A Short Presentation on Sales Training by MMM Training Solutions...
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 customer’s 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 the •“Send me information onTalk. that.” People It is important fuss about to REFLECT their personal on the •The salespeople "uh, I didn't cause have resistance a chance to with read 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 isphone. inyour inverse proportion "look" are learning on the opportunities. 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. takeyou 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 •YOU Experiment: 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 2where 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 youRitu, need to listen. other person says how say it. with Ms.&call, isthey that right?" request to call do you is early help place, screeners in the simply ask do respond their yourself job, "Why do I need toI'm listen to this person?" "So better prepared with, which two "I'll questions: is protect be happy the to buyer's send timetell so "Because what this Iperson when speak says withwill her, something that only callers that with something what of weyou me what Isummarizes need to say in Action Step: best way toorder there's some information 1. exactly What did IThe like about this call? to discussed. value arethe allowed Let meyou ask to spend you, though, time could me with first..." help buy, therefore putting improve way sound ismore to if 2. them What would Ihelp have done you withlike 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 doFrom business in mind the before and together?" Screener during every conversation.
10 Critical Mistakes Committed During Phone Prospecting Mistake 5: Inadequate Questioning
Mistake 4: Poor Preparation
Mistake 3: Misunderstand Objectons
People object don't Your Poor Needswhen Filled ensures / reps Questions a sloppy, to Ask Whenpreparation salespeople suggest Benefits Problems question effectively, when they rambling call. treatment without diagnosis thetalk Solved On the hand, you "How canpresent and should too much, and basically Your business Often have last quickly you result isother usually disastrous fordo the offers minute orders normally need choreograph your call before you place it. features excited overnight theyperson require the isn't delivery?" caller: Hethe loses credibility in the deliveryresult on next day, and "Do you determined ever need nextThe of your call is also about. Then objections are orders received theirwhen 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 while all the it’s able toas meet placeit later in the day?" up objections a result ofeffectively. poor other those requests, "What do you do in competitors it situations like that?" questioningtherefore & 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 isforto for next with daylost business. twoprevent days? What kind questioning strategy before yourdoescall. delivery of inconvenience Objective. them from arising in the first that cause?" Ask yourself place. However, what when you objections want to do at You canofsee incall, this situation, if the the do arise, end dig the for the and reasons what should "I see. questions theWell, needlet's / behind they dothem. at uncovered the endtalk of about the call. that." problem, the must "benefit" would then The objective involve ACTION. truly be of value.
10 Critical Mistakes Committed During Phone Prospecting Mistake 5: Inadequate Questioning
Mistake 4: Poor Preparation
Mistake 3: Misunderstand Objectons
People object don't Your Poor Needswhen Filled ensures / reps Questions a sloppy, to Ask Whenpreparation salespeople suggest Benefits Problems question effectively, when they rambling call. treatment without diagnosis thetalk Solved On the hand, you "How canpresent and should too much, and basically Your business Often have last quickly you result isother usually disastrous fordo the offers minute orders normally need choreograph your call before you place it. features excited overnight theyperson require the isn't delivery?" caller: Hethe loses credibility in the deliveryresult on next day, and "Do you determined ever need nextThe of your call is also about. Then objections are orders received theirwhen 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 while all the it’s able toas meet placeit later in the day?" up objections a result ofeffectively. poor other those requests, "What do you do in competitors it situations like that?" questioningtherefore & 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 isforto for next with daylost business. twoprevent days? What kind questioning strategy before yourdoescall. delivery of inconvenience Objective. them from arising in the first that cause?" Ask yourself place. However, what when you objections want to do at You canofsee incall, this situation, if the the do arise, end dig the for the and reasons what should "I see. questions theWell, needlet's / behind they dothem. at uncovered the endtalk of about the call. that." problem, the must "benefit" would then The objective involve ACTION. truly be of value.
TECHNIQUES OF SELLING
Handling Objections
Objection Handling Techniques • Feel/Felt/Found – I know how you feel. – Other customers have felt the same way – I’ll 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:
[email protected] Website: www.mmmts.com
Pramila Mathew CEO and Executive Coach
Vikas V. Vice-President Training
