Biggest mistakes of sales professionals - webinar.pptx
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Sales people tend to commit lot of mistakes in their jobs. This PPT highlights some of the major ones they commit. Will be useful to all levels of sales professionals and their managers
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Sales training
This document provides information on sales techniques for professionals. It discusses the importance of appearance, manners, attitude, knowing your product, and providing good customer service. It also covers understanding customers, knowing yourself, and using the AIDA model of gaining attention, interest, desire, and action. The document outlines how to make effective telephone calls and handle common objections by showing understanding, clarifying objections, answering questions, and doing trial closes. Overall it provides guidance to salespeople on qualities, customer interactions, selling approaches, telephone skills, and objection handling.
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The document discusses various sales presentation methods and strategies for overcoming objections in the sales process. It describes memorized, formula, and need-satisfaction presentation styles, as well as the problem-solution approach for complex sales. Key elements of effective presentations are outlined, including features/advantages/benefits, proof statements, visual aids, participation, and handling objections and interruptions. Common objections like price, budget, and product comparisons are addressed.
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This document provides information on sales techniques for professionals. It discusses the importance of appearance, manners, attitude, knowing your product, and providing good customer service. It also covers understanding customers, knowing yourself, and using the AIDA model of gaining attention, interest, desire, and action. The document outlines how to make effective telephone calls and handle common objections by showing understanding, clarifying objections, answering questions, and doing trial closes. Overall it provides guidance to salespeople on qualities, customer interactions, selling approaches, telephone skills, and objection handling.
New Sales Simplified
Sales manager should be perceived as someone who could bring value and help solve business issues. If you cannot improve the client’s condition, then you should stop taking the client’s money.
Marketing..The Ultimate Sales Building Tool
Effective marketing focuses on attracting potential customers and building relationships rather than direct selling. It involves developing a niche, positioning yourself as an expert through education-based marketing, and implementing a multi-pronged lead generation system using tools like free reports, referrals, social media and newsletters. Consistent follow-up is also important, with most sales occurring after multiple contacts. An organized marketing plan with goals and metrics will help improve sales over time.
Sales Blunders Web 2.0 PPT.ppsx
This document outlines 10 common sales blunders and how to avoid them. The sales blunders include listening less and talking more, depending on a single contact, failing to provide new insights, wasting time with the wrong contacts, showcasing personality over substance, not properly warming up cold calls, aiming only to close deals without developing relationships, waiting passively to be engaged by customers, selling alone without consulting others, and arguing with potential customers instead of handling objections smoothly. The document provides strategies for avoiding each blunder such as focusing on listening more than talking, developing multiple decision-maker relationships, providing solutions and insights, properly qualifying contacts, establishing trust and credibility, warmly engaging prospects, taking a customer-focused advisory approach, gathering
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A sales blunder is a significant mistake or misstep made during the sales process that negatively impacts the outcome or success of a sales interaction. In this slide we are discussing about what are the major sales blunders that sales people make and how to avoid these
Sales Training: Always Be Closing
The document discusses various sales presentation methods and strategies for overcoming objections in the sales process. It describes memorized, formula, and need-satisfaction presentation styles, as well as the problem-solution approach for complex sales. Key elements of effective presentations are outlined, including features/advantages/benefits, proof statements, visual aids, participation, and handling objections and interruptions. Common objections like price, budget, and product comparisons are addressed.
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"Sales - The new need of Life" represents my seniors experience. Many literature on sales are also used in our day to day experience, though its theoritical but its practical too and may lead to success if implemented accurately.
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This document provides information on igniting sales teams. It discusses the importance of sales teams in generating revenue and keeping business running. It also discusses various aspects of effective sales management like organizing the sales force, designing sales territories, understanding customer needs, motivating the sales team, and best practices for sales managers. Some of the challenges highlighted for keeping sales momentum include improving sales, recognizing leadership/staff gaps, and hiring quality people.
