Selling Techniques

Selling Techniques

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  Prepared by: Sabine-Ul-HaqSuccessful Selling
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  Little about yourself Name Its meaning Past experience What let you join this organization What will you learn today
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  Customers Alwayslearn about your customers, no matter what your job is.
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  Customer Requirements Customer Satisfaction Quality Value Service
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  Selling Skills
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  Components of aSuccessful Sales Strategy Are you determined to be a winner? Have you asked yourself, “what do I want from my life and work?” Do you have, “if I think I can, then I can” approach?
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  Planning for Success“ A battle well prepared is half won” A thorough product knowledge Knowing your enemy very well Pre-decided number of sales calls everyday
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  Working Your WayTo Sales Having the right mind-set/right attitude Your appearance/Dress up for success means your confidence Well shaved face—must have a fresh look Shirt and Trousers—must be well ironed Shoes—must be well shined Waist Belt and Shoes—must have the same colour Wear fragrance/No foul odor
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  Opening the CallProperly Salesperson must carry a pleasant look Seek permission to enter Exchange greetings Tell your name, organization, and purpose of visit Explain your product/service
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  Your Timing... “Right timing can mean the difference between success and failure” Never push to talk to a busy customer Ask the prospective for the best time to meet Give the people gift of THEIR time—try to consume as little time as possible
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  Using the RightSales Pitch Have more than one coloured balls in your bag of tricks Every situation boils down to a personal situation Talk should reflect confidence and care Listening more and talking less Get customer’s feedback Try to catch more on how (the way) something is said rather than what is being said Never belittle/demean competition’s product
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  Observe Client’s Natureto Adjust Your Sales Pitch… Complaintful Demanding Soft spoken Argumentative Half-convinced
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  Having a CompassionateAttitude Please tell me because I want to help you Tender loving care Empathy Please DON’T show Sympathy
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  Closing the SalesCall Don’t try to extend the sales call Don’t push unnecessarily Whether the answer is YES or NO don’t let your politeness go Ask, giving a reasonable time frame, for meeting the prospective again Time frame may vary between a week to six months depending upon client’s response
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  Getting Referrals Askfor friends who might be interested Specifically ask if the customer’s reference could be given or not Be honest and never give a reference once told not to do it Ask for major buyers Ask for major suppliers Ask for related industry/profession’s well-to-do people
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  Handling Difficult CustomersListening more is the key Talking less is the key Don’t communicate anything that you are not sure of When in doubt in front of them seek time or simply say than to give wrong information Showing patience normally gets you good results
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  Closing comments “Wealth is Good”
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  Any Questions