Post on 05-Dec-2014
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04/10/23
MUHAMMAD IQBAL MUHAMMAD IQBAL WAJIDWAJID
Selling Skills Made EasySelling Skills Made Easy
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Learning stages.. Learning stages.. Iqbal WajidIqbal Wajid
1. Unconscious + Incompetence 1. Unconscious + Incompetence
2. Conscious + Incompetence2. Conscious + Incompetence
3. Conscious + Competence 3. Conscious + Competence
4. Unconscious + 4. Unconscious + CompetenceCompetence
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Selling is a mental gameSelling is a mental game
50% of successful sales are due to mental skills
30% are due to technical knowledge
20% are based on product knowledge
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Stages of new product adoptionStages of new product adoption
AwarenessInterestEvolutionTrialAdoption
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Buying Motives...Buying Motives...
Make a profit/gainMake a profit/gain Fear of lossFear of loss Have pleasure, enjoyment, comfort, Have pleasure, enjoyment, comfort,
convenience convenience Avoidance of pain, worries, problemsAvoidance of pain, worries, problems Boost pride/ self-satisfactionBoost pride/ self-satisfaction Desire for approval, social Desire for approval, social
acceptance, prestigeacceptance, prestige
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S.M.A.R.T. Objective
SpecificSpecificMeasurableMeasurableAchievableAchievableRealisticRealisticTime boundTime bound
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Features N Benefits
FEATURES are attributes or inherent characteristics of a product which you can feel, see, or measure.
BENEFITS are advantages that meet the explicit need or wants of a customer.
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SALES CYCLESALES CYCLE
Before the call Pre call planning 1. Prospecting 2. Analyze the customer 3. Set objective 4. Plan the call
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SALES CYCLESALES CYCLE
During the call...OpeningPresentationQuestioningHandling objectionsClosing
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SALES CYCLE
Post call analyses
Evaluation the call Recording the details Set objectives for next call
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SALES CYCLE SALES CYCLE
Steps of OPENING
GreetingRapport buildingPurpose of callInitiating business discussion
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SALES CYCLESALES CYCLE
Types of openingNeed / Benefit openingOpening as a questionStimulating question
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Questioning is used to...Questioning is used to...
Uncover needUnderstand attitudeGain specific informationLead the customer through the presentation
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Types of questions ??Types of questions ??
Open question Close question Choice question Benefit tag question - BTQ
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Kinds of ObjectionsKinds of Objections
Price objection Product objection Service objection Company objection Personal objection Competitive objection Lack of need objection
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Types of objectionsTypes of objections
Misunderstanding Skepticism Real objection Indifference Hidden objection
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Steps of handling Steps of handling objectionsobjections
Listening Acknowledge Feed the objection back Answer the objection Verify
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Types of commitment
Trial use Continued use Expanded use
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Standard closeStandard close
Review all benefits accepted by Review all benefits accepted by the customerthe customer
Ask for businessAsk for business Wait for a responseWait for a response
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Additional closing Additional closing techniquestechniques
Example closeExample close Choice closeChoice close Incentive closeIncentive close Pros & cons closePros & cons close Emotional attachment close Emotional attachment close
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Elements of short callElements of short call
Stopping powerStopping power
Unique selling proposition - Unique selling proposition - USPUSP
ClosingClosing
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Iqbal WajidIqbal Wajid
T H A N K ST H A N K S
Best wishesBest wishes
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Marketing & Marketing & ManagementManagement
Made Easy By M. Iqbal Wajid
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Title goes here
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Title goes here
Hassanwasco groups
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Recommending a Strategy
Ideas for Today and Tomorrow
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Vision Statement
State the vision and long term direction
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Goal and Objective
State the desired goalState the desired objectiveUse multiple points if necessary
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Today’s Situation
Summary of the current situationUse brief bullets, discuss details
verbally
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How Did We Get Here?
Any relevant historical informationOriginal assumptions that are no
longer valid
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Available Options
State the alternative strategiesList advantages & disadvantages of
eachState cost of each option
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Recommendation
Recommend one or more of the strategies
Summarize the results if things go as proposed
What to do nextIdentify Action Items
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