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Professional Basic Selling Skills Prepared by : Ahmed Sami المعلومات بالداخل موثوق بها لأنها مراجعه و معتمده من Certified from Pharmacists_coffee magazine
Upon completion of the course, participants will be able to : ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Objectives ,[object Object]
What is selling? ,[object Object],[object Object],Personal : Face to Face communication. Impersonal : Involve no face to face communication. ,[object Object],[object Object],Selling a situation of persuasion
Need / Motive ,[object Object],Creation or Uncover Need Satisfaction Motive Is what causes people to act
Features / Benefits ,[object Object],Features: Benefits: Value to the customer. Customer always buy Benefits
Buying Motives ,[object Object],[object Object],[object Object],[object Object]
Buying Motives ,[object Object],Experience Recognition 1- Making a Gain 2- Avoiding a Loss 3- Having pleasure, enjoyment, comfort ,convenience 4- Avoiding pain, worries, problems 5- Boosting self-satisfaction, pride 6- Gaining social approval, prestige
Steps of a Sales Cycle ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Before the call ,[object Object],[object Object]
Before the call ,[object Object],[object Object],What do you want to sell? S M A R T Objective Specific Ambitious Measurable Realistic Timely limited
Before the call Preparation  Second part : Planning the call Prepare : 1- Approach 2- Questions to uncover needs & verify assumptions 3- Benefits to satisfy needs 4- Responses to possible reactions 5- Use of visual aid 6- Ways of closing / gaining commitment Plan your work then work your plan
During the call ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Approach ( Opening ) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Presentation ,[object Object],[object Object],[object Object],[object Object]
Presentation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Presentation ,[object Object],[object Object],[object Object],[object Object]
What is probing? ,[object Object],[object Object]
Type of Probes ,[object Object],[object Object],[object Object]
Forms of probes Closed-ended questions following one benefit -Present one benefit matching a need. -Obtain decision if benefit appeals. Benefit-Tag Yes / No I Do not know -Get precise, quick response/decision. -Ask for information. -Give information. Closed-ended Who  Which Where  When What  How Careful with: WHY -Find/Clarify needs. -Check assumptions. -Obtain information in breadth. -Demonstrate interest. Open-ended Construction Objective Form
Probing Strategy With communicative customer Customer signals Selling Skills Begin with an  open probe Need Input No Need Input Continue to use  open probe Stated clear need Switch to a  closed probe To direct conversation to A presumed need Confirmation of presumed need With non communicative customer
Sequence of Questioning Close ,Ask for order/Commitment If answer is NO ask another open-Ended Question Here you should know enough Questioning phase discover customer needs/buying motives Presentation phase, Check if specific benefit meets Open-Ended  Questions Closed-Ended Questions Benefit of Tag Questions
Correlation Sales Success/ % of Questions Versus Statements % Sales Success Average Most sales reps Ideal for most successful sales calls! % Questions (versus statements) Ideal composition of a conversation 80% questions 20% statements
Reinforcing ,[object Object],[object Object],[object Object]
Reinforcing ,[object Object],[object Object],[object Object]
Reinforcing ,[object Object],[object Object],[object Object],[object Object],[object Object]
Customer Responses ,[object Object],[object Object],[object Object]
Positive customer responses ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Positive customer responses ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Positive customer responses ,[object Object],[object Object],[object Object],[object Object],[object Object]
Positive customer responses ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Positive / Negative Customer response ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Negative response ,[object Object],[object Object],[object Object],[object Object],[object Object]
Negative response Disbelief that your product can provide the stated benefits. Skepticism Disinterest in your product because of satisfaction with a competitor product. Lack of interest Legitimate shortcoming or disadvantage of your product. Real Objections An incorrect negative assumption about your product due to a lack of information or misinformation. Misconceptions Definition
Strategies for dealing with resistance Offer proof. Directly after a benefit statement Skepticism Turn an area of dissatisfaction with a competitor product into an area of need for your product. At the beginning of the call, after your initial open probe. Lack of interest Reduce shortcomings and emphasizes benefits. Anytime Real Objections Provide correct information. Anytime Misconceptions General Strategy Usually occurs.. Resistance
