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Super
Selling Skills

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Agenda:
 Introduction, expectations & norms
 Selling and salespeople?
 The steps of sales process…
 Why do people buy something?
 AIDA, persuasion & subtle selling

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Introduction
 What’s your name?
 Where are you from?
 What do you do?
 What would you like?
 What do you want to do today?

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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.

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Define Selling?

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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

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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.

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Qualities of Top Sales People
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The of Salespeople
Ambitious
Brave
Committed
Disciplined
Empathetic
Focused
Gentle
Honest
Intelligent
Movers
Nice-guys
Optimistic
Prepared
Resourceful
Skilled
Tenacious
Willing

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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

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1. Action, belief, commitment & drive
2. Ethics, empathy & focus on purpose
3. Hard work, honesty & impeccable
communication skills
4. Knack, listening, optimism & planning
5. Responsibility & welfare
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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)…

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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…

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Selling P’s
 Purpose
 Prospect
 Preparation
 Planning
 Process
 Proceeding
 Perpetuity

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The Stages in Sales
 Before the Sales: Prospecting & planning
 During the Sales Call: Purposeful process
 After Sales: Service after the job’s done

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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.

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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

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- 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 …

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Closing the sale
 Let’s do it…
 All yours…
 Here you go!

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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.

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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?”

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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

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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.

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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
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Beyond Customer Service, 1992.
100%

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A Formula for
Selling Success

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Attention via Attraction
Interest by Information
Decision out of Desire
Action for Achievement

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30 seconds advertisement
Us AIDA to:
 Introduce (sell) yourself or
 Sell anything you want to…

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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!

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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.

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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..

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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…

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“Selling is 15% knowledge and skill
and 85% attitude, values and
emotional control”
Ron Willington, international sales trainer

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 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!

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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…

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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.

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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.

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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!

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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!

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