It is generally accepted that selling is the language of business . as a language it serves as a means of communication
DEFINITION OF SELLING
Selling which is know before to mere deception has now because information system due to change in our society
Selling is process of obtain for a decision, large or small and being able to prove it is in the interest of the other persons to agree
OBJECTIVE OF SELLING
– Gain confidence needed to make successful sales call
– Learn technique of gaining and retaining customers attention
– Sell enterprise back products and services.
– Close more profitable sales
LIMITATION OF SELLING
– Behaviors to top performing takes executive
– Company
– Customers
– Self behaviours and top performing sales representatives
– Maintain pleasant, direct eye to eye contact
– Show enthusiasm for meeting with the customer as well as for the products or services being sold
– Demonstrate trustruorthines with confidential information
– Keep promises and respond prompt and willingly to requests.
– Use the customers name periodically during the sales call
– Respect the customers tirve by being concise and to the point
– Put forth more effort to explore and understand all current ad future customers requirements from the customer point of view.
– Ask more intelligent questions that get the customer to think analyze and look to the future.
– Paraphrase more after to test for and confirm understanding
– Ask question about and became more aware of the customer economic conditions.
– Spend more the gaining and understanding of the customers economic conditions
– Give more evidence of product benefit and effectiveness
– Spend some time explaining product or service draw backs
– Are better able to answer technical questions r
– More effectively present logical l arguments regarding the product or service being sold
– More effectively present logical arguments to support recommendation.
– Are believe able to prepare effective resgionses in answer to objection
SALES PREPARATION AND RESEARCH
There are three important areas of l knowledge :
– Your customers and prospects
– Your direct and indirect competition
– Your own organization and its products
–
YOUR CUSTOMERS /PROSPECTS
– Who are they / where are they
– Who are their relevant decision makers /decision influences ?
– Personal details of these people
– What are their exact needs?
–
– Product knowledge – Benefits for your customers – Your own job responsibilities – YOUR COMPETITORS (DIRECT AND INDIRECT) – Who are they?/where are the – What are their strengths and weaknesses Role of he professional sales person – The custgomers view point – Friendly – Professional – Knowledgeable – the company’s viugiantg – Researcher – Public relations officer – Business manager – Planner – Your own vicu – Hard workers, self manger – Optimist – Realist OPENING THE CALL AND GAINING THE CLIENTS FULL ATTENTION – Pactual opening – Question opening – Reference opening – Link opening – Sales and opening COMMUNICATION WITH THE CUSTOMER Verbal /visual ………..)40 –45% Non- verbal …………..)55-60% (body language ) POOR COMMUNICATION – misunderstanding – poor listening – poor questioning – barriers word barriers choice of words ……………….SARCASM “you ‘re wrong….” Swearing ……………………….JARGON Psychological bamers – Getting too close – Staring – Scorning points – Arguing Methods of questioning Open Closed Who? Do you……….? What? Will you ………? Why? Can you………….? When? May we ………….? Where? Shall we ……..? How? Have you …….? Could we …………? Why? To what extents? To what degree Which do you Prefer A or B Bearning in mind what You said earlier ………. You do agree Don’t you ………? – Signposting: Taking your customer back to the original discussion – Confirmation : This acts as a check of your understanding of what the prospect means – Listerining : You listen actively and carefully and observe body language for non verbal behviour – Note taking: This mean you get the facts right and can buy you thinking tune – Summarizing : a method of recapping a lengthy or complex discussion What is an objection? Objection is a statement or feeling of dislike disapproval or opposition or a reason or argument against Information seeking: client requires more facts about your offer, or needs reassurance or amplification or proof of clam you have made Major: relates to an apparent drawback in the servie off – Pouncing – Glib responses – Arguring – Trying to score a victory EMPATHIC MEANING E Encourage and listen M Work time P Pinpoint the concern (question repursal repeat) A Appreciate (understand their T Tell them (why you understand H Hinge I Is objection valid ? Yes No Justify reality Benefits misconception C – check (to ensure satisfaction
QUESTIONING SKILLS
CONTROLLING THE INTERVIEW
KINDS OF OBJECTION
ered creating a barrier to closing the deal WRONG OBJECTIVE HANDLING
ANSWERING OBJECTIONS
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