1. Selling Skills
June 2014
Farooq Ahmed

2. The Sales Process
 Building Rapport
 Qualification
 Presenting a Solution (Products and Services, Features,
Personalized Benefits)
 Overcoming Objections
 Closing

4. 7 Ways to Build Rapport

Be Genuine – Be yourself and don't try to be phony and
salesperson like

Be warm and friendly – It sets customers at ease

Show interest – The more interested you appear the
more willing customers will be to share their needs

Don't seem too needy – It is always counter-productive

Give genuine compliments – People are not idiots

Calibrate the rapport – Not too much not too little

Respect the culture – Don't be blind to customers'
values, culture

5. Qualification

Ask probing questions – 5W questions

Use 20/80 rule – 20% talking, 80% listening

Qualification has both human and business aspects

The process should begin with the human aspects
questions

Then questions should smoothly transition to the
business mode

6. Solutions

Listen for clues during the qualification process on how
you can recommend a product that best meet the
customer's needs

Once you have identified your product that meets the
customer's needs listen for clues about which features of
the product will benefit the customer most effectively

Knowing your products and services is part of the
solutions process

Focus on personalized benefits, instead of reciting the
whole laundry list

7. Objections
Types of Objections

Misunderstanding due to too much information or too
little

Doubts about the value of the product or the company

Alternative product may be a better choice

8. Overcoming Objections
Types of Objections

Clarify the information and if needed provide more
specific details about the product

Reassure the customer, mention personal experience if
you have any, offer third party proof

Determine alternative product is better or not, if not
demonstrate the value of your solution

9. Close
Closing the sale is like hitting the iron when it is hot
Is this the right product for you?
When do you want it delivered?
What color, size, design would you like?
The promotion is only available for a limited time.

10. Finally
Selling is like golf it looks easy but it is not. It takes a lot of
skill, passion, patience and flair. Just like in sports, be
yourself, give it you hundred percent and don't worry
about winning or losing, you will eventually be a winner.