1. BEFORE
THE CALL
• Research
• Plan
• Enthusiasm – (manage your state of mind, be
positive & confident)
• Prepare for the kill (sales call)!
A smart salesperson listens to emotions not facts - anonym
3. WORK IN YOUR GROUPS & IDENTIFY
THE SOURCES THAT CAN HELP YOU
TO MAKE YOUR SALES FUNNEL/LEADS
For example:
• Existing customer records
• News paper
• -----?
• -----?
• -----?
• -----?
• -----?
• -----?
Salesperson's attitude can make it or break it!
4. TERRITORY &
TIME MANAGEMENT
• Making practical call plans
• Balance between your prospection, maintenance
& networking calls
• Organizing routine admin work
• Delegating sales errands
• Using ‘Sales Funnel’ to make up lost sales
You don't close a sale, you open a relationship... P Fripp
5. WHAT WE’LL BE COVERING
TOMORROW?
1. Recap what we did today
2. Share our experience on how we applied ourselves over the week
3. Daily/Weekly/Monthly Call Plans
4. Sales Processes
5. Stages of a sales call
6. Questioning techniques of SPIN model
HAPPY SELLING!
Little improvement make a great difference in the long term
6. WELCOME TO day 2
‘ EssEnTiaL sELLing skiLLs’
Picture from http://www.referenceforbusiness.com/encyclopedia/Per-Pro/Personal-Selling.html
7. • RECaP On day 1
• sHaRE yOUR EXPERiEnCE OF
aPPLiCaTiOn OF day 1 iF any
8. WHAT WE’LL BE COVERING
TODAY?
1. Daily/Weekly/Monthly Call Plans
2. Stages of a sales call
3. Questioning techniques of SPIN model
Nobody counts the number of ads you run; they just remember the impression you make.
-William Bernbach
11. BEFORE THE CALL
•RESEARCH How to research?
•PLAN How to make ‘Perpetual Call Plans’?
• Enthusiasm – (manage your state of mind, be positive & confident)
12. TERRITORY &
TIME MANAGEMENT
• Making practical call plans
• Balance between your prospection, maintenance
& networking calls
• Organizing routine admin work
• Delegating sales errands
• Using ‘Sales Funnel’ to make up lost sales
14. SALES TO INDIVIDUALS
& CORPORATES
CORPORATE SALES
1. Research
SALES INTERVIEW
2. Analyze A O
1. Greetings.
I I
3. Confirmation
2. Warm-up.
4. Requirement
1. Qualification. D D
5. Specification
2. Presentation. A O
6. Solution
5. Close.
7. Close
SALES TO INDIVIDUAL
15.
16. THE 4 STAGES OF A
CORPORATE CALL
Opening
Opening
Investigating
Investigating
(Most important stage –– discover, explore, clarify, understand)
(Most important stage discover, explore, clarify, understand)
Demonstrating Capability
Demonstrating Capability
Obtaining Commitment
Obtaining Commitment
17. THE 4 STAGES OF A
CORPORATE CALL
1. Opening
Getting Started
Getting Started
Positioning yourself to ask
Positioning yourself to ask
questions
questions
18. OPENING
Establish a buyer centred purpose.
The purpose of the opening is to gain the buyers
agreement for you to ask questions.
Be flexible depending on factors such as, time , who
called for the meeting , how well you know the
customer?
“Can I ask you some questions so I understand your need/s better; that way I
will be able to help you better?”
19. THE 4 STAGES OF A
CORPORATE CALL
Opening Getting Started
Positioning yourself to
II
2. nvestigating
2. nvestigating
ask question
Demonstrating
Asking the right question
Asking the right question
Capability
Identifying and
Identifying and
Obtaining understanding the buyers
understanding the buyers
Commitment needs & concerns
needs & concerns
20. inVEsTigaTin
g
This is the most important stage of the sales call
When we use SPIN® you will see how effective is this
time/territory tested selling style
SPIN® will be used in the investigation stage to uncover,
clarify and develop the customers needs
“If there was a breakdown of 24 hours how much production
you would loose in terms of dirhams?”
