The “SuperSellingSkills" program is an experiential interaction with Zaheer Qazi on Life, Persuasion, Branding, Selling and Customer Care. As we know, selling is not a skill exclusively for sales professionals and every one of us is a salesperson in one way or the other, we need to improve our persuasive communication, prospecting, planning, and presenting skills for our relationships and life.
2. Free Powerpoint Templates
Page 2DIVINE
Agenda:
Introduction, expectations & norms
Selling and salespeople?
The steps of sales process…
Why do people buy something?
AIDA, persuasion & subtle selling
3. Free Powerpoint Templates
Page 3DIVINE
Introduction
What’s your name?
Where are you from?
What do you do?
What would you like?
What do you want to do today?
4. Free Powerpoint Templates
Page 4DIVINE
to learn something new, to share
what we believe and to sharpen
the skills, abilities & behavior in
selling in order to sell better &
improve professionalism.
6. Free Powerpoint Templates
Page 6DIVINE
Selling: myth & realities
Sellers are great talkers
o Selling is 80% listening and empathizing
Sellers can sell anything to anyone
o Sell only to qualified people, only what’s
good for them
Selling is lying, deceiving & winning
buyers
o Selling is consultation, persuasion,
honesty and a win-win for both
7. Free Powerpoint Templates
Page 7DIVINE
So what’s selling?
Selling is the act of persuading another
person through a process of inducing &
assisting
Selling is the art of persuading the
consumer that buying the product or
service will benefit him or her.
Simply putting it selling is the art of
closing the deal.
10. Free Powerpoint Templates
Page 10DIVINE
Traits of a Successful Salesperson
They:
1. Believe, have confidence and passion
2. Are intelligent, prepared and dynamic
3. Pay attention: listen actively & keenly
4. Please, empathise and advise honestly
5. Persevere: keep following up
6. Respond to rejections and transform
problems into opportunities ethically
https://www.youtube.com/watch?v=pnqAkQo3zfI
13. Free Powerpoint Templates
Page 13DIVINE
The 7 Steps Process
1. Prospect: know yourself, your product &
your customers, find the match; not
everyone will buy everything…
2. Approach: get in touch, first impression,
build rapport and trust.
3. Interview: analyse needs, match the
features (product) with the customer’s
needs (benefits)…
14. Free Powerpoint Templates
Page 14DIVINE
The 7 Steps Process
4. Propose: consult, suggest, propose &
achieve win-win
5. Demonstrate: create a picture of product or
service solving their problem
6. Negotiate: price doesn’t matter if the
product fits, ask for what you want after
you’ve given what they wanted
7. Support: close the sales and don’t leave
them after the sales, follow up, build
loyalty & relationship…
16. Free Powerpoint Templates
Page 16DIVINE
The Stages in Sales
Before the Sales: Prospecting & planning
During the Sales Call: Purposeful process
After Sales: Service after the job’s done
17. Free Powerpoint Templates
Page 17DIVINE
Before the Sale:
Prospecting the customers
Planning and setting SMART goals
Preparation; questions, objections etc
Building Rapport:
- Project competence, confidence & interest
- Offer service being responsive to needs.
- Fulfill promises promptly being courteous
and professional.
18. Free Powerpoint Templates
Page 18DIVINE
During the Sales Call
Approach & make a good first impression
Build rapport; connect before selling
Presentation; no, yes, or, & WH questions
Watch for the positive cues and responses
Follow the process purposefully and sell
the way you’d like to buy
Close the sales; make sure they get the
maximum benefits & advantages
with the minimum risks
19. Free Powerpoint Templates
Page 19DIVINE
- Yes, I like your product …
- I think I could use it …
- It sounds good to me …
- Who else is using it …
- I may need to order 100
packs.
- How about delivery.
- It’s easy to apply.
- Do I have to decide at once.
- How much does it cost …
21. Free Powerpoint Templates
Page 21DIVINE
Art of closing a sale
Prospect, present, close the sale, deliver
the promise or more, follow up
Professionally using their desire of
owning the benefits of your product, then
blending your sincere desire to serve in
helping them make a decision that’s truly
good for them!
Don’t copy, make your own style of
closing a sale, however you do that.
22. Free Powerpoint Templates
Page 22DIVINE
Types of closes
1- Direct close: “How many packs do you need this month?”
2- Either /or close: “Do you want the red or blue one?”
3- Step-by-step close: Help the customer to decide.
4- Summery close: Review by summery the accepted
benefits only… (Don’t add anything new)
5- Incentive close: “Order now and get additional discount”
6-Test closing: “How do you feel about owning this?”
