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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

Hassanwasco groups

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Recommending a Strategy

Ideas for Today and Tomorrow

1

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Vision Statement

State the vision and long term direction

2

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Goal and Objective

State the desired goalState the desired objectiveUse multiple points if necessary

3

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Today’s Situation

Summary of the current situationUse brief bullets, discuss details

verbally

4

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How Did We Get Here?

Any relevant historical informationOriginal assumptions that are no

longer valid

5

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Available Options

State the alternative strategiesList advantages & disadvantages of

eachState cost of each option

6

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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

7