Professional Sales Techniques by mmmtraining

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									Developing Excellent Sales Skills
Training Topics: • Part 1 – Communication Skills • Spoken communication
– Improving the effectiveness of communication – Structure of communication – Questioning techniques
• • • • Open ended questions Close ended questions Multiple questions Leading questions

• Listening Skills
– Passive Listening – Active listening – Reflective Listening

Developing Excellent Sales Skills
Training Topics:

• Telephone Etiquette
– 5 phases of a call
• • • • • • • • • • • • Opening Needs Identification Collection/verification of information Providing information/potential solutions Closing and next steps P – Pitch I – Inflection C – Courtesy T – Tone U – Understanding R – Rate of Speech E – Enunciation

– Using PICTURE

• Non-Verbal Communication

– Using non-verbal encouragement over the telephone – Tips on body language over the telephone

Contd.

Developing Excellent Sales Skills
Training Topics: • Part 2 – Selling Skills • Preparing for the sales call
– Conducting research on the industry and organization – Planning the Sales Interview – Prospecting
• Critical mistakes committed during phone prospecting

• Conducting the sales call
– Introduction – Presentation of information – Selling techniques
• BAF • Consultative selling

– Handling objections – Time Management Techniques
• To-do lists and follow up • Reducing After Call Work (ACW)

– Scheduling follow-up calls

Contd.

Developing Excellent Sales Skills
Training Topics: • Dealing with different kinds of customers
– – – – – Angry customers Talkative customers Gatekeepers Customers who are not interested Customers who are pressed for time

• Understanding Sales terminology
– Glossary of sales terms

Sales
MMM Training Solutions Contact: Pramila Mathew Mobile: +91 98409 88449 Website: www.mmmts.com

© 2008 MMMTS

All Rights Reserved.

Developing Excellent Selling Skills

© 2008 MMMTS

All Rights Reserved.

Marketing Myopia


Sellers pay more attention to the specific
products they offer than to the benefits and experiences produced by the products.

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They focus on the “wants” and lose sight of
the “needs”.

© 2008 MMMTS

All Rights Reserved.

What is Selling?
It is the process of:
• analyzing a customer’s need for a product, service or idea’

• then providing persuasive information about that
product, service or idea to the customer.

© 2008 MMMTS

All Rights Reserved.

The 7 Steps of a Sale

Planning & Preparation

Introduction Or Opening

Questioning

Presentation

After Sales Follow - up
© 2008 MMMTS

Closing

Overcoming Objections
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Six Powerful Prospecting Tips
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1. Prospecting for new business should be done:
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Daily
With Focus Routinely

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With Seriousness
Be prepared

2. When prospecting:
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Get organized
Take good notes
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© 2008 MMMTS

Six Powerful Prospecting Tips
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3. When prospecting:
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Use a script - don't shoot from the hip. Practice the script until it sounds smooth and natural. Role-play with an associate over the phone. Avoid the temptation to sell over the phone.

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Your objective is to gather information and
make the appointment.
© 2008 MMMTS All Rights Reserved.

Handling Objections

© 2008 MMMTS

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Objection Handling Techniques
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Feel/Felt/Found
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I know how you feel. Other customers have felt the same way I’ll show you what our customers have found. Listen and confirm Align with the customer before redirecting

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Agree/Add/Explain
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Explain why and how the situation can be changed or altered
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© 2008 MMMTS

Objection Handling Techniques
Smoke out all important objections
See the objection as a question Agree with the customer about something Admitting to the Objection

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  

© 2008 MMMTS

All Rights Reserved.

Tips for successful selling

© 2008 MMMTS

All Rights Reserved.

Tips for successful selling

• You have just a few seconds to make a good •
initial impression be it in person or on the phone. Maintain an attitude that you are seeking to

help your prospect meet a need or solve a problem, rather than force the sale of a

•

product or service. Know your product and be enthusiastic about it! If you're not enthusiastic, your prospect certainly won't be.
© 2008 MMMTS All Rights Reserved.

Contact Information
MMM TRAINING SOLUTIONS 59/29, College Road, Nungambakkam, Chennai – 600006. Landline: +91-44-42317735 Website: www.mmmts.com Pramila Mathew Training Consultant and Executive Coach

Mobile: +91-9840988449; E-mail: Pramila.Mathew@mmmts.com

Vikas Vinayachandran -

Training Consultant

Mobile: +91-9840932894; E-mail: Vikas@mmmts.com


								
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