SuperSellingskills: Training in Persuasive Communication

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Selling Skills

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Agenda:

Introduction, expectations & norms

Selling and salespeople?

The steps of sales process…

Why do people buy something?

AIDA, persuasion & subtle selling



Introduction

What’s your name?

Where are you from?

What do you do?

What would you like?

What do you want to do today?



to learn something new, to share what we believe and to sharpen the skills, abilities & behavior in selling in order to sell better & improve professionalism.



Define Selling?



Selling: myth & realities

Sellers are great talkers

o Selling is 80% listening and empathizing

Sellers can sell anything to anyone

o Sell only to qualified people, only what’s

good for them

Selling is lying, deceiving & winning buyers

o Selling is consultation, persuasion,

honesty and a win-win for both



So what’s selling?

Selling is the act of persuading another person through a process of inducing & assisting

Selling is the art of persuading the consumer that buying the product or service will benefit him or her.

Simply putting it selling is the art of closing the deal.



Qualities of Top Sales People

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The of Salespeople

Ambitious

Brave

Committed

Disciplined

Empathetic

Focused

Gentle

Honest

Intelligent

Movers

Nice-guys

Optimistic

Prepared

Resourceful

Skilled

Tenacious

Willing



Traits of a Successful Salesperson They:

1. Believe, have confidence and passion

2. Are intelligent, prepared and dynamic

3. Pay attention: listen actively & keenly

4. Please, empathise and advise honestly

5. Persevere: keep following up

6. Respond to rejections and transform problems into opportunities ethically

https://www.youtube.com/watch?v=pnqAkQo3zfI


https://www.youtube.com/watch?v=pnqAkQo3zfI


1. Action, belief, commitment & drive

2. Ethics, empathy & focus on purpose

3. Hard work, honesty & impeccable communication skills

4. Knack, listening, optimism & planning

5. Responsibility & welfare

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The 7 Steps Process

1. Prospect: know yourself, your product & your customers, find the match; not everyone will buy everything…

2. Approach: get in touch, first impression, build rapport and trust.

3. Interview: analyse needs, match the features (product) with the customer’s needs (benefits)…



The 7 Steps Process 4. Propose: consult, suggest, propose &

achieve win-win

5. Demonstrate: create a picture of product or service solving their problem

6. Negotiate: price doesn’t matter if the product fits, ask for what you want after you’ve given what they wanted

7. Support: close the sales and don’t leave them after the sales, follow up, build loyalty & relationship…



Selling P’s

Purpose

Prospect

Preparation

Planning

Process

Proceeding

Perpetuity



The Stages in Sales

Before the Sales: Prospecting & planning

During the Sales Call: Purposeful process

After Sales: Service after the job’s done



Before the Sale: Prospecting the customers

Planning and setting SMART goals

Preparation; questions, objections etc

Building Rapport:

- Project competence, confidence & interest

- Offer service being responsive to needs.

- Fulfill promises promptly being courteous and professional.



During the Sales Call

Approach & make a good first impression

Build rapport; connect before selling

Presentation; no, yes, or, & WH questions

Watch for the positive cues and responses

Follow the process purposefully and sell the way you’d like to buy

Close the sales; make sure they get the maximum benefits & advantages with the minimum risks



- Yes, I like your product …

- I think I could use it …

- It sounds good to me …

- Who else is using it …

- I may need to order 100 packs.

- How about delivery.

- It’s easy to apply.

- Do I have to decide at once.

- How much does it cost …



Closing the sale Let’s do it…

All yours…

Here you go!



Art of closing a sale

Prospect, present, close the sale, deliver the promise or more, follow up

Professionally using their desire of owning the benefits of your product, then blending your sincere desire to serve in helping them make a decision that’s truly good for them!

Don’t copy, make your own style of closing a sale, however you do that.



Types of closes 1- Direct close: “How many packs do you need this month?”

2- Either /or close: “Do you want the red or blue one?”

3- Step-by-step close: Help the customer to decide.

4- Summery close: Review by summery the accepted

benefits only… (Don’t add anything new)

5- Incentive close: “Order now and get additional discount”

6-Test closing: “How do you feel about owning this?”



