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Effective Selling SkillsPresentation Transcript1. EFFECTIVE SELLING SKILLS Presented by Nilesh Sawant2. DEFINITION OF SELLING Selling is the art of persuading the consumer that buying the product or service will benefit him or her. Simply putting it selling isthe art of closing the deal.3. MARKETING CONCEPT VS SELLING CONCEPT The Marketing concept holds that the keyto achieving its organizational goals consists of the company being more effective than competitors in creating, delivering, and communicating customer value to its chosen target market The selling concept holds that customers and businesses, if left alone, will ordinarily not buy enough of the organizations products.The organization must, therefore, undertake an aggressive selling and promotioneffort4. PRINCIPLES OF EFFECTIVE SELLING Prospecting and Qualifying5. Prospecting and Qualifying Pre Approach PRINCIPLES OF EFFECTIVE SELLING6. PRINCIPLES OF EFFECTIVE SELLING Prospecting and Qualifying Pre Approach Approach7. PRINCIPLES OF EFFECTIVE SELLING Pre Approach Approach Presentation and Demonstration Prospecting and Qualifying8. PRINCIPLES OF EFFECTIVE SELLING Approach Presentation and Demonstration Overcoming Objections Pre Approach Prospecting and Qualifying9. PRINCIPLES OF EFFECTIVE SELLING Prospecting and Qualifying Pre Approach Approach Presentation and Demonstration Overcoming Objections Closing and Follow up10. PROSPECTING AND QUALIFYING This is the first step in selling i.e. identifyin

g and qualifying the prospects. How to Generate Leads?? Examining Data Sources Putting up a booth at trade shows to encourage drop bys Inviting current customers to suggest the names of prospects11. PROSPECTING AND QUALIFYING Contacting the organizations and associations where the prospect belong. Using telephone, mail, and internet to find leads. Dropping in unannounced on various offices . Cultivating other referral sources, suchas suppliers, dealers, non competing sales representatives, bankers etc.12. PRE APPROACH The sales person has to learn as much as possible about the prospect company or the buyer The sales person should always set his call objectives To qualify the prospect Gather Information Make an immediate sale13. APPROACH Always be prepared Before the call Know your product inside out. Beknowledgeable about this industry. Know your competition Know the basics of thecustomers needs. People in common. Believe in yourself, your company, and produ

ct or DONT be there.14. PRESENTATION AND DEMONSTRATION The sales person now tells the product STORYtothe buyer Follow the AIDA Formula Gaining Attention Holding Interest Arousing Desire Obtaining Action15. PRESENTATION AND DEMONSTRATION Use FABV Approach to sellFeatures16. PRESENTATION AND DEMONSTRATION Use FABV Approach to sellFeatures Advantages17. PRESENTATION AND DEMONSTRATION Use FABV Approach to sellFeatures AdvantagesBenefits18. PRESENTATION AND DEMONSTRATION Use FABV Approach to sellFeatures AdvantagesBenefits Value19. PRESENTATION AND DEMONSTRATION Different Styles of Sales Presentations Canned Approach Formulated Approach Need Satisfaction Approach20. OBJECTIONS Customers almost pose objections during the sales pitch or when a

sked for order. There are 2 kinds of resistance Psychological Resistance LogicalResistance21. OBJECTIONS Psychological Resistance This includes resistance to interference, preference for established brands, reluctance to give up something, unpleasantassociations created by sales rep, predetermined ideas, etal. Logical ResistanceIt consists of objection to price, delivery schedule, product features, etal22. OVERCOMING OBJECTIONS To handle objection the sales person has to have a positive approach, ask the buyer to clarify the objection, question the buyer in away that the buyer has an answer to his own objection, or turns the objection into the reason for buying.

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23. OBJECTIONS Putting it simply Listen Agree/restate without prejudice Get clear about the real issue Discuss solutions Ask for a commitment24. CLOSING Look for buying cuesNonverbal yess Sounds goodFocus on delivery and terms in discussion Timelines Pulling out PO forms25. CLOSING Alternative close Which would you prefer the Refinance or Top Up loan? Summary close With the 10% gain in factory efficiency and unique new volume price program lets get this on the books. When would you like delivery?26. FOLLOW UP Service, service, service. Know your companys ability Dont ever oversell Call and write.27. FOLLOW UP Creative thanks. Visit again soon after product delivery.