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Basic Selling Skills

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by

Melvin Munoz

on 19 July 2014

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Transcript of Basic Selling Skills

New Sales Approach

Old Sales Approach

Integrity
In any relationship, including a salesperson-customer relationship, integrity is VITAL. Without it, you will lose the customer’s trust, their business and possibly the business of other customer will tell about your company-and you.



Integrity Basic Selling Skills 101

Customer Service Skills

Once you know how to make a sale, do you know how to keep that customer coming back or how to get referrals?

Customer Service Skills Basic Selling Skills 101

Self-motivation Basic Selling Skills 101

Problem solving skills

Good salespeople are always working to solve problems, they understand that problem solving is what their real job is.


Problem Solving Basic selling Skills 101


An effective salesperson must be able to listen to what a potential customer or customer is saying to them – as well as what is not being said. They must be willing to take the time to understand what the customer truly needs and identifying the problem of the customer is trying to solve.



Listening Skills Basic selling Skills 101

All of the skills you need to be a better salesperson / telemarketer can be learned and developed

General Skills include:
Listening Skills
Effective communication skills
Problem solving skills
Interpersonal Skills
Organizational skills
Self-Motivation Skills
Persuasion Skills
Customer Service Skills
Integrity


At the end of the course, individuals will be enlightened with basic selling skills. Participants are expected to apply gained knowledge to day to day operations.



Identify essentials of basic selling skills
understand the impotance of sellings skills
participants to apply gained knowledge to improve sales performance


Selling Skills 101

Salespeople must :

Have Positive Mind Set
Ask for the Sale
vow of silence’

Here’s the thing: if you don’t ask for the sale, someone else will.


Closing Basic Selling Skills 101

Closing the Sale

If you conducted the previous steps well enough, a close step is just formality.

However……

Closing is often cited as the most difficult skill or technique for sales reps to master.  The primary reason for this reaction is the fear of hearing no. To many reps, the word ‘no’ is associated with rejection and with failure. This leads to frustration, discouragement and despair. Left unchecked, it could mean the loss of a job.



Closing Basic Selling Skills 101

Features and Benefits


The ability to F&B (feature and benefit) your product or service to customers is key.  Without describing what your product does and how it benefits your customer you run the risk of losing countless customers .

The benefit is what sells the product.  The feature simply tells the customer about the product.

Without value, you are left to sell a product that may not meet a need.  And that can leave you with a lot of unsatisfied customers.


Features and Benefits Basic Selling Skills 101

Isolate the Problem or Objection

Learning to overcome objections is an important skill in sales. The key to handling objections is to do so constructively, looking at them as opportunity to clarify, provide more information, or identify areas you haven’t addressed.
Listen
Question
Think! Explore Reasoning
Answer the Objection
Check

Defining Needs / Problems and Objections Basic Selling Skills 101

Identifying Customer needs

The need is the reason.
 Finding that reason to buy, filling that need is the quintessential purpose of your job in sales.  Without a need for your product, you don’t have a sale.
The best sales people find a way to create the need.  

Get to know your customer by asking questions. “REMEMBER the PERSON ASKING the question is the one IN CHARGE of the CONVERSATION”




Defining Needs / Problems and Objections Basic Selling Skills 101

Building Rapport

Prospects won't buy from you unless they trust you enough to think that you're telling the truth about your product – namely, that the product will benefit them. Building rapport enables you to develop that level of trust between you and your prospects.




Developing Trust and Building Rapport Basic Selling Skills 101

Persuasion Skills

The art of helping the customer to choose your offer over others.

Persuasion Skills Basic Selling Skills 101

Organizational skills

Good salespeople are well organized. This don’t mean their desk is well organized but it means that they have a system for maintaining information about prospects, customers, PRODUCTS, and any other information their customer might need

Organizational Skills Basic Selling Skills 101

Interpersonal Skills

Beyond communication, salespeople should know how to work well with their customers and with each other in order to be most effective. They should be courteous, respectful, and skilled at building relationship.

Interpersonal Skills Basic selling Skills 101

Effective communication skills

In addition to listening, you must be able to respond well. You must be able to offer solutions to the customers problems if the customer is ever going to buy from you.


Effective Communication Basic selling Skills 101

Objectives
Summary
Basic Selling Skills 101
Self-Motivation Skills

if you’re going to be a good at sales, you have to be able to motivate yourself. There will be those times that you don’t want to take the next step in the sales process, but you’ll need to know how to work through those feelings and take the steps that your customers need-and that will help you be successful in your job.

1. Active Listening

2. Demonstrate physically that you are listening

3. Check for understanding – .

4. Reflecting and paraphrasing

5. Ask questions that will help clarify the
speakers meaning

6. Do NOT interrupt
Defining the problem.
The key to a good problem definition is ensuring that you deal with the real problem – not its symptoms.

5 whys
5 whys - When you're looking to solve a problem, start at the end result and work backward (toward the root cause), continually asking: "Why?" You'll need to repeat this over and over until the root cause of the problem becomes apparent.


Root Cause Analysis seeks to identify the origin of a problem. It uses a specific set of steps, with associated tools, to find the primary cause of the problem, so that you can:
Determine what happened.
Determine why it happened.
Figure out what to do to reduce the likelihood that it will happen again.

7. Respond Appropriately –.
When expressing your thoughts:
BE HONEST AND OPEN
BE RESPECTFUL
BE THOROUGH
There are four basic steps in problem solving:
Defining the problem
Generating alternatives.
Evaluating and selecting alternatives.
Implementing solutions

Learn to Listen
Choose Your Words
Understand Why Communication Fails
Relax
Clarify
Be Positive
Empathise
Learn to be Assertive
Reflect and Improve
Negotiate

Build your self-motivation by practicing goal-setting skills, and combining those with positive thinking, the creation of powerful visions of success, and the building of high levels of self-efficacy and self-confidence.
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