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Selling Techniques
Selling Techniques
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Sales Fundamental

  1. 1. Sales Fundamentals By Everyday Development L.L.C
  2. 2. Module One: Getting Started Welcome to the Sales Fundamentals workshop. Although the definition of a sale is simple enough, the process of turning someone into a buyer can be very complex. This workshop will give participants a basic sales process, plus some basic sales tools, that they can use to seal the deal, no matter what the size of the sale. Before beginning a Hunt, it is wise to ask someone what you are looking for before you begin looking for it. Winnie the Pooh
  3. 3. Workshop Objectives Prepare for a sales opportunity Handle objections Follow up on sales Manage sales data
  4. 4. Module Two: Understanding the Talk In this module, we will be looking at the types of sales, common sales approaches, and common sales terminology. In the modern world of business, it is useless to be a creative original thinker unless you can also sell what you create. David Ogilvie
  5. 5. Types of Sales Person-to-person The Internet E-mail Direct mail Telemarketing
  6. 6. Common Sales Approaches Consultative approach Hard sell Technical sales
  7. 7. Glossary of Common Terms Close/closing Customer relationship management (CRM Qualifying clients Sales funnel
  8. 8. Module Three: Getting Prepared to Make the Call Preparing to make a call begins with learning about your client — specifically, what your client needs and how you can meet those needs. The concept of “I’ll play it by ear” is a guarantee of mediocrity at best. David A. Peoples
  9. 9. Identifying Your Contact Person Networking and referrals Prequalifying process Don’t waste your time chasing contacts that won’t do you any good
  10. 10. Performing a Needs Analysis Information Training FinancingCommunity Personnel
  11. 11. Creating Potential Solutions Identify through asking questions On the spot, if simple Knowledgeable staff Build a good reputation Solution
  12. 12. Module Four: Creative Openings Starting off on the right foot is absolutely essential in sales meetings. Simple things go a long way toward making a good first impression: looking and acting professional, treating clients with courtesy and respect, and coming up with a creative way to introduce yourself and your company. Begin at the beginning and go on till you come to the end: then stop. Lewis Carroll
  13. 13. A Basic Opening for Warm Calls Your general appearance Your facial expression and bearing Your posture Your tone of voice Your nonverbal communications
  14. 14. Warming up Cold Calls A greeting and an introduction A statement about the prospect A statement about the benefits A question that will lead to a dialogue
  15. 15. Using the Referral Opening Their friend found most appealing Be prepared to respond Do some research
  16. 16. Module Five: Making Your Pitch Once you have made it past the opening, it’s time to make your pitch. In preparing your pitch, work on coming up with a clear, persuasive explanation of what your product can do for the client. Be prepared to answer the all-important question that all clients have: What’s in it for me? The key to being a professional salesperson is not to sound like one. Jeffrey Gitomer
  17. 17. Features and Benefits Explicit terms Deal with any objections Save them money “What will it do for me?”
  18. 18. Outlining Your Unique Selling Position Convenience of use Convenience of purchasing Availability of service Need for training to use the product
  19. 19. The Burning Question That Every Customer Wants Answered What’s in it for me? Know the answer.
  20. 20. Module Six: Handling Objections Customers who are not ready to decide on a purchase often come up with objections, statements about what is holding them back. Big shots are only little shots who keep shooting. Christopher Morley
  21. 21. Common Types of Objections They don’t have the money They can’t decide on their own They think they can get a better deal from someone else They’re not sure your product will meet their needs
  22. 22. Basic Strategies A payment plan Get their needs ironed out Emphasize that the product has more benefits than negative aspects
  23. 23. Advanced Strategies When can we get together when you have more time? What other brands are you considering? What additional information would be helpful to you? How much were you thinking of spending?