Understanding the seller
the slide show includes the key techniques to be a successful sales person, the things buyers should keep in mind before buying something
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This document summarizes key issues facing sales and marketing based on a survey of over 2,600 companies. It finds that many companies lack a clearly defined consultative sales process or don't follow the process they have. As a result, salespeople struggle to balance their time effectively and often give up too easily on prospects. The document recommends developing a formal, step-by-step sales process tailored to the company's products and customers. It also stresses the importance of implementing the process, involving customers in its development, identifying best practices from top performers, and providing competency development and ongoing monitoring to ensure the process works as intended.
Closing the sale
This chapter aims to provide an understanding of closing sales and techniques for doing so successfully. It discusses concepts like obtaining agreement from the customer, timing the close based on customer readiness, looking for buying signals, and performing a trial close. It also covers general rules, specialized closing methods, and how to close in different contexts like business-to-business and retail. The document emphasizes maintaining a positive attitude after failed closes and preparing for future interactions. It stresses that success requires training, experience, and possessing mental characteristics like honesty, responsibility, courage, and enthusiasm.
Gaining Commitment & Closing
1. Gaining commitment from buyers is an important part of the sales process. Salespeople should not rely solely on buyers to initiate the purchase and should actively seek commitment.
2. There are various techniques for gaining commitment such as trial closes, direct requests, benefit summaries, and probing methods to understand any hesitations. It is important to avoid coming across as too aggressive.
3. If commitment is obtained, the salesperson should have no surprises, confirm the choice, get the signature, show appreciation, and cultivate the relationship for future sales. If not obtained, the salesperson should discover the cause and maintain a positive perspective for future opportunities.
Presentation Sales Vs Marketing Edit Emm
The document discusses best practices for integrating sales and marketing. It defines sales as the process of listening to customers, determining needs, addressing objections, asking for orders, and closing deals. Marketing is defined as positioning a firm to ask for or be asked for business. The document recommends balancing sales and marketing based on the customer lifecycle and product type. It also provides tips for common marketing resources and levels needed. Best practices discussed include segmentation, differentiation, and implementation in marketing as well as tracking sales metrics.
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This document provides guidance on sales and marketing for district representatives in KMM Afrik. It defines marketing and outlines the components of an effective marketing executive, including establishing objectives, trust, empathy, credibility and customer needs. It introduces the S.P.I.N. method for presenting problems to customers and justifying solutions. The document also discusses treating customers fairly and the key principles involved. Representatives are advised to ask probing questions to uncover customer problems, implications and needs in order to position solutions effectively.
Marketing techniques & selling techniques
Marketing focuses on satisfying customer needs while selling focuses on converting products into cash. The two basic functions of business are marketing and innovation. The goal of marketing is to understand customers so well that the product sells itself. Marketing techniques include researching customers, observing the market environment, designing products to meet customer needs, ensuring an efficient customer experience, developing communications, investing in employees, maintaining facilities, setting prices strategically, and having a marketing plan. Selling involves meeting with customers when they are ready to buy and focusing on solving their problems and meeting their needs.
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Today’s Market
Today's marketplace has changed dramatically. Buyers are more cautious and sophisticated.
The environment is competitive, challenging and constantly shifting
To grow and compete you need a new set of sales strategies and a new approach to growth.
In this high-energy workshop, we discover how to turn uncertainty into your competitive advantage. You will learn how to stay razor-like focused while remaining highly flexible, so you are prepared no matter what this marketplace does.
