SKHOP

EEPERS Sales… tep-by-Step…

Introduction

As a sales person, a major point of focus (PoF) is to know and

understand the relevance of the product being sold, as well as its

benefit to the target customer; you should be able to demonstrate a

total knowledge of the product to easily convince and win the client.

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MARKETING & SALES

SALES TECHNIQUE

SALE PROCESS

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What is Sale?

The exchange of goods/ commodity for money…. The action of selling

something.

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Marketing & Sale

DEAL

Sale

Marketing Everything that you do to reach and persuade prospects.

The height of successful business lies with sales and marketing.

Everything that you do to close the sale and get a signed contract.

Grow your business by connecting with employees and customers at all times…

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Marketing

1.

Identifies appropriate

prospects

3.

Creates awareness of, and

emphasizes an appeal – a

differentiation factor – about

the firm

5.

Requests feedback from

clients on a regular basis

2.

Effectively communicates

image and capability of the

firm.

4.

Perfects Customer Service

6.

Marketing often necessitates

cultural changes at every level

in the firm.

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Sale

1.

Proactive seeking of

Prospects

3.

Effective acknowledgement of

the Prospect’s concern

5.

Following up and staying

in contact if deal is not

closed

2.

Interacting to qualify

prospects

4.

Closing the Sale – Getting the

deal

6.Successful Sellers use active

listening skills and demonstrate the ability to meet the prospects

needs by demonstrating competence and confidence.

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2.Qualify the

Lead

3.Demonstrate

Value

4. Guide

Prospects Understanding

5.Negotiate and

Close

1.Build the

Relationship

Sales Process

A systematic, repeatable series of steps that

map out and track interaction with

prospects from their first point of

engagement with your business through to a

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Demonstrate Value

- Detailed description of the solution to their

needs

- It’s Benefits to their business

- Translate into desires, needs, wants

Qualify the Lead

- Budget

- Capacity

- TimingNEGOTIATE &

CLOSE DEAL

Sales Technique

1.

Understand your

Market

3.

Overcome Objections

Focusing on customers’

needs enables you to

grab their attention – Sell

benefits, not features.

2.

Attract Customers

Understand potential

customer’s needs – Be

aware of their options.

The key to selling is to

get customers talking –

Give due considerations

to valid objections.

4.

Close Sale

Don't let any sales negotiation be based

entirely on price. It denies you opportunity to talk about the benefits your products/services can

provide.

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