may be in the product features, design and price. Or May be in the salesperson personality, presentation, and knowledge.
  • 31. Importance of competition Knowledge It helps in better objection handling. What should we be aware of ? What are the products recommended to the customer’s by the competitive salesperson, and whether the specifications of these products recommended meet the customer’s requirements or not.  How does the representative tell his story and demonstrations.
  • 32. 1. Do not include any reference of competitor in your sales presentation unless it is strictly needed. 2. Never initiate the subject of competition, let the customer make the first reference. 3. Do not allow the situation to take you away from the primary task, which is to explain your product. 4. Never make a statement about the competitor before checking its accuracy. 5. Never criticize competitors since criticism can be interpreted as poor salesmanship.
  • 34. Selling Stages  Connection - Good personal relationship may positively affect customer receptivity.  Need - Identifying customers needs will help you get the customer FOCUS.  Solution – Introduce your product, FAB. Let the customer evaluate and determine whether the product would satisfy their needs.  Closing – Objection handling. Building trust.  Relationship - Provide post sales assistance.
  • 35. Important :: Objection handling ? 1. He is not yet prepared to accept your product 2. He is expressing a competitor’s counter-claim and wants to know whether this counter-claim is justified. 3. He does not understand your explanation for an important point. 4. He is interested in your story and wants it to be reassured. 5. He wants to test your belief in your product.
  • 36. Objections can be turned into assets and opportunities by the skillful salesperson. Lets understand generic objections and what can be done to encounter them
  • 37. 1- Misconception An incorrect negative assumption about your product due to a lack of information or the misunderstanding of information. Action : Provide the correct information to satisfy the customer
  • 38. 2. Real Objection A legitimate shortcoming or disadvantage of your product. Action : 1. Use the YES…BUT technique. 2. Minimize the objection by maximizing the other great benefits of your product. 3. Try to position your product in an indication in which its disadvantage is not of great importance
  • 39. 3. Lack Of Interest It is a challenging situation and when you pass it, you will enjoy success. Disinterest in your product because of satisfaction with a competitor product. It is the most common situation in the field. Action : Express your product advantages and benefits over the competitor. Support this step with more benefits.
  • 40. Customers take decision to accept or refuse products. Greet and start focusing on next customer 4. Accept the decision
  • 41. Happy Selling. “”Best practice helps in great sales.””