Professional basic selling skills

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Steps of Sales call Before : - A) Prospection .

B) Preparation .

Steps of Sales call 2. During A) Approach . B) Probing . C) Responses . d) Closing .

Steps of Sales call 3. After A) Follow up .

1. Before (pre call)A) Prospection : - - Ongoing process . - Potentiality of customer . - Market dynamics . - Competitors activity .

1. Before (pre call)B) Preparation : - - Set your objective . - Plan the call .

SMARTER

During the callA) Approach : - - GAMA rule

During the callB) Probing ( questioning skills ) : - - To satisfy customer needs & motives with features benefits rule .

Probing skills Types of probing : - Open - Closed

During the callC) Responses : - - If +ve ( Acknowledge & Reinforcing ) .

- If -ve ( handling concerns or objections ) .

Types of Concerns Misconception .

Real concern .

Lack of interest .

Skepticism .

How to handle concerns

Closing Types of closing :

Direct closing .

Either / or closing .

Incentive closing .

Summary .

Post call 3S Rule (FOLLOW UP) .

Updates customers cards .

Next call objective .

Every skills Total skills

Short call open the call .

Introduce (1-2)benefits .

Ask for action .

Say & not say

Personal stylesEmotions+ve+veassertiveness

-ve-ve

Representative Vs. customerSituations Win / Win situation .

Win / Lose situation .

Lose / win situation .

Lose / Lose .

(Target breakdown)