Pretend that every single person you meet has a sign around his or her neck that says, 'Make me feel important.' Not only will you succeed in sales, you will succeed in life.

Mary Kay Ash

SELLING TECHNIQUES

▸ To Strengthen the sales rep & customers’ relationship.

▸ Instill preparedness & confidence prior to the customer call.

▸ Help to understand selling as a process.▸ Improve Sales performance.

Why Learning “Selling Techniques”

What is Selling?

Selling is making a person do, what you want the other person to do in a way that the other

person would like to do it well & willingly.

Push & Pull Strategy

Brand Lead Customer Lead

Customer/Consumer Cycle

Suspect

Prospect

LeadCustomer

Consumer

Sales Process

1. Prospecting & Qualifying

2. Pre-Call Analysis/ Pre-Approach

3. Call opening & Probing

4. Product Positioning

7. Post Call Analysis

5. Objection Handling

6. Sale Closing

8.Follow up & maintenance

Sales Call

3. Call Opening

Branding & Rapport Building

Sale & Selling Techniques

4. Product Positioning

A brand is a name, term, design or other feature that distinguishes seller's product from those of others.

Brand & the “Rapport building”Selling Technique

A Brand is more than just a logo, its an experience.

Is Brand Everything?

“Experience”What is Experience?

•Experience is what a customer feel of a service given/suggested. •Experience defines satisfaction.•Experience builds Rapport & trust.

RAPPORT & TRUST

BUILDINGThe way you present yourselfThe way you behaveThe skills you haveThe values you hold

The kind of person you are

Refer to “The basics of Customer Service.pptx” for more on Rapport Building

Model of Selling

5. Objection HandlingSelling Technique

When a sales person demonstrates a feature, talks about a benefit or uses a sales closing technique, their customer may well respond in the negative sense, giving excuses or otherwise heading away from the sale. The response to this is to handle these objections. This is 'objection-handling'.

Objection Handling Process

1. Listen & Question

2. Accept

3. Commit

4. Explicit Action

Objection handling techniques

•Boomerang: Bouncing back what they give you.•Conditional Close: Make closure a condition for resolving their objection.•Curiosity: Don't be sad, be curious.•Deflection: Avoid responding to objection, just letting it pass.•Fear, Uncertainty and Doubt (FUD): A negative but effective ploy.•Feel, felt, found: A classic way of moving them.•Humor: Respond with humor rather than frustration.

Objection handling techniquesContinued

•Justification: Say how reasonable the objection is.•LAARC: Listen, Acknowledge, Assess, Respond, Confirm.•LAIR: Listen, Acknowledge, Identify objection, Reverse it.•Objection Writing: Write down and cross out objections.•Pre-empting: Handle them before they happen.•Pushback: Object to their objection.•Reframing: Change their cognitive frame.•Renaming: Change the words to change the meaning.•Reprioritize: So ones you can't handle are lower.•Writing: Write down objections then cross them off as you handle them.

HAPPY SELLING