Sales Training PDF

Sales Training OBJECTIVES Why people buy? Communication Styles First impressions Build rapport Listen effectively and ask questions Successful strategies for handling objections WHY PEOPLE BUY 1.Getting rid of a PROBLEM 2.Creating a RESULT 3. Make themselves feel HAPPY LISTENI...

Sales Training OBJECTIVES Why people buy? Communication Styles First impressions Build rapport Listen effectively and ask questions Successful strategies for handling objections WHY PEOPLE BUY 1.Getting rid of a PROBLEM 2.Creating a RESULT 3. Make themselves feel HAPPY LISTENING TIPS PARAPHRASE to confirm understanding: “What you are saying is this REPEAT the message to help you remember PROBE for missing information CLARIFY any points you don’t understand REMEMBER (or write down) important points of the message CLOSING THE SALE Direct question close Assumptive close Minor point close Alternative close The ‘shut up’ principle Examples Direct question close: Ask the customer a closed question to establish a commitment to purchase. “Shall! go ahead and raise an order?” Assumptive close: Confidence is high, and the assumption is made (that the customer will buy. Use a leading question or statement. I could get one round for you tomorrow assuming I've gal the right color in stock Minor point close: This time gain confirmation by asking about a minor point. “When would you like to deliver? “I take it you'd want the lockable version?” “Shall we deliver it to this usual address?” What is Selling? “involves person-to-person communication with a prospect. It is a process of developing relationships; discovering needs; matching the appropriate products [and services] with those needs; and communicating benefits through informing, reminding, or persuading. Selling Involves People Package of emotions and feelings Before you do anything else Sell yourself/ Your Brand Know your product Know the value equation Know your competition Know why your customer should buy from you instead of your competition The body of the presentation Use all senses possible Be aware of clues—body language, questions, etc Sell benefits not features Make it logical and end by filling the need A successful sales person needs Domain knowledge Proficiency in skills Right attitude Domain knowledge needed by the sales peson Knowledge about Industry Knowing the Product Knowing the process Understanding customers’ objections Skills required to be successful sales person * Listening skills Sales people need to be good listeners * Questioning skills Ask right questions to the prospect * Identifying buying signals Based on these signals, a sales person can plan his next move or question. * Negotiating and closing skills Creating a win-win situation for both the customer and themselves Attitude that are very important for a sales person Confident That helps them to take rejections in their stride and bounce back with enthusiasm Persistent and determinant That person refuses to accept defeat and goes on to attain what he wants  Maintain a long-term relationship with customers to view each sale as a stepping stone towards earning the goodwill of their customers. Having a friendly personality Accountable for themselves, their customers and their organization Sales people need to be receptive and willing to change Attitude Attitude of salespeople determines the altitude to which they canrise in their career and in an organization. Always Believe Selling ideas or products to known people involves different dynamics than selling to strangers does Some characteristics of professional selling Driven to make it a career Focus on the long term Desire to improve to become an expert Focus on matching vs. telling Strength in all aspects of the Basic Sales Cycle 8 Qualities of a top salespeople They are ambitious. They are courageous. They are committed. They see themselves more as consultants than as salespeople. They are prepared. They engage in continuous learning.  They have good domain knowledge They have good attitude Forbidden phrases DON'T KNOW. NO. WHY DO YOU NEED TO KNOW? THAT'S AGAINST YOU'RE WRONG. YOU'LL HAVE TO. Why are some salespeople so successful? 80% of Sales success is psychological. Top salespeople are OPTIMISTS. They have a positive mental attitude. 20% of the salespeople make 80% of the sales and 80% of the commissions 10% of salespeople open 80% of new accounts (“hunters”) The top 10% of sales professionals today earn 5X, 10X, 15X and even 20X the average of the other 80%-90%. The 3 most common sales mistakes Not listening to the buyer Not asking for the order Forgetting to sell existing customers