Download - Art of Selling فن البيع
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Professional basic selling skills
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Feedback
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Steps of Sales call Before : - A) Prospection .
B) Preparation .
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Steps of Sales call 2. During A) Approach . B) Probing . C) Responses . d) Closing .
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Steps of Sales call 3. After A) Follow up .
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1. Before (pre call)A) Prospection : - - Ongoing process . - Potentiality of customer . - Market dynamics . - Competitors activity .
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1. Before (pre call)B) Preparation : - - Set your objective . - Plan the call .
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SMARTER
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During the callA) Approach : - - GAMA rule
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During the callB) Probing ( questioning skills ) : - - To satisfy customer needs & motives with features benefits rule .
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Probing skills Types of probing : - Open - Closed
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During the callC) Responses : - - If +ve ( Acknowledge & Reinforcing ) .
- If -ve ( handling concerns or objections ) .
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Types of Concerns Misconception .
Real concern .
Lack of interest .
Skepticism .
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How to handle concerns
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Closing Types of closing :
Direct closing .
Either / or closing .
Incentive closing .
Summary .
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Post call 3S Rule (FOLLOW UP) .
Updates customers cards .
Next call objective .
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Every skills Total skills
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Short call open the call .
Introduce (1-2)benefits .
Ask for action .
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Say & not say
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Personal stylesEmotions+ve+veassertiveness
-ve-ve
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Representative Vs. customerSituations Win / Win situation .
Win / Lose situation .
Lose / win situation .
Lose / Lose .
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(Target breakdown)