  24. 24. Module Seven: Sealing the Deal You have worked hard to get your foot in the door, tell customers what your product can do for them, and respond to any objections they might have. Now it’s time to seal the deal. Or is it? A good salesperson needs to know when it’s time to close and how to go about doing it. We were born to succeed, not to fail. Henry David Thoreau
  25. 25. Understanding When It’s Time to Close Confirmation questions Handle objections first “How soon do you need this?” Respect all questions
  26. 26. Powerful Closing Techniques Delivery date Colors Models Quantity
  27. 27. Things to Remember • Respect by salespeople — before, during, and after the closing • Make the experience as positive as possible • Ask what more you can do for the customer
  28. 28. Module Eight: Following Up The closing is not the final stage of a sale. The final stage is following up, which is actually a process that may continue indefinitely. This stage may have two valuable outcomes: referrals and future sales. The deepest craving of human nature is the need to be appreciated. William James
  29. 29. Thank You Notes Interested in building a long-term relationship Shows that you value their business Stand out in a customer’s memory
  30. 30. Resolving Customer Service Issues Get to the heart of the complaint Deal with it quickly Apologize for any problems
  31. 31. Staying in Touch The anniversary of a sale A new product offering A sale or special offer An upgrade to the product you sold
  32. 32. Module Nine: Setting Goals If you want to accomplish anything important in life, you need to have goals. Goals give you something to shoot for. They keep you focused and motivated. They let you know when to celebrate and when to start shooting for something higher. We find no real satisfaction in life without obstacles to conquer and goals to achieve. Maxwell Maltz
  33. 33. The Importance of Sales Goals Goals provide direction Goals should be ambitious but realistic Goals clarify everyone’s role and responsibilities. Goals can be motivational tools
  34. 34. Setting SMART Goals Specific Measurable Achievable Relevant Timed
  35. 35. Module Ten: Managing Your Data Salespeople collect an enormous amount of information during the course of a day: names, phone numbers, e-mail addresses, employers, interests, and more. Managing your data will help you work more efficiently and make it easier to keep track of your clients. If a cluttered desk is the sign of a cluttered mind, what is the significance of a clean desk? Laurence J. Peter
  36. 36. Choosing a System That Works for You •Do not rely on memory •Enter data on a regular basis
  37. 37. Using Computerized Systems Quick easy access Search capabilities Interface with other programs Generate reports
  38. 38. Using Manual Systems Easy to use No special training Inexpensive
  39. 39. Module Eleven: Using a Prospect Board A prospect board is a powerful tool that can help you track prospects and manage your time. It is basically a way of showing where each prospect is in the sales process at any given point in time. Plan your work for today and every day. Then work your plan. Norman Vincent Peale
  40. 40. The Layout of a Prospect Board O (Opportunities) FA (First Appointments) 25% 50% 90% Lead or referrals yet to be called Appointme nt set but prospect has not yet been met Met at least once. 25% chance of closing deal within a month or two 50% chance of closing deal within a month or so 90% chance of closing within one or two weeks
  41. 41. How to Use Your Prospect Board Create a card for each prospect Place the card in the left column Move it to the right as the sales process moves forward Every card should be dated Reviewed on a daily basis
  42. 42. A Day in the Life of Your Board Phone call to a client Meeting with a prospect Email from a client Indication from a client
  43. 43. Module Twelve: Wrapping Up Although this workshop is coming to a close, we hope that your journey to improve your sales skills is just beginning. Please take a moment to review and update your action plan. This will be a key tool to guide your progress in the days, weeks, months, and years to come. We wish you the best of luck on the rest of your travels! I know of no more encouraging fact than the unquestioned ability of a man to elevate his life by conscious endeavor. Henry David Thoreau
  44. 44. Words from the Wise • If you think you can, or if you think you can’t, you’re right either way. Henry Ford • By working faithfully eight hours a day you may eventually get to be boss and work twelve hours a day Robert Frost • Every day I get up and look at the Forbes list of the richest people in America. If I’m not there, I go to work. Robert Orben