SELLING SKILLSA TO Z

SESSIONS OBJECTIVE

By the end of this session you would be able to :

Understand the selling skills

Convert maximum number of sales

Achieve the best amongst your team

SELLING SKILLS

Selling is the art of persuading the customer that buying the product or service will benefit him or her.

IMPORTANCE OF SELLING SKILLS

For Customer: 1. Satisfaction2. Feel Good Factor

For Organization: 3. Customer Retention4. Positive word of mouth publicity5. Increase in Sale and Revenue

For Advisor:

1. Work Efficiency2. Job Satisfaction3. Self Growth

IMPORTANCE OF SELLING SKILLS (Contd.)

SELLING …

SELLING A PRODUCT

Product Knowledge

Talk more – Sale more

Knowledge about Organization

Sale with a motive to sell the product

ADVISING CUSTOMER TO BUY THE PRODUCT

Product Presentation

Listen more- Sale more

Knowledge about competitors

Sale with a motive so that someone can buy the product

How to increase

sale??????????

HOW TO SELL – 6 ESSENTIAL SKILLS

LET US SHARE THE

6 STAR SECRET

1. CREATING RAPPORT

The first decision every buyer makes is “ Do I want to do business with this organization?”

To create the instant connection you’ve got to be:

1. Curious 2. Personable3. Ready to help them

1. CREATING RAPPORT (contd)

VERBAL COMPONENTS

Appreciate Customer’s Choice

Real life examples

Greet Customer with their name

Previous feedback or opinion

NON VERBAL COMPONENTS Smile

Enthusiasm

Friendliness

Positive Approach

Polite Tone

2. PROBING : ASKING QUESTIONS

Probing is a skill to ask question to obtain certain information.

Probing

Open Ended Close Ended

2. PROBING : ASKING QUESTIONS (contd)

Open Ended:

1. How may I assist you in your shopping today?

2. Which color do you want?

Close Ended:

1. We have 3 colors blue, black and grey. Amongst them what is your choice?

2. PROBING : ASKING QUESTIONS (contd)

OPEN ENDED

It permits an unlimited number of possible answers.

Answers take up a lot of time and hence increases our AHT.

CLOSE ENDED

It is easier and quicker for customers to answer

It saves time and helps us to understand customer accurately and quickly

3. ACTIVE LISTENING

Active listening requires the listener to :

1. Understand2. Interpret3. Evaluate

3. ACTIVE LISTENING (contd)

Listen

Understand

InterpretEvaluate

Probe

4. PRESENTING SOLUTIONS

This means creating and describing a specific solution to previously agreed-upon needs. 

4. PRESENTING SOLUTIONS (contd)

Active Listening

Re- Summarization of Customer’s Needs

Demonstration of Product

5. ASKING FOR COMMITMENT

All of the above is completely pointless if the activity doesn't eventually result in some sales. 

5. ASKING FOR COMMITMENT(contd)

Kya main aapka order book kar doon?

Kiske naam pe order book karwayenge aap?

Sir, order book karna chahenge?

Kya product book kar dein?

Sir, product kaun si city me mangwaana chahenge?

6. OBJECTIONS- HANDLE THEN AND THERE

An objection is an indication that at some level the customer is considering to buy and should be welcomed.

6. OBJECTIONS- HANDLE THEN AND THERE (contd)

Why should I pay

shipping charges????

??

IIf somehow they can

reduce the shipping

charges then the product is a

must buy

6. OBJECTIONS- HANDLE THEN AND THERE (contd)

We are very transparent with our customers isliye hum shipping charges product price me include karke nahi batate.Aur saath hi saath agar aap compare karein to product per maximum/best possible discounts provide karte hain

Congrats! Now we will be able to

Crack maximum number of sales by effective presentation

Also now we can…..

Understand and handle customer and their objections

And now…..

Convert our undecided customers

Hence…….

Achieve the best and move one step forward

HAPPY SELLING