Sales Challenges
• Selling On-Line and Face 2 Face
• Failing to CLOSE Deals
• Inability to communicate VALUE to Buyers
• Hearing TIO - ‘think it over’ - all too often when you ask for the business
• Handling the Price Objection
Sales Modules
1. Understanding this VUCA world
2. Selling Face 2 Face
3. Prospecting & Cold Calling
4. Getting Qualified Appointments
5. Effective Telephone Techniques
6. Engaging the KDMs
7. Control with Questions and Active Listening
8. Open Questions to find the “PAIN”
9. Cross Sell & Up Sell
10. The Objection Handling System
11. Power Closes of a Champion
12. How to Motivate your way out of a Slump
13. Selling On Value and not Price
Michael Farrington - Staying Relevant in Marketing
Our objective as marketers hasn’t changed despite the world changing around us. We remain in the business of changing human behavior — helping customers choose our companies, our products, and our brands (and NOT our competitors). The challenge? Our customers are engaging us later and later in the sales process, our customers know MORE about us than we know about our customers, and our marketing mix continues to get more and more complex. As marketing leaders, we will quickly become irrelevant if we don’t act now and understand how our customers are making decisions, why they’ve made those decisions, and where to place our limited marketing investments. Mike will share how he’s driving this shift within a $1 billion publicly-traded, medical technology company, including the process, tools, and insights to make that change happen at your organization.
Avention 12 tipsfinal
This document provides 12 tips to help B2B sales teams prepare for success:
1) Focus on getting to know prospects as individuals to build relationships;
2) Listen to prospects to understand their problems and needs in order to add value;
3) Explain how your product or service will help prospects do their jobs better and achieve their goals;
4) Clearly tie your product or service benefits to specific business goals of prospects.
Perfect Selling
IN THIS SUMMARY
A successful sales call takes talent and effort. Marketing, sales strategy, preparation, technical expertise, business knowledge, keeping pace with technology, fast access to accurate information, drive, and the ability to tap into all available company resources are all critical factors for success. In Perfect Selling, Linda Richardson presents a five step plan for success and suggests that nothing can have a greater impact on increasing sales results than improving what happens when a salesperson and customer are “in the moment” during the sales call. Throughout her book, she explores the five steps in great detail that will serve as a road map for all future sales calls.
SUBSCRIBE TODAY
http://www.bizsum.com/summaries/perfect-selling
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This document outlines Powerup Digital Marketing Challenge 2020 which aims to help entrepreneurs, side hustlers, and business owners create a profitable online presence through affordable and simple digital marketing systems and guides. It discusses creating buyer personas and customer avatars to better understand ideal customers. The challenge is to create and refine a customer avatar by defining the customer's problems and how the business solves them, as well as how the customer buys. Feedback on avatars will be provided in the Facebook group.
Sales and marketing strategies
This document discusses sales and marketing strategies, including the differences between sales and marketing, vendor and supplier management, building customer relationships, and identifying customer needs. Some key points are:
- Sales is focused on short-term goals like closing a deal, while marketing has long-term goals around brand awareness.
- Vendor management involves setting goals, selecting, and managing third-party suppliers to meet quality, cost, and satisfaction targets.
- Building strong customer relationships requires understanding their needs, adding value without expectation of immediate returns, and communicating sincerely and empathetically.
- Identifying customer needs through effective communication and feedback allows tailoring products and services to attract more customers long-term.
Strategic selling process
The document discusses various topics related to sales and business management. It provides guidance on developing customer relationships, understanding customer needs, selecting target customers, managing sales targets and time, and retaining existing customers. Some of the key points include selecting high-value customers according to volume, profitability, and strategic fit; understanding customer decision factors and pain points to develop offers; focusing time on high-priority accounts while maintaining relationships with others; and ensuring customer satisfaction to support retention and expansion. The overall message is on developing a strategic and customer-centric approach to sales.
7 steps to successful sales
The seven steps to successful sales are: 1) Introduce yourself and listen to understand the customer's needs, 2) Explain why the offer is important to the customer, 3) Get confirmation on the solution and details, 4) Demonstrate credibility and why the customer can trust you, 5) Explain what needs to be done and the costs, 6) Schedule next steps such as follow ups, and 7) Periodically ask for the sale. A successful salesperson focuses on the customer's priorities and gains their involvement throughout the process.
So you want to be customer centric?