23. Free Powerpoint Templates
Page 23DIVINE
Know (before closing) that:
- the prospect completely understood the offer
- the real buying motive was found & attended
- that they have confidence in you, the company &
the product
- it is the right time, they get the maximum benefit,
it’s a win-win & they have the authority to buy
24. Free Powerpoint Templates
Page 24DIVINE
Post Sale
Service, service, service.
Know your company’s ability
Don’t ever oversell
Follow up; solve more problems to
strengthen relationship, if they’re feeling
good ask for active referrals
Thank creatively and visit after product/
service delivery.
25. Free Powerpoint Templates
Page 25DIVINE
Why Do They Stop Being Customers?
1% Die
3% Move Away
5% Seek alternatives
9% Go to the competition
14% Dissatisfied with product/service
68% leave upset with the
treatment they receive
25
Beyond Customer Service, 1992.
100%
29. Free Powerpoint Templates
Page 29DIVINE
30 seconds advertisement
Us AIDA to:
Introduce (sell) yourself or
Sell anything you want to…
30. Free Powerpoint Templates
Page 30DIVINE
Reasons they don’t buy
They are afraid of you and of being sold, being
lied to or cheated
o Don’t sell, advise! They should like you, trust
you, and want to listen to you. Be
They are afraid of making a mistake, buying
something wrong.
o Help them buy what right for them
They’re afraid of debt or think they don’t
afford it.
o Perceived value, feeling value!
31. Free Powerpoint Templates
Page 31DIVINE
Reasons they don’t buy
They fear losing face;
o Never talk down, belittle anyone.
Empathise with them. Put
They fear out of prejudice; they’re poison
from third party
o My father didn't do it and so didn’t my
grandfather. They actually asked me not
to do that.
32. Free Powerpoint Templates
Page 32DIVINE
Reasons they don’t buy
They fear your words; positive or
negative. Eight words: cost, price, down-
payment, monthly payment, contract, buy,
sell or sold, deal, sign it,
o Investment, amount, initial investment,
paperwork, form, own, get it, acquire,
opportunity, transaction, ok or approve
it, authorize or endorse it..
33. Free Powerpoint Templates
Page 33DIVINE
Buying Reasons
Survival and security
o We must… I have to… lest factor…
Pleasure, ease and companionship
o Let’s… This is for you!
Authority and ownership
o I can and I will. It’s mine!
People just buy for they afford it…
34. Free Powerpoint Templates
Page 34
“Selling is 15% knowledge and skill
and 85% attitude, values and
emotional control”
Ron Willington, international sales trainer
35. Free Powerpoint Templates
Page 35DIVINE
Your sales process to their purchasing assistance
Their needs to their buying motives (satisfaction)
Products’ features to their benefits (wiifm)
Let them buy for their own reasons!
36. Free Powerpoint Templates
Page 36DIVINE
Buying Reasons
Survival and security
o We must… I have to… lest factor…
Pleasure, ease and companionship
o Let’s… This is for you!
Authority and ownership
o I can and I will. It’s mine!
People just buy for they…
want to…
37. Free Powerpoint Templates
Page 37DIVINE
Super Successful Selling
1- The successful salesperson is not a “Good” or “Fast
talker” the opposite is true – he is a good listener.
2- The good salesperson does not sell to “anybody”; he first
finds and qualifies the right prospect.
3- The good salesperson does not go into a call “blindfold";
he is carefully prepares the call by setting objectives and
planning his strategy.
4- The good salesperson looks for dialogue right from the
start and therefore begins with an approach and
question.
5- The good salesperson does not present the product or
services until he has learnt what the prospect’s needs
and buying motives are.
38. Free Powerpoint Templates
Page 38DIVINE
Super Successful Selling
6- The good salesperson presents only those features and
benefits of his product or services that relate to the prospect’s
needs.
7- If the prospect raises an" objection” the good salesperson does
not view it as resistance but rather as an opportunity to
respond to the prospect’s needs in more detail. If it is a real
concern, he accepts it, deals with real concerns, satisfies the
customer’s need, responds by picking up on anything
positive.
8- The successful salesperson tries to close whenever he hears a
buying signals indicating that the prospect could be ready to
buy.
9- The good salesperson knows that the post call review is
already the start of the next call.
10- All in all, the professional sales person’s goal is not to sell,
but to help his prospect buy and to arrive together with him
at a Win-Win situation.
39. Free Powerpoint Templates
Page 39DIVINE
You cannot…
Teach: but if you just help and let them learn
Lead: just let them follow your leadership
Speak: let them listen to you
Impress: just express yourself honestly
Give: unless they want to receive
it…
Sell: except you let them
buy; for their own reason
and their own way!
40. Free Powerpoint Templates
Page 40DIVINE
Keys to Continuous Learning
Read, watch and listen to material about
selling daily and take all the training you
can get
Practice what you know; you learn more
by doing than talking or thinking about it
Nothing has been proved about anything!