21. THE ART OF
ACTIVE LISTENING
“Most sales people listen not with
the intent to understand, but with
the intent to reply”
22. LISTENING
1. Do you do all the talking in a sales call?
2. Do you interrupt clients?
3. Do you take notes when you are in a conversation?
4. Do you make eye contact with the speaker?
5. Do you smile?
6. Do you repeat/paraphrase from time to time what is being said?
7. Do you begin to solve the problem without probing deeper or waiting for
the customer to finish speaking?
23. SUCCESSFUL
SALES PEOPLE
Uses one set of
Uncover
Uses one set of
questions
questions
Implied Needs
Another set of
Another set of
questions or
questions or
statements to develop
statements to develop
the implied needs
the implied needs
Uncover
Explicit
Matches Orient
Matches Orient
Travel’s
Travel’s
Needs
solution, to customer
solution, to customer
needs
needs
Explicit needs = Benefits
24. TO SELL
BETTER WE NEED
• Ask question to identify needs
•DO NOT offer solution
immediately!
• Explore
• Demonstrate capability
• Deliver right - begin to build a foundation
• Strengthen & manage relationship
25. FIRE UP THE NEED
Need
Need
Need
Need
Solution Solution
Weak Implied
Need
Strong & Explicit
Need
26. FIRE UP THE NEED
II want you
want you
to take
to take
Now that
Now that
you have
you have some action
some action
mentioned
mentioned
Well, if I I
Well, if it ....yes it
it ....yes it
could ....
could .... does seem
does seem and resolve
and resolve
There is
There is like a
It will like a
no
no It will problem...
help me problem...
problem
problem help me this
this
Explicit needs
Explicit needs
Implied needs
Implied needs
You have now identified aa
You have now identified
Customers dissatisfaction
Customers dissatisfaction strong want /desire
strong want /desire
27. THE 4 STAGES OF A CALL
3. Demonstrating
Capability
Showing how you can help
Obtaining F.A.B
Obtaining
Commitment
Commitment
28. DEMONSTRATING
CAPABILITY
The customer wonder’s
Sales executiveOffers
Sales Executive
offers a FEATURE
a FEATURE
executive how much it will cost him?
The chances of him objecting
Sales executive to the advantage are high
offers Executive Offers
Sales
Sales executive
an ADVANTAGE
an ADVANTAGE especially since there
offers were no questions asked
Sales executive The customer agrees
The customer agrees
since the Sales Executive gave
since the Sales Executive gave
links it into the information that was linked
the information that was linked
a BENEFITS to the benefit to the customer
to the benefit to the customer
Hinweis der Redaktion
A smart salesperson listens to emotions not facts. -Unknown
Sales are contingent upon the attitude of the salesman, not the attitude of the prospect. -William Clement Stone
You don’t close a sale, you open a relationship if you want to build a long-term, successful enterprise. -Patricia Fripp
Show video 7 & 8 before you discuss this slide
Show video 7 & 8 before you discuss this slide
AIDA (Individual selling) = A /Attention, I /Interest, D /Demonstrate & A /Action (emphasis is on closing the sale & looking for new/another customer!) OIDO (Corporate selling) = O/Opening, I/Investigating, D/Demonstrating Capability & O/Obtaining commitment – emphasis is on starting a relationship that is mutually beneficial.
Make every one talk about each other Ensure that every one claps and encourages each other Lets make a habit of appreciation each other – try to appreciate something in your partner to your right Ask the question —Why did we do the introduction differently? I could have asked you to speak about yourself Its great to hear about you from others We spend more time with our colleagues on a daily basis – work hours Vs 24 hrs! ( Shouldn’t we enjoy our work ) Its nice to know their likes and dislikes Why did we draw their faces— its to have some fun (Why is fun important?)
For every ‘yes’ give yourself 5 points For every ‘no’ give yourself 10 points! Add up your score and see where you stand in context to making a positive impression with the customer. Remember we are like mirrors – when we listen to our customers, they too respond by listening to us.