This is a Futurelab Action Guide I wrote up on the topic of customer centricity.
Before you criticise the small fonts: it's designed for use on a small/computer screen only :-)
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the slide show includes the key techniques to be a successful sales person, the things buyers should keep in mind before buying something
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This document summarizes key issues facing sales and marketing based on a survey of over 2,600 companies. It finds that many companies lack a clearly defined consultative sales process or don't follow the process they have. As a result, salespeople struggle to balance their time effectively and often give up too easily on prospects. The document recommends developing a formal, step-by-step sales process tailored to the company's products and customers. It also stresses the importance of implementing the process, involving customers in its development, identifying best practices from top performers, and providing competency development and ongoing monitoring to ensure the process works as intended.
Closing the sale
This chapter aims to provide an understanding of closing sales and techniques for doing so successfully. It discusses concepts like obtaining agreement from the customer, timing the close based on customer readiness, looking for buying signals, and performing a trial close. It also covers general rules, specialized closing methods, and how to close in different contexts like business-to-business and retail. The document emphasizes maintaining a positive attitude after failed closes and preparing for future interactions. It stresses that success requires training, experience, and possessing mental characteristics like honesty, responsibility, courage, and enthusiasm.
Gaining Commitment & Closing
1. Gaining commitment from buyers is an important part of the sales process. Salespeople should not rely solely on buyers to initiate the purchase and should actively seek commitment.
2. There are various techniques for gaining commitment such as trial closes, direct requests, benefit summaries, and probing methods to understand any hesitations. It is important to avoid coming across as too aggressive.
3. If commitment is obtained, the salesperson should have no surprises, confirm the choice, get the signature, show appreciation, and cultivate the relationship for future sales. If not obtained, the salesperson should discover the cause and maintain a positive perspective for future opportunities.
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The document discusses best practices for integrating sales and marketing. It defines sales as the process of listening to customers, determining needs, addressing objections, asking for orders, and closing deals. Marketing is defined as positioning a firm to ask for or be asked for business. The document recommends balancing sales and marketing based on the customer lifecycle and product type. It also provides tips for common marketing resources and levels needed. Best practices discussed include segmentation, differentiation, and implementation in marketing as well as tracking sales metrics.
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This document provides guidance on sales and marketing for district representatives in KMM Afrik. It defines marketing and outlines the components of an effective marketing executive, including establishing objectives, trust, empathy, credibility and customer needs. It introduces the S.P.I.N. method for presenting problems to customers and justifying solutions. The document also discusses treating customers fairly and the key principles involved. Representatives are advised to ask probing questions to uncover customer problems, implications and needs in order to position solutions effectively.
Marketing techniques & selling techniques
Marketing focuses on satisfying customer needs while selling focuses on converting products into cash. The two basic functions of business are marketing and innovation. The goal of marketing is to understand customers so well that the product sells itself. Marketing techniques include researching customers, observing the market environment, designing products to meet customer needs, ensuring an efficient customer experience, developing communications, investing in employees, maintaining facilities, setting prices strategically, and having a marketing plan. Selling involves meeting with customers when they are ready to buy and focusing on solving their problems and meeting their needs.
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The Five Things You Need to Know About Your Customers
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Learn the A to Z of How to Sell in Today's World - 2023
Today’s Market
Today's marketplace has changed dramatically. Buyers are more cautious and sophisticated.
The environment is competitive, challenging and constantly shifting
To grow and compete you need a new set of sales strategies and a new approach to growth.
In this high-energy workshop, we discover how to turn uncertainty into your competitive advantage. You will learn how to stay razor-like focused while remaining highly flexible, so you are prepared no matter what this marketplace does.
