Effective Selling skills

Effective selling skills - the module can be used to coach sales teams on different selling techniques. It covers fundamental principles of sales, various techniques applicable across industries.

1. EFFECTIVE SELLING SKILLS

2. EFFECTIVE SELLING SKILLS

3. LEARNING OBJECTIVES Understanding SALES Sales Concept Sales Models Sales Process & Techniques Building a Strong Sales Team

4. SALES The EXCHANGE of GOODS or SERVICES for an amount of MONEY or EQUIVALENT

5. SALES FUNNEL?

6. Why do we Buy?

7. Will you buy?

8. Remember?

9. Think!!!

10. Benefit???

11. Now, here’s the solution…

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

13. NEED, WANT & DEMAND Problems/Discomforts/Deprivation = NEED Active/Dormant/Implied Need Inactive/Latent/Not Implied Need

14. NEED, WANT & DEMAND Active Need  WANT or DESIRES WANT + MONEY = DEMAND Remember, Sales People don’t create need, they simply make your inactive/latent need obvious.

15. BUYING SIGNALS

16. WIIFM

17. CUSTOMER

18. TARGET YOUR CUSTOMER

19. Respected Understood Recognized Remembered Valued Appreciated Feel Comfortable about their need CUSTOMER NEEDS???

20. A SALES PERSON… Must Be - Honest/Trustworthy Friendly Interesting Good Listener Polite Flexible Knowledgeable Empathizing Must Not Be - Arrogant/Rude Indifferent Sarcastic/Superior Impatient Aggressive Defensive Negative Lazy

21. R E E D O D P E C

22. REED - BUYING PROCESS R E E D RECOGNIZE THE NEED

23. REED - BUYING PROCESS R E E D RECOGNIZE THE NEED EVALUATE OPTIONS

24. REED - BUYING PROCESS R E E D RECOGNIZE THE NEED EVALUATE OPTIONS ELIMINATE DOUBTS

25. REED - BUYING PROCESS R E E D RECOGNIZE THE NEED EVALUATE OPTIONS ELIMINATE DOUBTS DECIDE TO BUY

26. ODPEC- SELLING PROCESS O D P E C OPEN A CALL

27. ODPEC- SELLING PROCESS O D P E C OPEN A CALL DEVELOP THE NEED

28. ODPEC- SELLING PROCESS O D P E C OPEN A CALL DEVELOP THE NEED PROPOSE A SOLUTION

29. ODPEC- SELLING PROCESS O D P E C OPEN A CALL DEVELOP THE NEED PROPOSE A SOLUTION ELIMINATE DOUBTS

30. ODPEC- SELLING PROCESS O D P E C OPEN A CALL DEVELOP THE NEED PROPOSE A SOLUTION ELIMINATE DOUBTS CLOSING THE SALE

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

32. FAB

33. FAB ‘BENEFITS SELL’

34. FAB ‘BENEFITS SELL’

35. FAB

36. FAB

37. FAB

38. AIDA Gaining A ttention Holding I nterest Arousing D esire Obtaining A ction

39. SPIN MODEL S ituational Questions P roblem Questions I mplication Questions N eed- PayOff Questions

40. SPIN MODEL

41. SPIN MODEL

42. STIMULUS RESPONSE THEORY

43. PRODUCT ORIENTED SELLING Assume that customer is not aware of the new technological and scientific developments Emphasizes on the presentation and explanation skills

44. GREAT v/s BAD LEADER

45. GREAT v/s BAD LEADER

46. GREAT v/s BAD LEADER

47. GREAT v/s BAD LEADER

48. GREAT v/s BAD LEADER

49. GREAT v/s BAD LEADER

50. Thank You