Sales Training

SALES TRAINING

What is Selling ?

“…involves person-to-person communication with a prospect. It is a process of developing relationships;

discovering needs; matching the appropriate products [and services] with those needs; and communicating benefits

through informing, reminding, or persuading.”

Selling involves

People Package of emotions and feelings

Before You Do Anything Else…

• Sell yourself/ Your Brand• Know your product• Know the value equation• Know your competition• Know why your customer should buy from you instead of

your competition

The Body of the Presentation

• Use all senses possible• Be aware of clues—body language, questions, etc• Sell benefits not features• Make it logical and end by filling the need

A successful sales person needs

Domain knowledge Proficiency in skills Right attitude

Domain Knowledge needed by the sales Person• Knowledge about Industry• Knowing the Product• Knowing the process• Understanding customers’ objections

Skills required to be successful sales person• Listening skillsSales people need to be good listeners• Questioning skillsAsk right questions to the prospect• Identifying buying signalsBased on these signals, a sales person can plan his next move or question.

• Negotiating and closing skillsCreating a win-win situation for both the customer and themselves

Attitude that are very important for a sales Person

• ConfidentConfidence helps them to take rejections in their stride and bounce back with enthusiasm.• Persistent and determinantThe determined person refuses to accept defeat and goes on to attain what he wants. • Maintain a long-term relationship with customersNeed to view each sale as a stepping stone towards earning the goodwill of their customers.• Having a friendly personality• Accountable for themselves, their customers and their organization• Sales people need to be receptive and willing to change

Attitude

Attitude of salespeople determines the altitude to which they can rise in their career and in an organization.

Always believe

Selling ideas or products to known people involves different dynamics than selling to strangers does

Some Characteristics of Professional Selling• Driven to make it a career• Focus on the long term• Desire to improve to become an expert• Focus on matching vs. telling• Strength in all aspects of the Basic Sales Cycle

The Basic Sales Cycle

• Listening/Observing - Needs Analysis• Analyze/Recommend – Recommendation• Identify/Handle Objections – Preparing the

Close• Ask for the Sale – Closing• Build Follow Up Opportunity –

Repeat/Referral Business

Recommend

Prepare the Close

Close

Repeat/ReferralBusiness

NeedsAnalysis

Eight Qualities of Top Salespeople

1. They are ambitious.2. They are courageous.3. They are committed.4. They see themselves more as consultants than as salespeople.5. They are prepared.6. They engage in continuous learning.7. They have good domain knowledge8. They have good attitude

Forbidden Phrases

“WHY DO YOU NEED TO KNOW?”

“NO.”

“YOU’RE WRONG.”

“WE’VE NEVER DONE IT THAT WAY.”

“YOU’LL HAVE TO.”

“THAT’S NOT MY JOB.”

“THAT’S AGAINST COMPANY POLICY.”

“I DON’T KNOW.”

Why are some salespeople so successful?• 80% of Sales success is psychological.

• Top salespeople are OPTIMISTS.

• They have a positive mental attitude.

• 20% of the salespeople make 80% of the sales and 80% of the commissions

• 10% of salespeople open 80% of new accounts (“hunters”)• The top 10% of sales professionals today earn 5X, 10X, 15X and

even 20X the average of the other 80%-90%.

The Three Most Common Sales Mistakes

• Not listening to the buyer• Not asking for the order• Forgetting to sell existing customers

Hooray! I Made the Sale!

Question Time

THANK YOU