Sales Challenges
• Selling On-Line and Face 2 Face
• Failing to CLOSE Deals
• Inability to communicate VALUE to Buyers
• Hearing TIO - ‘think it over’ - all too often when you ask for the business
• Handling the Price Objection
Sales Modules
1. Understanding this VUCA world
2. Selling Face 2 Face
3. Prospecting & Cold Calling
4. Getting Qualified Appointments
5. Effective Telephone Techniques
6. Engaging the KDMs
7. Control with Questions and Active Listening
8. Open Questions to find the “PAIN”
9. Cross Sell & Up Sell
10. The Objection Handling System
11. Power Closes of a Champion
12. How to Motivate your way out of a Slump
13. Selling On Value and not Price
Michael Farrington - Staying Relevant in Marketing
Our objective as marketers hasn’t changed despite the world changing around us. We remain in the business of changing human behavior — helping customers choose our companies, our products, and our brands (and NOT our competitors). The challenge? Our customers are engaging us later and later in the sales process, our customers know MORE about us than we know about our customers, and our marketing mix continues to get more and more complex. As marketing leaders, we will quickly become irrelevant if we don’t act now and understand how our customers are making decisions, why they’ve made those decisions, and where to place our limited marketing investments. Mike will share how he’s driving this shift within a $1 billion publicly-traded, medical technology company, including the process, tools, and insights to make that change happen at your organization.
Avention 12 tipsfinal
This document provides 12 tips to help B2B sales teams prepare for success:
1) Focus on getting to know prospects as individuals to build relationships;
2) Listen to prospects to understand their problems and needs in order to add value;
3) Explain how your product or service will help prospects do their jobs better and achieve their goals;
4) Clearly tie your product or service benefits to specific business goals of prospects.
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SUBSCRIBE TODAY
http://www.bizsum.com/summaries/perfect-selling
Week 1: Digital Marketing Challenge- Digital Positioning
This document outlines Powerup Digital Marketing Challenge 2020 which aims to help entrepreneurs, side hustlers, and business owners create a profitable online presence through affordable and simple digital marketing systems and guides. It discusses creating buyer personas and customer avatars to better understand ideal customers. The challenge is to create and refine a customer avatar by defining the customer's problems and how the business solves them, as well as how the customer buys. Feedback on avatars will be provided in the Facebook group.
Sales and marketing strategies
This document discusses sales and marketing strategies, including the differences between sales and marketing, vendor and supplier management, building customer relationships, and identifying customer needs. Some key points are:
- Sales is focused on short-term goals like closing a deal, while marketing has long-term goals around brand awareness.
- Vendor management involves setting goals, selecting, and managing third-party suppliers to meet quality, cost, and satisfaction targets.
- Building strong customer relationships requires understanding their needs, adding value without expectation of immediate returns, and communicating sincerely and empathetically.
- Identifying customer needs through effective communication and feedback allows tailoring products and services to attract more customers long-term.
Strategic selling process
The document discusses various topics related to sales and business management. It provides guidance on developing customer relationships, understanding customer needs, selecting target customers, managing sales targets and time, and retaining existing customers. Some of the key points include selecting high-value customers according to volume, profitability, and strategic fit; understanding customer decision factors and pain points to develop offers; focusing time on high-priority accounts while maintaining relationships with others; and ensuring customer satisfaction to support retention and expansion. The overall message is on developing a strategic and customer-centric approach to sales.
7 steps to successful sales
The seven steps to successful sales are: 1) Introduce yourself and listen to understand the customer's needs, 2) Explain why the offer is important to the customer, 3) Get confirmation on the solution and details, 4) Demonstrate credibility and why the customer can trust you, 5) Explain what needs to be done and the costs, 6) Schedule next steps such as follow ups, and 7) Periodically ask for the sale. A successful salesperson focuses on the customer's priorities and gains their involvement throughout the process.
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This is a Futurelab Action Guide I wrote up on the topic of customer centricity.
