sell
Content
SELLING AND NEGOTIATION
GROUP MEMBERS
• • • • • • • Sourabh Chaurasia Amit Sarkar Dhanashree Salvi Bhagwat Shinde Satyjit Thoraat Pooja Joshi Sagar Kakad
SELLING SKILLS
• • • • • • • Buyer Seller Relationship Skills Sales Call Planning Skills Questioning Skills Sales Presentation Skills Skills at Gaining Commitment Self Confidence Covert Hypnosis Skills
• Building Rapport
SELF CONFIDENCE
• This is perhaps the most important one of all selling skills. You have to have good self esteem. If you do not feel that you are charismatic, enough how will gain the courage to approach a prospect? • The confidence in your skills as a sales man is equally important. You should never act with hesitation. More importantly, you should never approach a prospect with fear of rejection. • Self confidence is an important aspect to work on because it will allow you to implement a variety of effective mind control techniques. You will be able to use conversational hypnosis as well as NLP effectively.
BUILDING RAPORT
• You have to be able to earn the trust of the prospect, immediately upon approaching them. You have to make them like you, at least a little bit, as well. • Regrettably, most sales people do not focus on developing this one of the main selling skills. They are just being pushy in their desire to sell the product. This is a huge mistake, since getting the prospect to like you and to think of you as a person who wants to help them is fundamental for success. • Building rapport is not an easy task, especially when it has to be done quickly. That is why you have to work constantly on improving this one of your selling skills. Remember that gaining the trust of the prospect will allow you to persuade them more effectively.
QUESTIONING SKILLS
• FACT: 86% of Salespeople Ask the Wrong Questions • Asking Questions is the third critical sales skill. The Question is the number one tool salespeople have for engaging the prospect, building rapport, discovering needs, agreeing on those needs, managing the conversation and the sales cycle. • Questions help customers make their first key buying decision You have to get to know what your customer wants in order to close the sale successfully. • It is a good idea to study their gestures and actions • You should try to find out more about the actual problem, forcing the prospective customer to look for a solution. This will help you immensely in applying successfully the following essential selling skills.
BUYER SELLER REALTIONSHIP SKILL
• • • Most salespeople fail to follow a selling process that facilitates relationship building with the buyer. All too often when salespeople get in front of the customer, they launch right into the sales presentation not realizing that by doing so, they are throwing themselves out of sync with how customers make decisions. Fact: 82% of sellers are out-of-sync with the buyer. Have you ever had a customer that seemed to reject nearly everything that you presented? We all have. Research on the customer's buying decisions has revealed that a customer's resistance may not be caused by what you present. It could be the sequence of your presentation. A Differentiating Factor All customers make Five Sequential Buying Decisions. These decisions are usually made in the following order. Salesperson Product Company Price Time to Buy
• • • • • • •
SALES CALL PLANNING
• Most salespeople think of sales call planning as a task to do before making "the call". Initial research is done on the company and maybe on the prospect and finally the salesperson feels ready to make "the pitch". • FACT: 99% of Salespeople Fail to Set the Right Call Objectives • This is not surprising since most companies lack a formal sales process. Even fewer have a documented "Best Sales Practices."
SALES AND PRESENTATIO SKILLS
• . Talking too much, presenting too soon grim consequences: lost momentum, stalls and objections, lost sales, no clear path to improvement. Bottom line: An entire sales career can be mediocre at best without a clear road map to follow that sets up the sales presentation at the right time - when the customer • FACT: 95% of Salespeople Talk Too Much and Listen Too Little
GAINIG COMMITEMENT
• The principle mission of the salesperson is to Gain Commitment. That's the reason why co • FACT: 62% of Salespeople Fail to Ask for Commitment • One of the most important reasons why this occurs is most salespeople do not establish what we call a Commitment Objective for every sales call.
CONVERTING HYPNOSIS
• The best way to make a prospect customer buy a product is by influencing their subconscious mind. You can readily do this by using covert or conversational hypnosis. In fact, this is one of the most important selling skills • You get the overcome the critical mind of the prospect. This will automatically make their objections weaker and reduce their number. In turn, it will be easier for you to handle objections.
