Effective Selling Skills Presentation Transcript 1. EFFECTIVE SELLING SKILLS Presented by Nilesh Sawant 2.

DEFINITION OF SELLING Selling is the art of persuading the consumer that buyi ng the product or service will benefit him or her. Simply putting it selling is the art of closing the deal. 3. MARKETING CONCEPT VS SELLING CONCEPT The Marketing concept holds that the key to achieving its organizational goals consists of the company being more effect ive than competitors in creating, delivering, and communicating customer value t o its chosen target market The selling concept holds that customers and business es, if left alone, will ordinarily not buy enough of the organization s products. The organization must, therefore, undertake an aggressive selling and promotion effort 4. PRINCIPLES OF EFFECTIVE SELLING Prospecting and Qualifying 5. Prospecting and Qualifying Pre Approach PRINCIPLES OF EFFECTIVE SELLING 6. PRINCIPLES OF EFFECTIVE SELLING Prospecting and Qualifying Pre Approach Appro ach 7. PRINCIPLES OF EFFECTIVE SELLING Pre Approach Approach Presentation and Demons tration Prospecting and Qualifying 8. PRINCIPLES OF EFFECTIVE SELLING Approach Presentation and Demonstration Overc oming Objections Pre Approach Prospecting and Qualifying 9. PRINCIPLES OF EFFECTIVE SELLING Prospecting and Qualifying Pre Approach Appro ach Presentation and Demonstration Overcoming Objections Closing and Follow up 10. 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 P utting up a booth at trade shows to encourage drop bys Inviting current customer s to suggest the names of prospects 11. PROSPECTING AND QUALIFYING Contacting the organizations and associations whe re the prospect belong. Using telephone, mail, and internet to find leads. Dropp ing in unannounced on various offices . Cultivating other referral sources, such as suppliers, dealers, non competing sales representatives, bankers etc. 12. PRE APPROACH The sales person has to learn as much as possible about the pro spect company or the buyer The sales person should always set his call objective s To qualify the prospect Gather Information Make an immediate sale 13. APPROACH Always be prepared Before the call Know your product inside out. Be knowledgeable about this industry. Know your competition Know the basics of the customers needs. People in common. Believe in yourself, your company, and produ ct or DON T be there. 14. PRESENTATION AND DEMONSTRATION The sales person now tells the product STORY to the buyer Follow the AIDA Formula Gaining Attention Holding Interest Arousing D esire Obtaining Action 15. PRESENTATION AND DEMONSTRATION Use FABV Approach to sell Features 16. PRESENTATION AND DEMONSTRATION Use FABV Approach to sell Features Advantages 17. PRESENTATION AND DEMONSTRATION Use FABV Approach to sell Features Advantages Benefits 18. PRESENTATION AND DEMONSTRATION Use FABV Approach to sell Features Advantages Benefits Value 19. PRESENTATION AND DEMONSTRATION Different Styles of Sales Presentations Canne d Approach Formulated Approach Need Satisfaction Approach 20. OBJECTIONS Customers almost pose objections during the sales pitch or when a sked for order. There are 2 kinds of resistance Psychological Resistance Logical Resistance 21. OBJECTIONS Psychological Resistance This includes resistance to interference , preference for established brands, reluctance to give up something, unpleasant associations created by sales rep, predetermined ideas, etal . Logical Resistance It consists of objection to price, delivery schedule, product features, etal 22. OVERCOMING OBJECTIONS To handle objection the sales person has to have a pos itive approach, ask the buyer to clarify the objection, question the buyer in a way that the buyer has an answer to his own objection, or turns the objection in to the reason for buying .

23. OBJECTIONS Putting it simply Listen Agree/restate without prejudice Get clea r about the real issue Discuss solutions Ask for a commitment 24. CLOSING Look for buying cues Nonverbal yes s Sounds good Focus on delivery and t erms in discussion Timelines Pulling out PO forms 25. CLOSING Alternative close Which would you prefer the Refinance or Top Up loa n? Summary close With the 10% gain in factory efficiency and unique new volume p rice program lets get this on the books. When would you like delivery? 26. FOLLOW UP Service, service, service. Know your company s ability Don t ever over sell Call and write. 27. FOLLOW UP Creative thanks. Visit again soon after product delivery.