basic and advanced sellingskills-190827112658.pptx

ppt

1. Selling skills: basic and advanced Muhannad Al Rabaty MSc Pharmaceutics

2. Outlines Selling process Communication skills Selling steps Closing process Summary Role play

3. LEARNING OBJECTIVES By the end of the training course the participants will be able to: Understand SALES and SELLING process. Create SMART goals. Deal with different types of customers To be a part of successful sales and marketing field Improve personal win rate and skills.

4. Why do we work?? If you are not in business for money or fun, What the hell you are doing here???

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10. The power of repetition (habit) 11 Dr.AHMED NABIL

11. It starts in your brain what you think most? 12 Dr.AHMED NABIL

12. Fake it till you make it  "act as if you already have it" William James challenging yourself to perform a task which you are not good at. motivating ourselves to act in a different manner to meet our desired goals

13. You are unique and special

14. do what successful people do follow the leaders

15. The whole story is A TTITUDE S KILLS K NOWLEDGE

16. See the opportunities Never mention the worst. Never think of it. Drop it out of your consciousness At least ten times every day affirm I expect the best and with God's help will attain the best."

17. The psychologist, William James, said, " One of the deepest drives of human nature is the desire to be appreciated .“ The feeling of not being wanted or needed is one of the most devastating of all human reactions People buy from people they like so How to Get People to Like You?? 18 Dr.AHMED NABIL

18. Learn to remember names. 2 . Be a comfortable person be homey 3. Acquire the quality of relaxed easy-goingness 4 .Don't be egotistical. 5 . Cultivate the quality of being interesting so that people will want to be with you and get something of Stimulating value from their association with you 6-Never miss an opportunity to say a word of congratulation upon anyone's achievement, or express sympathy in sorrow or disappointment 7- show respect for others How to Get People to Like You?? 19 Dr.AHMED NABIL

19. How do you see your self?? Self esteem 20 Dr.AHMED NABIL

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21. Inner self talk 22 Dr.AHMED NABIL

22. People by from people they like or they wish to be like or they like them or appreciate them 23 Dr.AHMED NABIL

23. We see what we believe not what is true 24 Dr.AHMED NABIL

24. What is Communication? Communication is the transfer and understanding of meaning 25 Dr.AHMED NABIL

25. Do we need to communicate? Yes, we need to communicate, EFFECTIVELY 26 Dr.AHMED NABIL

26. How we Communicate 27 Dr.AHMED NABIL

27. Nonverbal (Body language) - It is the non verbal communications -It includes Appearance Posture Eye contact Gestures Personal space 28 Dr.AHMED NABIL

28. Appearance First impression is the last impression You never get a second chance to make a first impression 29 Dr.AHMED NABIL

29. Smile -A smile is the best thing you can wear -Nothing creates a rapport like a smile -You smile. I smile 30

30. Body angle Body movements directed toward a person indicates a positive regard while Leaning back or away suggests boredom , anger …… 31 Dr.AHMED NABIL

31. Posture and Gesture 32

32. The power pose Higher self esteem 33

33. Eye contact it shows interest. concentrate on the color of the pupil 34

34. Eyebrow Doubt: we raise an eyebrow 35 Dr.AHMED NABIL

35. Handshaking Firm handshake in friendly style indicates self confidence 36

36. Hand to cheek Evaluation, thinking 37

37. Touching nose Rejection, doubt, lying

38. Bill Clinton rubbed his nose more than 26 times as he was explaining his relation with Monica 39

39. Head resting in hand, eyes downcast boredom 40

40. Stroking chin Trying to make a decision 41

41. Verbal communication remember The most important six words “ I admit I made a mistake” The most important five words “ You did a good job” The most important four words “ What is your opinion” The most important three words “ If you please’’ The most important two words “ Thank you’’ The most important one word “ We’’ The least important one word “ I ’’ 42

42. PRESENTATION SKILLS 5Ps INTRODUCTION A natural reaction to presentation is fear Fear is Largely Brought by the Unknown By reducing the area of the unknown You can reduce your fear And to reduce the unknown You need to prepare for your presentation FEAR PREPARATION 43

43. McGraw-Hill/Irwin “The focus of the presentation should be on what is important to the customer, not what is important to me.” ~Amanda Deitz Pfizer 44

44. What is selling????

45. Selling The face to face meeting with your prospect at the Intention or Buying level Act of persuading another person . Process of inducing & assisting . Selling a situation of persuasion

46. 3 things to know before making a sales call 1. Know your company 2. Know your product 3. Know your customer

47. Before You Do Anything Else… Sell yourself Know your product Know your competition Know why your customer should buy from you instead of your competition

48. Customer customer is  a person who has some needs to be fulfilled. - He buys things to fulfill these needs, or is a person with whom one is concerned .

49. What Do Customers Care About? THEMSELVES!! Wants, Needs, Desires

50. Why do we Buy?

51. Remember?

52. Will you buy?

53. Think!!!

54. Benefit???

55. Now, here’s the solution…

56. What do they Buy SOLUTIONS Not Products!

57. Your Customers Say, you have made enough background research on the culture, tradition, language etc … BUT, when you are dealing on a One-to-One basis: OOPs! The equations are different !

58. What do you need to know about your customers ??? Type of Customer: Who are they – Decision maker, Influencer? Needs, Wants : What do you need to solve? Value Perception: Their perceived value equation Value = Benefit/Cost

59. Getting In Position to Sell Target your customer Know who is the decision maker Execute your plan consistently

60. Product It is  a thing or a substance produced by natural process or manufacturing. Or, it is a thing or service, which is used to satisfy one’s needs.

61. Feature: Shape and the visible effect of the product tells what a product is. It gives the distinctive or characteristic part of a thing. Benefit: the advantage which the product provides. What the product does

62. Why do we Buy? Products which – solve our PROBLEM Satisfy our NEED We don’t buy PRODUCTS…We buy BENEFITS

63. SELLING THEORIES FAB APPROACH AIDA CONCEPT STIMULUS RESPONSE THEORY PRODUCT ORIENTED SELLING NEED SATISFACTION THEORY SPIN MODEL

64. FAB

65. FAB ‘BENEFITS SELL’

66. FAB ‘BENEFITS SELL’