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8/8/2019 Sales Training vs-1
http://slidepdf.com/reader/full/sales-training-vs-1 1/19
SALES TRAINING
21/01/20101 Vinika Shingala - CRM
8/8/2019 Sales Training vs-1
http://slidepdf.com/reader/full/sales-training-vs-1 2/19
CUSTOMER CENTRIC APPROACH
CustomerCentric
Approach
HO
ACCOUNTS
MarketingCallcentre
TechnicalTeam
CRM
Delivery
Stores
21/01/2010
2 Vinika Shingala - CRM
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ALWAYS LEAR ABOUT YOURCUSTOMERS,NO MATTER
WHAT YOUR JOB IS!
CUSTOMERS
21/01/20103 Vinika Shingala - CRM
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CUSTOMER’S REQUIREMENTCUSTOMER’S REQUIREMENT
21/01/20104 Vinika Shingala - CRM
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21/01/2010
5 Vinika Shingala - CRM
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SELLING SKILLS
21/01/20106 Vinika Shingala - CRM
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COMPONENTS OF A SUCCESSFULSALES STRATERGY
Are you determined to be a winner?
Have you asked your self. "what do I want from my lifeand work?”
Do you have ,If I think I can, then I can “approach”?
21/01/20107 Vinika Shingala - CRM
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PLANNING FOR SUCCESS
A battle well prepared is half won.
A through product knowledge.Knowing your competitor very well.Pre-decide number of call everyday.
21/01/20108 Vinika Shingala - CRM
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WORKING YOUR WAY TO
SALES
Having the right mind set and attitude.
Your appearance/dress up for success means yourconfidence.Well shaved face – Must have a fresh lookShirt and trousers – Must be well ironed
Shoes- must be well shined.Waist belt and shoes -must have the same colourWear Fragrance/No Foul odor
21/01/20109 Vinika Shingala - CRM
8/8/2019 Sales Training vs-1
http://slidepdf.com/reader/full/sales-training-vs-1 10/19
8/8/2019 Sales Training vs-1
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Your Timing …..
“Right timing can mean the difference between success andfailure”
Never push to talk to a busy customer.
Ask the prospective for the best time to meet.Give the people gift of their time-try to consume as
little time as possible.
21/01/201011 Vinika Shingala - CRM
8/8/2019 Sales Training vs-1
http://slidepdf.com/reader/full/sales-training-vs-1 12/19
USING THE RIGHT SALES
PITCH.
Have more than one coloured balls in your bag of tricks.Every situation boils down to a personal situation.Talk should reflect confidence and cureListening more and talking less.
Get customer’s feedback
Try to catch on customer more customer on how (the way)something is said rather than what is being said.Never belittle/demon Competition’s Product
21/01/201012 Vinika Shingala - CRM
8/8/2019 Sales Training vs-1
http://slidepdf.com/reader/full/sales-training-vs-1 13/19
OBSERVE CLIENT’S NATURE TOADJUST YOUR SALES PITCH…
•Complaintful
•Demanding•Soft spoken•Argumentative•Half - Convinced
21/01/201013 Vinika Shingala - CRM
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HAVING A COMPASSIONATEATTITUDE
Please tell me because I want to help you.
Tender loving careEmpathyPlease DON”T show SYMPATHY.
21/01/201014 Vinika Shingala - CRM
8/8/2019 Sales Training vs-1
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CLOSING THE SALES CALL
Don’t try to extend the sales call
Don’t push unnecessarilyWhether the answer is YES or NO don’t let your
politeness goAsk, giving a reasonable time frame, for meeting the
Prospective again.Time frame may vary between a week to six months
depending upon the Client’s response.
21/01/201015 Vinika Shingala - CRM
8/8/2019 Sales Training vs-1
http://slidepdf.com/reader/full/sales-training-vs-1 16/19
GETTING REFERRALSAsk for friends who might be interested
Specifically ask if customer reference can be given ornot.
Be honest and never give a reference once told not todo it.
Ask for major buyersAsk for major suppliersAsk for related industry/profession’s well to do people
21/01/201016 Vinika Shingala - CRM
8/8/2019 Sales Training vs-1
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HANDLING DIFFICULT CUSTOMER
Listening more Talking less is the key.
Don’t communicate anything that you are not sure of.When in doubt in front of them seek tike or simply say
than to give wrong information.Showing patience normally gets you good results.
21/01/201017 Vinika Shingala - CRM
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Quality begins on the inside....and then works its way out.Bob Moawad: Famous Sales Quotes
21/01/201018 Vinika Shingala - CRM
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THANK YOUCRM TEAM
Quality
Sellingand
MarketingCustomerservice
21/01/201019 Vinika Shingala - CRM