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Selling Skills
Meet Mr. SalesCoach! Look out for his Success Tips through  Selling Skills
How Are You Doing It?
Stakeholders Customers YOU Organization
Benefits To You ,[object Object],[object Object],[object Object],[object Object],[object Object]
Benefits To Customer ,[object Object],[object Object],[object Object],[object Object],[object Object]
Benefits To Organization ,[object Object],[object Object],[object Object],[object Object],[object Object]
PAMPECS  – Key To Success ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],PAMPECS  gives you Easier Sales,
Sales Process Chart Approach Prospecting Meeting Elaborate Closing Generate Referrals   Servicing Objection Handling Introduction Probing
Approach Prospecting Meeting Elaborate Closing Generate Referrals   Servicing Objection Handling Introduction Probing Sales Process Chart
[object Object],[object Object],O Opportunity P Proposition P Payment capacity Can’t afford lumpsum payment, looking for affordable means of finance or borrowing to build/ buy homes The proposition can attract adequate finance  Long term borrowing contract hence client would look for relationship than merely a transaction Occupation and the general standard of living. Is he an HNI? What source of income? Nature of income (seasonal – regular etc) NOPP Analysis
Categorizing Prospects Description Category NOPP + General prospects. I will decide later when to meet. 4 NOPP + Prospects whom I will meet in next three weeks 3 NOPP + Prospects whom I will meet in next two weeks 2 NOPP + Prospects whom I will meet in this week itself 1
Categorizing Prospects ,[object Object],[object Object],[object Object],2                 3                 1 CAT 1/2/3/4 Common reference (if any) Approx Total Income Family details   Occupation details Contact Nos Address Name – Age  Sr. NO
Approach Prospecting Meeting Elaborate Closing Generate Referrals   Servicing Objection Handling Introduction Probing Sales Process Chart
Approach Approaching Potential Customers (Will be discussed in Meeting section) Telephone Feel, felt, found LRAC Face to face 4x20 watch Menu Card
Telecalling ,[object Object],[object Object],[object Object],[object Object],[object Object]
Hints for Telecalling ,[object Object],[object Object],[object Object],[object Object],[object Object],Attitude, Voice & Words Tip: Prepare & Practice a Script!!
Hints for Telecalling ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Telephone: Objection Handling ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Role Plays ,[object Object],[object Object],[object Object],[object Object],[object Object]
Approach Prospecting Meeting Elaborate Closing Generate Referrals   Servicing Objection Handling Introduction Probing Sales Process Chart
Meeting Prospect ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Well begun  half done!
Meeting : Techniques ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Attention Grabbers ,[object Object],[object Object],[object Object],[object Object]
Role Plays ,[object Object],[object Object],[object Object],[object Object],[object Object]
Approach Prospecting Meeting Elaborate Closing Generate Referrals   Servicing Objection Handling Introduction Probing Sales Process Chart
Lets Play A Game! ,[object Object],[object Object],[object Object],[object Object],‘ Guess the Hero’
Benefits of Elaboration ,[object Object],[object Object],[object Object],[object Object],[object Object]
Probing Questions Ask and you shall get it! Confirmation Questions:  (to handle objections) e.g. ‘Sir you mentioned that you are looking at fixed interest rates looking at the market, am I right?
Role Plays ,[object Object],[object Object],[object Object],[object Object],[object Object]
Approach Prospecting Meeting Elaborate Closing Generate Referrals   Servicing Objection Handling Services Menu card Probing Sales Process Chart
Why Elaborate ,[object Object],[object Object],[object Object],[object Object],[object Object]
Approach Prospecting Meeting Elaborate Closing Generate Referrals   Servicing Objection Handling Services Menu card Probing Sales Process Chart
What is an Objection? ,[object Object],[object Object],[object Object],[object Object]
Why customers raise Objections? ,[object Object],[object Object],[object Object],[object Object]
Why customers raise Objections? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Different Customers Different Objections
Types of Customers… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Know the customer, know the objection
Technique  ART ACC & ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Product Features  Explanation of the working of the features  (IT DOES) Benefits that the prospect would  derive due to the advantages  (FOR YOU) Advantages Features Benefits Use the FAB language
Approach Prospecting Meeting Elaborate Closing Generate Referrals   Servicing Objection Handling Introduction Probing Sales Process Chart
Global Research… ,[object Object],[object Object],[object Object]
How Many Times Do  I ASK? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Let us say  ABC : Always Be Closing!!
Types of Closes… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Let us say  ABC : Always Be Closing!! List not exhaustive!  Practice before use is necessary!
Hot Button Close ,[object Object],[object Object],[object Object],[object Object]
Objection Close ,[object Object],[object Object],[object Object]
Opinion Close ,[object Object],[object Object],[object Object]
Ben Franklin Close ,[object Object],[object Object],[object Object],[object Object]
Summary Close ,[object Object],[object Object]
Door Knob Close ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
 

