Developing Excellent Selling Skills

Marketing Myopia
Sellers pay more attention to the specific products they offer than to the benefits and experiences produced by the products.

They focus on the wants and lose sight of the needs.

What is Selling?
It is the process of: analyzing a customers need for a product, service or idea then providing persuasive information about that product, service or idea to the customer.

The 7 Steps of a Sale

Planning & Preparation

Introduction Or Opening

Questioning

Presentation

After Sales Follow - up

Closing

Overcoming Objections

Six Powerful Prospecting Tips

1. Prospecting for new business should be done:
Daily With Focus Routinely With Seriousness

2. When prospecting:
Be prepared Get organized Take good notes

Six Powerful Prospecting Tips

3. When prospecting:
Use a script - don't shoot from the hip. Practice the script until it sounds smooth and natural. Role-play with an associate over the phone. Avoid the temptation to sell over the phone. Your objective is to gather information and make the appointment.

10 Critical Mistakes Committed During Phone Prospecting

Mistake 10: Sending Unnecessary Literature Mistake 9: Poor Telephone Image Mistake 8: No PostCall Review Mistake 7: Lousy Listening Mistake 6: Screener Abuse And Misuse The Listen strong-arm More Than tactics You of Talk. the Send me information on that. People It is important fuss about to REFLECT their personal on the salespeople "uh, I didn't cause have resistance a chance to with read the The person's desire to way listen & "I other have some ideas that have helped appearance, activities of each but ignore phone the call. These they that screeners. yet." other retailers in industry to talk to you is inyour inverse proportion "look" are learning on the opportunities. phone. And that cut can down on their advertising expenses Printed materials can be a fine to the amount of tells speaking you do. Basic be Learning fatal psychology todoesn't tele-professionals. take you place that while the while generating more store traffic. complement to your sales effort. more you're someone engaged is in pushed, an activity. the harder It I'd like to ask Ms. Ritu a the few questions Plus, the more you talk, greater Experiment: YOU still need On to generate your next interest 10 callsto topossibility see if thisafterward, would make sense for they resist. takes place when you the you'll mention things the mark point in take 2 where columns: they "desirable" deserve & you to a look at." dwell on it. they can object to. Action Steps:describing the total literature. "undesirable," Action Steps : The key on is selling image form based what the Action To Action get you to Steps: Steps: your buyers, If At you the hear all end you the of closely need every "You probably work yourself on WHY you need to listen. other person says & how they say it. with Ms. Ritu, is that right?" request to call do you is early help place, screeners in the simply call, ask do respond their yourself job, "Why do I need to listen to this person?" "So I'm better prepared with, which two "I'll questions: is protect be happy the to buyer's send time so "Because what this I person tell when speak says withwill her, something that only callers that with something what of we me what Isummarizes need to say in order Action Step: The best way to there's some information you 1. exactly What did I like about this call? to discussed. value are allowed Let meyou ask to spend you, though, time could help me with first..." help buy, therefore putting improve the way sound ismore to if 2. them What would I have done you with like the boss. youon see, I'm assuming money in what my pocket." listen to yourself tape. differently on this call? Have we'll Get Information be your able purpose to do From business in mind the before and together?" Screener during every conversation.

10 Critical Mistakes Committed During Phone Prospecting

Mistake 5: Inadequate Questioning People object when don't Your Poor preparation Needs Filled ensures / reps Questions a sloppy, to Ask When salespeople suggest Benefits Problems question effectively, when they rambling call. treatment without diagnosis thetalk Solved On the other hand, you "How can and should too much, and basically present Your business Often have last quickly you result is usually disastrous fordo the offers minute orders normally need choreograph your call before you place it. features the person excited overnight they require the isn't delivery?" caller: He loses credibility in the delivery on next day, and "Do you determined ever need nextThe result of your call is also about. Then when objections are orders received their existing day delivery on orders listener's mind. So customers bring before you pick by 5:00 P.M., vendorup isn't the phone. you realize you need to voiced, not handled effectively. while all the its able to meet placeit later in the day?" up objections as a result of poor other those requests, "What do you do in competitors therefore it situations like that?" questioning & lousy listening. cut off their causes "What happens when Action : The best most important to next ordering time Step inconveniences, you way need it the Action Step : Map out your at 12:00 noon and maybe even day, but have to wait step deal is setting objections your Primary is to for next with daylost business. for twoprevent days? What kind questioning strategy before your call. delivery of inconvenience does Objective. them from arising in the first that cause?" Ask yourself place. However, what when you objections want to do at You canof see incall, this situation, if the the do arise, end dig the for the and reasons what should "I see. Well, let's questions the need / behind they dothem. at uncovered the end of the call. talk about that." problem, the must "benefit" would then The objective involve ACTION. truly be of value.

Mistake 4: Poor Preparation

Mistake 3: Misunderstand Objectons

10 Critical Mistakes Committed During Phone Prospecting

Mistake 5: Inadequate Questioning People object when don't Your Poor preparation Needs Filled ensures / reps Questions a sloppy, to Ask When salespeople suggest Benefits Problems question effectively, when they rambling call. treatment without diagnosis thetalk Solved On the other hand, you "How can and should too much, and basically present Your business Often have last quickly you result is usually disastrous fordo the offers minute orders normally need choreograph your call before you place it. features the person excited overnight they require the isn't delivery?" caller: He loses credibility in the delivery on next day, and "Do you determined ever need nextThe result of your call is also about. Then when objections are orders received their existing day delivery on orders listener's mind. So customers bring before you pick by 5:00 P.M., vendorup isn't the phone. you realize you need to voiced, not handled effectively. while all the its able to meet placeit later in the day?" up objections as a result of poor other those requests, "What do you do in competitors therefore it situations like that?" questioning & lousy listening. cut off their causes "What happens when Action : The best most important to next ordering time Step inconveniences, you way need it the Action Step : Map out your at 12:00 noon and maybe even day, but have to wait step deal is setting objections your Primary is to for next with daylost business. for twoprevent days? What kind questioning strategy before your call. delivery of inconvenience does Objective. them from arising in the first that cause?" Ask yourself place. However, what when you objections want to do at You canof see incall, this situation, if the the do arise, end dig the for the and reasons what should "I see. Well, let's questions the need / behind they dothem. at uncovered the end of the call. talk about that." problem, the must "benefit" would then The objective involve ACTION. truly be of value.

Mistake 4: Poor Preparation

Mistake 3: Misunderstand Objectons

TECHNIQUES OF SELLING

Handling Objections

Objection Handling Techniques

Feel/Felt/Found
I know how you feel.
Other customers have felt the same way Ill show you what our customers have found.

Agree/Add/Explain
Listen and confirm Align with the customer before redirecting Explain why and how the situation can be changed or altered

Objection Handling Techniques

Smoke out all important objections See the objection as a question

Agree with the customer about something

Admitting to the Objection

Tips for successful selling

You have just a few seconds to make a good

initial impression be it in person or on the phone.

Maintain an attitude that you are seeking to help

your prospect meet a need or solve a problem,

rather than force the sale of a product or service.
Know your product and be enthusiastic about it!

If you're not enthusiastic, your prospect certainly won't be.

Contact Information
MMM TRAINING SOLUTIONS Landline: +91-44-42317735 Cell: +91 9677044366 Cell: +91 9677040908 Email: administration@mmmts.com Website: www.mmmts.com

Pramila Mathew CEO and Executive Coach

Vikas V. Vice-President Training