Selling Skills

Key rules of salesmanship
3 dimensions of selling
Selling stages

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 ?
1. Smile – smile and the world will smile with you. A good smile will
give you an opportunity for smooth discussion
2. Greeting - Always greet and empathize.
3. 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

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.

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.

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
 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
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.
It is a challenging situation and when you pass it, you will enjoy success.

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.””

Selling Skills

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Selling Skills