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Selling skills

  • 2. Meet Mr. SalesCoach! Look out for his Success Tips through Selling Skills
  • 3. How Are You Doing It?
  • 5.
  • 6.
  • 7.
  • 8.
  • 9. Sales Process Chart Approach Prospecting Meeting Elaborate Closing Generate Referrals Servicing Objection Handling Introduction Probing
  • 10. Approach Prospecting Meeting Elaborate Closing Generate Referrals Servicing Objection Handling Introduction Probing Sales Process Chart
  • 11.
  • 12. Categorizing Prospects Description Category NOPP + General prospects. I will decide later when to meet. 4 NOPP + Prospects whom I will meet in next three weeks 3 NOPP + Prospects whom I will meet in next two weeks 2 NOPP + Prospects whom I will meet in this week itself 1
  • 13.
  • 14. Approach Prospecting Meeting Elaborate Closing Generate Referrals Servicing Objection Handling Introduction Probing Sales Process Chart
  • 15. Approach Approaching Potential Customers (Will be discussed in Meeting section) Telephone Feel, felt, found LRAC Face to face 4x20 watch Menu Card
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  • 21. Approach Prospecting Meeting Elaborate Closing Generate Referrals Servicing Objection Handling Introduction Probing Sales Process Chart
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  • 26. Approach Prospecting Meeting Elaborate Closing Generate Referrals Servicing Objection Handling Introduction Probing Sales Process Chart
  • 27.
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  • 29. Probing Questions Ask and you shall get it! Confirmation Questions: (to handle objections) e.g. ‘Sir you mentioned that you are looking at fixed interest rates looking at the market, am I right?
  • 30.
  • 31. Approach Prospecting Meeting Elaborate Closing Generate Referrals Servicing Objection Handling Services Menu card Probing Sales Process Chart
  • 32.
  • 33. Approach Prospecting Meeting Elaborate Closing Generate Referrals Servicing Objection Handling Services Menu card Probing Sales Process Chart
  • 34.
  • 35.
  • 36.
  • 38.
  • 39.
  • 40. Product Features Explanation of the working of the features (IT DOES) Benefits that the prospect would derive due to the advantages (FOR YOU) Advantages Features Benefits Use the FAB language
  • 41. Approach Prospecting Meeting Elaborate Closing Generate Referrals Servicing Objection Handling Introduction Probing Sales Process Chart
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Hinweis der Redaktion

  1. Use this slide to tell them that we are interested to know what steps they are following currently in the sales process. Trainer to give this situation with just 5 minutes to each participants. Ask them to write down on a separate piece of paper in their note pad and collect these pages. No need to write names. Steps: Collect all the papers. Read randomly the process written down there. Pick up the relevant steps and put them on the white board Mention that these are the current practices followed by all of us. Plot 4/5 such processes and stop. No need to read all of them. Go to next slide with appropriate pitch
  2. Introduce the concept of ‘Stakeholders’ who are going to be benefited by following this approach. Unless it is beneficial to all concerned, it is of no use to follow a process that will benefit to any one or some of them at the cost of other stakeholders. The other stakeholders will try and effect the balance if any imbalance is happening.
  3. Trainer to derive this from participants. You have to design a suitable pitch for this.
  4. Trainer to derive this from participants. You have to design a suitable pitch for this.
  5. Trainer to derive this from participants. You have to design a suitable pitch for this.
  6. There are different views on Objections. Basically these views highlight what is the utility or usefulness of handling objections. Generate the discussion in class on each of these aspects and facilitate the process for class to emphasize meaning and importance of Objections and treating them carefully.
  7. Discus in the class by asking leading questions like ‘Will all raise the same objections?” or “Are all customers behaving the same?” Learning: All the customers are not the same and we need to recognize this in our dealing with this. This means we need to change the way we deal with their objections. Learning 2: Another important learning is all the objections are not the same. There are different types of objections. Bring out these learning and establish the base that we need to know different type of customers as well as different types of objections.