Key rules of salesmanship3 dimensions of sellingSelling stages

Salesmanship

Key rules of Salesmanship

Relation building Straight thinking Presentation

RELATION

Building rapport with the customer is a crucial matter which helps us in achieving high sales.

How ?1. Smile – smile and the world will smile with you. A good smile will

give you an opportunity for smooth discussion

2. Greeting - Always greet and empathize.

3. General discussion – Don’t straight away jump to sales. Always start with a general discussion.

Straight Thinking

Logical – Be logical and don’t deviate.

Organized – Organize your presentation and demonstration

Valid evidence – Your facts and figures should be ready. Benefits of your product should show up.

Presentation matters a lot. It is the way you express yourself, your company and your product.

PRESENTATION

3 Dimensions of Selling

Customer

What does the salesperson need to know about the customer?

The problem/need/requirement ?

The Customer - Every great business is built on friendship

How ?

Uncover the customer’s need and then satisfy this need with the your product benefits

Convert a need into a want.

Need…

To convert a need to a want for a specific product, you should demonstrate your product benefits in a way that makes the customer realize the importance of your product.

Uncovering the needProbing Function

1. It allows you to guide the customer to reveal his needs.

2. With effective probing skills, you take control of the sales.

Product Product knowledge is essential for the success of sales.

WHY ?

It helps the salesperson show the customers what they will gain by buying his product.

Why knowledge is importantBecause it gives you the two key elements of successful selling.

1. Confidence

2. Enthusiasm

Can you imagine a successful salesperson who is not fully aware of his product.

You will feel confident if you know every details about your product and competitors. Gives you power for objection handling

Confidence

Enthusiasm

Good product knowledge helps salesperson to make the customer see the product as he sees.

Always go in a flow

Gather and Provide general information• Understanding the need• Introducing your product• Advantages and Benefits

Introducing your product?

Uncover the features of your product

Tell what action the feature will perform

Let know the consumer the benefit of the action performed

Talking too much about the product features.

Instead of selling product features, you should sell the effects and results of the product (benefits)

“”Features never change but benefits do. Depending on the needs.””

A benefit that’s important to one customer will be important to another customers

DON’T ASSUME

Your customer on his own will translate your product features into benefits and buys it . That is your role

Organizing The Presentation

Feature action benefit (FAB)In this method, you start with the feature and explain its action and then come up with the benefit

Benefit action feature (BAF)In this method of organization, you start with the benefit and then prove it with the action and relate this action to the feature.

Competitors

Competition - You have to accept the competition because there is no other choice.

The basis of handling competition is to

Sell The Difference

The difference may be in the product features, design and price.OrMay be in the salesperson personality, presentation, and knowledge.

Importance of competition KnowledgeIt helps in better objection handling.

What should we be aware of ?

What are the products recommended to the customer’s by the competitive salesperson, and whether the specifications of these products recommended meet the customer’s requirements or not.

How does the representative tell his story and demonstrations.

1. Do not include any reference of competitor in your sales presentation unless it is strictly needed.

2. Never initiate the subject of competition, let the customer make the first reference.

3. Do not allow the situation to take you away from the primary task, which is to explain your product.

4. Never make a statement about the competitor before checking its accuracy.

5. Never criticize competitors since criticism can be interpreted as poor salesmanship.

AVOID

Selling stages

Selling Stages

Connection - Good personal relationship may positively affect customer receptivity.

Need - Identifying customers needs will help you get the customer FOCUS.

Solution – Introduce your product, FAB. Let the customer evaluate and determine whether the product would satisfy their needs.

Closing – Objection handling. Building trust. Relationship - Provide post sales assistance.

Important :: Objection handling ?

1. He is not yet prepared to accept your product2. He is expressing a competitor’s counter-claim and

wants to know whether this counter-claim is justified.

3. He does not understand your explanation for an important point.

4. He is interested in your story and wants it to be reassured.

5. He wants to test your belief in your product.

Objections can be turned into assets and opportunities by the skillful salesperson.

Lets understand generic objections and what can be done to encounter them

1- Misconception

An incorrect negative assumption about your product due to a lack of information or the misunderstanding of information.

Action :Provide the correct information to satisfy the customer

2. Real Objection

A legitimate shortcoming or disadvantage of your product.

Action :1. Use the YES…BUT technique.2. Minimize the objection by maximizing the other great benefits of

your product.3. Try to position your product in an indication in which its

disadvantage is not of great importance

3. Lack Of Interest

Disinterest in your product because of satisfaction with a competitor product.It is the most common situation in the field.

Action :Express your product advantages and benefits over the competitor.Support this step with more benefits.

It is a challenging situation and when you pass it, you will enjoy success.

Customers take decision to accept or refuse products.

Greet and start focusing on next customer

4. Accept the decision

Happy Selling.

“”Best practice helps in great sales.””