Misconception ,[object Object],[object Object],[object Object],[object Object],[object Object]
Real objection ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Lack of interest ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Skepticism ,[object Object],[object Object],[object Object],[object Object],[object Object]
Typical buying signals ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Closing ( Gaining Commitment ) ,[object Object],[object Object],[object Object],[object Object],[object Object]
Types of closes ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Six Prerequisites before closing ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Post call analysis ,[object Object],[object Object],[object Object],[object Object],[object Object]
Visual Aid ,[object Object],[object Object],[object Object],65%
Visual Aid
Visual Aid ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The Short Call ,[object Object],[object Object],[object Object],[object Object]
The Short Call ,[object Object],[object Object],[object Object],[object Object]
Practical steps for Short Call Introduce yourself Customer gives a time limit signal Open the call Present additional features & benefits Ask for action
Building Rapport ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Bridging ,[object Object],[object Object],[object Object],[object Object]
Putting it all together The 10 Golden Rules of Successful Selling ,[object Object],[object Object],[object Object],[object Object],[object Object]
Putting it all together The 10 Golden Rules of Successful Selling ,[object Object],[object Object],[object Object],[object Object],[object Object]

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Professional+basic+selling+skills

  • 1. Professional Basic Selling Skills Prepared by : Ahmed Sami المعلومات بالداخل موثوق بها لأنها مراجعه و معتمده من Certified from Pharmacists_coffee magazine
  • 2.
  • 3.
  • 4.
  • 5.
  • 6.
  • 7.
  • 8.
  • 9.
  • 10.
  • 11.
  • 12. Before the call Preparation Second part : Planning the call Prepare : 1- Approach 2- Questions to uncover needs & verify assumptions 3- Benefits to satisfy needs 4- Responses to possible reactions 5- Use of visual aid 6- Ways of closing / gaining commitment Plan your work then work your plan
  • 13.
  • 14.
  • 15.
  • 16.
  • 17.
  • 18.
  • 19.
  • 20. Forms of probes Closed-ended questions following one benefit -Present one benefit matching a need. -Obtain decision if benefit appeals. Benefit-Tag Yes / No I Do not know -Get precise, quick response/decision. -Ask for information. -Give information. Closed-ended Who Which Where When What How Careful with: WHY -Find/Clarify needs. -Check assumptions. -Obtain information in breadth. -Demonstrate interest. Open-ended Construction Objective Form
  • 21. Probing Strategy With communicative customer Customer signals Selling Skills Begin with an open probe Need Input No Need Input Continue to use open probe Stated clear need Switch to a closed probe To direct conversation to A presumed need Confirmation of presumed need With non communicative customer
  • 22. Sequence of Questioning Close ,Ask for order/Commitment If answer is NO ask another open-Ended Question Here you should know enough Questioning phase discover customer needs/buying motives Presentation phase, Check if specific benefit meets Open-Ended Questions Closed-Ended Questions Benefit of Tag Questions
  • 23. Correlation Sales Success/ % of Questions Versus Statements % Sales Success Average Most sales reps Ideal for most successful sales calls! % Questions (versus statements) Ideal composition of a conversation 80% questions 20% statements
  • 24.
  • 25.
  • 26.
  • 27.
  • 28.
  • 29.
  • 30.
  • 31.
  • 32.
  • 33.
  • 34. Negative response Disbelief that your product can provide the stated benefits. Skepticism Disinterest in your product because of satisfaction with a competitor product. Lack of interest Legitimate shortcoming or disadvantage of your product. Real Objections An incorrect negative assumption about your product due to a lack of information or misinformation. Misconceptions Definition
  • 35. Strategies for dealing with resistance Offer proof. Directly after a benefit statement Skepticism Turn an area of dissatisfaction with a competitor product into an area of need for your product. At the beginning of the call, after your initial open probe. Lack of interest Reduce shortcomings and emphasizes benefits. Anytime Real Objections Provide correct information. Anytime Misconceptions General Strategy Usually occurs.. Resistance
  • 36.
  • 37.
  • 38.
  • 39.
  • 40.
  • 41.
  • 42.
  • 43.
  • 44.
  • 45.
  • 47.
  • 48.
  • 49.
  • 50. Practical steps for Short Call Introduce yourself Customer gives a time limit signal Open the call Present additional features & benefits Ask for action
  • 51.
  • 52.
  • 53.
  • 54.