Skill
Why do we need Professional selling skills ?
1
Buyer Seller Relationship Skills
2
Sales Call Planning
This entire sales
process gains
momentum. We win
more business - at
higher margins - while
decreasing sell cycle
time.
3
Questioning Skills
Poor Questioning
leads to
resistance in the
form of Objections
Poor Questioning
doesn't allow
product or
company
differentiation
Poor Questioning
leads to poor
sales strategy
4
5
Gaining Commitment Skills
8
Selling
Need Satisfaction selling Skill
1. Uncover the need
9
Selling
Need Satisfaction selling Skill
1. Uncover the need - Example
10
Selling
Need Satisfaction selling Skill
2. Support the needs with specific benefits
11
Selling
Need Satisfaction selling Skill
3. Closing the sale
Example?
12
Selling
Recap - What is the selling process? Skill
13
Selling
Uncovering customer needs Skill
Tips :-
You can not uncover all the needs of the customer, but you
need a reasonable fix to offer the right product.
14
Selling
Tips :- What is a feature? Skill
15
Selling
Tips :- What is a benefit? Skill
16
Selling
Tips :- How to convert a
Skill
feature to a benefit ?
What is Feature ?
Example:
17
Selling
Tips :- Feature - Advantage or Skill
Disadvantage?
For example –
Try and explain the features which has the relevant benefit
for the particular consumer.
18
Selling
When a customer doesn’t accept a
Skill
benefit …..
19
Selling
Closing a sale Skill
Tips:-
20
Selling
When a customer doesn’t accept a
Skill
closing …..
21