Selling Skills (2)

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SELLING SKILLS 

Tue, June 08, 2010

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"Selling is wrongly associatedwith only the smart or better 

looking people ..."

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Customer Requirements

Customer

Satisfaction

Quality Value

Service

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Retain

currentcustomers 

Sell more to

currentcustomers

Acquire newcustomers 

Core Processes 

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SELLING TECHNIQUESFocus on the Process,

not the results

Important Video

Refer youtube

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The 80:20 Results Trap 

It is not advisable to focus on dealing with 20%

of the Clients likely to give 80% of the business

in the hope of getting MORE CREDIT.

The Big Value Quotes may not necessarily need

good selling skills. Hence the right approach

could be to focus on the middle 50% Clients

giving 50% Business. 

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Professional Salesmanship

There is no substitute for professional

salesmanship.

The brochures, proposals, third-party

testimonials, advertisements or the

technical strengths act only as sales

supports especially to acquire a major 

share in the target market.

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Relevant Selling Points

Importance of TRUST in building relationships

Top-Line & Bottom-Line Results 

Develop insight on the Decision makers in contracts

Differentiate by a USP to deal with competition

Handle objections thro’ Need identification &

development

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Filling the Sales Funnel 

Success requires a combination of skills,perseverance, energy, addressing points of 

resistance and continuously refining the

message for maximum impact. 

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Selling Themes

Differentiate Customers - Enquiry Handling

Design Differentiated Offerings – Drawing Templates

Keep Existing Customers – Close Follow up

Exploit Cross Potential – Other products

Maximizing Life Time Value – Get preference, if not price

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Difficult to copy Insights

Someone can copyyour behavior

Someone can copyyour designs

Someone can copyyour product

Someone can copyyour mfg capabilities

Someone can copyyour client lists

It is difficult to copy the SALES INSIGHTS gained by you,making the WHOLE more than the SUM OF IT’S PARTS  

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Customer cannot make uphis/her mind? 

The customer does not knoweverything about everythinghe buys.

Give the customer say two(not many) options visualizingcompetitive actions.

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Strategic Selling‘a holistic function’ 

SELLING FOR STRATEGIC GROWTH IS A HOLISTIC FUNCTION WITH

PROACTIVE CO-ORDINATION

BETWEEN THE 

OPERATIONAL GROUPS

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Some Lessons

Responsive to commitments

Be a good listener

Sensitivity – judging on the face value

Irresponsible clientele

Unwritten commitments

Unnecessary liabilities

Chinks in the armor

Consideration

Enlightening Customers

Ethics

Knowledge Baggage

Competition brings us closer

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Thanks for your Attention