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三、进国企，银行，事业单位，考公务员等等，这些单位是必需要提供真实教育部认证的，办理教育部认证所需资料众多且烦琐，所有材料您都必须提供原件，我们凭借丰富的经验，快捷的绿色通道帮您快速整合材料，让您少走弯路。
留信网认证的作用:
1:该专业认证可证明留学生真实身份
2:同时对留学生所学专业登记给予评定
3:国家专业人才认证中心颁发入库证书
4:这个认证书并且可以归档倒地方
5:凡事获得留信网入网的信息将会逐步更新到个人身份内，将在公安局网内查询个人身份证信息后，同步读取人才网入库信息
6:个人职称评审加20分
7:个人信誉贷款加10分
8:在国家人才网主办的国家网络招聘大会中纳入资料，供国家高端企业选择人才
→ 【关于价格问题（保证一手价格）
我们所定的价格是非常合理的，而且我们现在做得单子大多数都是代理和回头客户介绍的所以一般现在有新的单子 我给客户的都是第一手的代理价格，因为我想坦诚对待大家 不想跟大家在价格方面浪费时间
对于老客户或者被老客户介绍过来的朋友，我们都会适当给一些优惠。
选择实体注册公司办理，更放心，更安全！我们的承诺：可来公司面谈，可签订合同，会陪同客户一起到教育部认证窗口递交认证材料，客户在教育部官方认证查询网站查询到认证通过结果后付款，不成功不收费！
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- 1. BIGGEST MISTAKES OF SALES PROFESSIONALS SANKARLAL, HOW SALES CONSULTANTS
- 2. SANKARLAL How Sales Consultants # 98846 34111 https://www.facebook.com/sankarlal.shanmugam/ www.howsalesconsultants.com
- 3. RATIONALISING SALES FAILURES Blaming it on company, manager, price, competitor Not taking responsibility Not analyzing every failure
- 5. NOT RESEARCHING THE CUSTOMER Walking into meetings with little information/ preparation Not using available data Customers respect when they understand that you know about them
- 6. NOT QUALIFYING CUSTOMERS Going behind every customer in anticipation of business Be ruthless… Probe…Qualify Money……Authority….Need
- 7. NOT LISTENING Speaking more; listening less Listening only to respond Listening with the FMs on
- 8. NOT BEING IN CONTROL Sales conversations are directed by customers The seller has very few influence on how the conversations flow Trying to reply and not steering conversations Lack of questioning skills
- 9. ‘CUSTOMER IS BIG’ ‘Customer is Big; I am small’ How can I …………………………………? If something goes wrong…………………………………………
- 10. ASSUMPTIONS & OPINIONS Opinions/ Bias about people or certain things Come in the way of our interaction Have an influence on us Can go wrong
- 11. PLEASING - AS A STRATEGY Customers buy from those whom they respect Or from those who help in value creation or discovery Pleasing as a strategy works in few cases only
- 12. FAILING TO ASSESS BUDGETS EARLY ON Difficulty in asking hard questions on the face Lack of conviction about Self
- 13. FAILING TO REVEAL PRICE EARLY ON Keeping the Price under wraps for long Customers may not have any clue about your pricing Both get disappointed in the end Waste of Time and Energy
- 14. BECOMING TOO PREDICTABLE/ SAME OLD SALES PITCH Same old method of sales pitch Boredom for customers Reinvent your pitch once in while Make it up to date and interesting
- 15. NOT FOLLOWING UP/ GIVING UP VERY EARLY
- 16. BELIEF IN MATCHING EVERY SPEC OF COMPETITOR AT A LOWER PRICE Companies are commercial entities Choose product and pricing policies You have little say in that When you can not accept what your company offers, you will find a reason for failure Many sales people are fully convinced about Product and Pricing strategies of their Competitors. But not of their Companies.
- 17. SELLING FEATURES AND NOT BENEFITS
- 18. SELLING BENEFITS WHICH ARE NOT APPRECIATED Selling benefits and features which are not part of Needs Appealing to generic Needs
- 20. SANKARLAL How Sales Consultants # 98846 34111 https://www.facebook.com/sankarlal.shanmugam/ www.howsalesconsultants.com