CONCLUSION
• The following procedures have to be followed well to make a successful sale • Identifying the need • Asking Questions • Building A Need • Linking The Need To Our Product • Closing
GROUP MEMBERS
• • • • • • • Sourabh Chaurasia Amit Sarkar Dhanashree Salvi Bhagwat Shinde Satyjit Thoraat Pooja Joshi Sagar Kakad
SELLING SKILLS
• • • • • • • Buyer Seller Relationship Skills Sales Call Planning Skills Questioning Skills Sales Presentation Skills Skills at Gaining Commitment Self Confidence Covert Hypnosis Skills
• Building Rapport
SELF CONFIDENCE
• This is perhaps the most important one of all selling skills. You have to have good self esteem. If you do not feel that you are charismatic, enough how will gain the courage to approach a prospect? • The confidence in your skills as a sales man is equally important. You should never act with hesitation. More importantly, you should never approach a prospect with fear of rejection. • Self confidence is an important aspect to work on because it will allow you to implement a variety of effective mind control techniques. You will be able to use conversational hypnosis as well as NLP effectively.
BUILDING RAPORT
• You have to be able to earn the trust of the prospect, immediately upon approaching them. You have to make them like you, at least a little bit, as well. • Regrettably, most sales people do not focus on developing this one of the main selling skills. They are just being pushy in their desire to sell the product. This is a huge mistake, since getting the prospect to like you and to think of you as a person who wants to help them is fundamental for success. • Building rapport is not an easy task, especially when it has to be done quickly. That is why you have to work constantly on improving this one of your selling skills. Remember that gaining the trust of the prospect will allow you to persuade them more effectively.
QUESTIONING SKILLS
• FACT: 86% of Salespeople Ask the Wrong Questions • Asking Questions is the third critical sales skill. The Question is the number one tool salespeople have for engaging the prospect, building rapport, discovering needs, agreeing on those needs, managing the conversation and the sales cycle. • Questions help customers make their first key buying decision You have to get to know what your customer wants in order to close the sale successfully. • It is a good idea to study their gestures and actions • You should try to find out more about the actual problem, forcing the prospective customer to look for a solution. This will help you immensely in applying successfully the following essential selling skills.
BUYER SELLER REALTIONSHIP SKILL
• • • Most salespeople fail to follow a selling process that facilitates relationship building with the buyer. All too often when salespeople get in front of the customer, they launch right into the sales presentation not realizing that by doing so, they are throwing themselves out of sync with how customers make decisions. Fact: 82% of sellers are out-of-sync with the buyer. Have you ever had a customer that seemed to reject nearly everything that you presented? We all have. Research on the customer's buying decisions has revealed that a customer's resistance may not be caused by what you present. It could be the sequence of your presentation. A Differentiating Factor All customers make Five Sequential Buying Decisions. These decisions are usually made in the following order. Salesperson Product Company Price Time to Buy
• • • • • • •
SALES CALL PLANNING
• Most salespeople think of sales call planning as a task to do before making "the call". Initial research is done on the company and maybe on the prospect and finally the salesperson feels ready to make "the pitch". • FACT: 99% of Salespeople Fail to Set the Right Call Objectives • This is not surprising since most companies lack a formal sales process. Even fewer have a documented "Best Sales Practices."
SALES AND PRESENTATIO SKILLS
• . Talking too much, presenting too soon grim consequences: lost momentum, stalls and objections, lost sales, no clear path to improvement. Bottom line: An entire sales career can be mediocre at best without a clear road map to follow that sets up the sales presentation at the right time - when the customer • FACT: 95% of Salespeople Talk Too Much and Listen Too Little
GAINIG COMMITEMENT
• The principle mission of the salesperson is to Gain Commitment. That's the reason why co • FACT: 62% of Salespeople Fail to Ask for Commitment • One of the most important reasons why this occurs is most salespeople do not establish what we call a Commitment Objective for every sales call.
CONVERTING HYPNOSIS
• The best way to make a prospect customer buy a product is by influencing their subconscious mind. You can readily do this by using covert or conversational hypnosis. In fact, this is one of the most important selling skills • You get the overcome the critical mind of the prospect. This will automatically make their objections weaker and reduce their number. In turn, it will be easier for you to handle objections.
CONCLUSION
• The following procedures have to be followed well to make a successful sale • Identifying the need • Asking Questions • Building A Need • Linking The Need To Our Product • Closing