Know (before closing) that: - the prospect completely understood the offer

- the real buying motive was found & attended

- that they have confidence in you, the company & the product

- it is the right time, they get the maximum benefit, it’s a win-win & they have the authority to buy



Post Sale

Service, service, service.

Know your company’s ability

Don’t ever oversell

Follow up; solve more problems to strengthen relationship, if they’re feeling good ask for active referrals

Thank creatively and visit after product/ service delivery.



Why Do They Stop Being Customers? 1% Die

3% Move Away

5% Seek alternatives

9% Go to the competition

14% Dissatisfied with product/service

68% leave upset with the treatment they receive

25

Beyond Customer Service, 1992.

100

%



A Formula for

Selling Success



Attention via Attraction

Interest by Information

Decision out of Desire

Action for Achievement





30 seconds advertisement

Us AIDA to:

Introduce (sell) yourself or

Sell anything you want to…



Reasons they don’t buy They are afraid of you and of being sold, being

lied to or cheated

o Don’t sell, advise! They should like you, trust

you, and want to listen to you. Be

They are afraid of making a mistake, buying something wrong.

o Help them buy what right for them

They’re afraid of debt or think they don’t afford it.

o Perceived value, feeling value!



Reasons they don’t buy

They fear losing face;

oNever talk down, belittle anyone.

Empathise with them. Put

They fear out of prejudice; they’re poison from third party

oMy father didn't do it and so didn’t my

grandfather. They actually asked me not

to do that.



Reasons they don’t buy

They fear your words; positive or negative. Eight words: cost, price, down-payment, monthly payment, contract, buy, sell or sold, deal, sign it,

o Investment, amount, initial investment,

paperwork, form, own, get it, acquire,

opportunity, transaction, ok or approve

it, authorize or endorse it..



Buying Reasons

Survival and security

oWe must… I have to… lest factor…

Pleasure, ease and companionship

o Let’s… This is for you!

Authority and ownership

o I can and I will. It’s mine!

People just buy for they afford it…



“Selling is 15% knowledge and skill

and 85% attitude, values and

emotional control” Ron Willington, international sales trainer



Your sales process to their purchasing assistance

Their needs to their buying motives (satisfaction)

Products’ features to their benefits (wiifm)

Let them buy for their own reasons!



Buying Reasons

Survival and security

oWe must… I have to… lest factor…

Pleasure, ease and companionship

o Let’s… This is for you!

Authority and ownership

o I can and I will. It’s mine!

People just buy for they…

want to…



Super Successful Selling

1- The successful salesperson is not a “Good” or “Fast talker” the opposite is true – he is a good listener.

2- The good salesperson does not sell to “anybody”; he first finds and qualifies the right prospect.

3- The good salesperson does not go into a call “blindfold"; he is carefully prepares the call by setting objectives and planning his strategy.

4- The good salesperson looks for dialogue right from the start and therefore begins with an approach and question.

5- The good salesperson does not present the product or services until he has learnt what the prospect’s needs and buying motives are.



Super Successful Selling

6- The good salesperson presents only those features and benefits of his product or services that relate to the prospect’s needs.

7- If the prospect raises an" objection” the good salesperson does not view it as resistance but rather as an opportunity to respond to the prospect’s needs in more detail. If it is a real concern, he accepts it, deals with real concerns, satisfies the customer’s need, responds by picking up on anything positive.

8- The successful salesperson tries to close whenever he hears a buying signals indicating that the prospect could be ready to buy.

9- The good salesperson knows that the post call review is already the start of the next call.

10- All in all, the professional sales person’s goal is not to sell, but to help his prospect buy and to arrive together with him at a Win-Win situation.



You cannot… Teach: but if you just help and let them learn

Lead: just let them follow your leadership

Speak: let them listen to you

Impress: just express yourself honestly

Give: unless they want to receive it…

Sell: except you let them buy; for their own reason and their own way!



Keys to Continuous Learning

Read, watch and listen to material about selling daily and take all the training you can get

Practice what you know; you learn more by doing than talking or thinking about it

Nothing has been proved about anything!




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SuperSellingskills: Training in Persuasive Communication