Advance Selling Skills

4-Lead Generation Techniques

1-Group Activity
• Trade shows & exhibitions
• Public demonstrations
• Make an eye contact
• Don’t sell, share benefits
 4 Lead Generation Techniques
2-Observation
• Power of small talks & eye contact
• Market, lift, social gathering, queues
 4 Lead Generation Techniques
3-Networking

• Join business & social groups

• Participate in business & social events
 4 Lead Generation Techniques
4-Referrals

• When-Post sales
• How many-2 minimum
 Prospecting -The MADDEN Test
• M – Money
• A – Authority
• D – Desire
• D – Decision maker
• E – Eligible
• N – Need
 Do You Know

Are best
37% salesperson

Meetings
convert into 15%
sales

Individual
45% performer fail
as Sales Leader
There Are 23 Sales Skills
 7 Skills Of Best Sales Person
1st-Meeting preparation
• Research the customer (personal & professional)
• Craft an opener (20 Second rule)
– curiosity or surprise
• Set meeting agenda
• Finalise your pitch
• Come ready with questions
• Be charged up
 7 Skills Of Best Sales Person
2nd-Customer interaction
• Greeting
• Listening & understanding
• Agreeing
• Promising
• Be candid
 7 Skills Of Best Sales Person
3rd-Company presentation
• 2 mins
• Vintage
• Size
• Turnover
• Presence
• Unique proposition
 7 Skills Of Best Sales Person
4th-Presentation & rapport
• Rapport (connect then sell)
• Use their name while talking
• Small talks (safe topics)
• Find common grounds
• Talk about him and take interest in his profile
• Ask questions & listen
 7 Skills Of Best Sales Person
4th-Presentation & rapport
• Presentation (short)
• PPM
• Introduction
• Need analysis (money, time & energy)
• Solution
• Emotion factor
• Cost, when requested
 7 Skills Of Best Sales Person
5th-The sales pitch
• WIFM
• Tailor the pitch
• Keep it short
• Highlight benefits not features
• Don’t sell (consult)
• Keep silence
• Request him for any queries
• Never criticise competitor
 7 Skills Of Best Sales Person
6th-Storytelling4C
• Character
– Client should see himself as the hero
• Context
– Situation
– Story background
• Conflict
– Create a villain (risk & loss)
• Creation
– Put together character, context & conflict into one
narrative
7 Skills Of Best Sales Person
7th-Rising to challenge

• Competitor- strengths and

weaknesses
• Price - focus on value
• Handle criticism and rejection
• Inability to answer prospect’s
questions
• Decision & follow up
8 Type of Sales Person
 8. Socialiser - Tea Biscuit Sales Person

• Behaviour
• Spend far too much time chatting
• Excellent in rapport building
• Make friends instead of deals
• Initially impress
• Performance-Below average
 8. Socialiser - Tea Biscuit Sales Person
• Improve-Behaviour
• Transitioning from socialising to selling
mode
• Set clear short term goals

• Improve-Skills
• Company presentation , Story telling
• Meeting preparation, Customer interaction
• Rising to challenge
 7. Aggressor -Table Thumping Sales Person
• Behaviour
• Approach is combative
• He will be on the face of client
• Go into sale meeting expecting only price
negotiation
• Put client into defensive and closed mode
• Always bragging their wins among colleagues
(FEW)
• Performance–Big deals closers once
in a while
 7. Aggressor -Table Thumping Sales Person
• Improve-Behaviour
• Self-awareness
• Be assertive not aggressive
• Understand client first then adjust pitch
• Negative effects of aggression on client
• Patience
• Softer skills
 7.Aggressor -Table Thumping Sales Person

• Improve-Skills
• Customer interaction
• Story telling
• Company representation
 6. Narrators - Brochure Sale Person
• Behaviour
• Dependent on scripts & material
• Less confident sales person
• Insist on full presentation
• Rehearsed sales pitch only
• Weak at responding challenging question
• Performance - Below average
 6. Narrators - Brochure Sales Person
• Improve- Behaviour
• Shift from brochure to client
• Read the body language of client
• Listen & focus on customer needs
• Improvisation
• Improve-Skills
• Customer interaction
• Rising to challenge
• Story telling
• Meeting preparation
 5. Focuser - Product Sales Person
• Behaviour
• Believe only in product
• Don’t listen client need
• Insist on detailing every feature & technicality
• Not interested in whether client is interested or not
• Lack of confidence
• Performance-Average
 5. Focuser - Product Sales Person
• Improve-Behaviour
• Listening skills
• Read how client is reacting
• Align to customer need
• Adapt to the situation

• Improve-Skills
• Story telling
• Rising to the challenge
• Company representation
 4. Storyteller - Long Call Sales Person

• Behaviour
• Long sales meeting
• Provide many case studies
• Customer focused
• Think telling stories will win sales
• Sometimes talking through & losing business
• Mid of the meeting client is exhausted
• Performance - Above average
 4. Storyteller - Long Call Sales Person
• Improve-Behaviour
• Read the meeting where its leading to
• Focus on client don’t get engrossed in stories
• Set clear agenda & targets

• Improve-Skills
• Meeting preparation
• Company representation
 3. Consultant - Rapport Salesperson

• Behaviour
• Quickly builds rapport
• Great Listener & problem solvers
• Develop solution
• Will pull off a big deals against the odds
• Performance - Very Good
 3. Consultant - Rapport Sales Person
• Improve-Behaviour
• Add more dimensions to approach
• Tell case stories & studies

• Improve-Skills
• Story telling & case studies
 2. Closer – Very Good Sales Person

• Behaviour
• Very smooth talker
• Impressive communicators
• Immediate responsive person
• Effective at countering objections
• Big deal closers
• Performance - Excellent
 2. Closer - Good Sale Person

• Improve-Behaviour
• More or less nothing

• Improve-Skills
• Story telling
 1. Expert - Master Sales person
• Behaviour
• Effortless selling
• Keeps customer happy
• Master communicator
• Consistent performer
• Performance-Outstanding
 1. Expert - Master Sales Person

• Improve-Behaviour
• Nothing
• Improve-Skills
• Nothing
 Read The Body Language-Positive

• Smile with eye contact

• Open palms and arms
• Head nods and attentive
• Little or no fidgeting
• No objects in between two of you
 Read The Body Language-Negative

• A fake smile
• Clenched and folded hand
• Head shakes and avoid of eye contact
• Barriers in between
• Leaning back on his chair
 Follow Up

• Ask client for guidance

• Send a thank you note
• End each conversation with a clearly defined next step
• Call after a week asking for development
• Follow call time
• I am coming to that area
• Do not do over follow up
• Do not ask your back office to do follow up
 The Power of Taking Reference

• Bridges the trust gap

• Selling is already done
• Fewer pricing objections
• Faster process
• Bigger sales
• Advisor status
• More referrals
• 60% closing ratio
 The Art of Taking Reference
• You have to ask for
• Compliment them based on your experience
• Only after closing of the sale
• Make it easy for them
• Custom approach for each client
• Provide value for the client
• Offer a recommendation in return
 When To Close
• Overcoming objections
• Buyer asks questions & other’s opinion
• Buyer carefully examines product
• Buyer relaxes & becomes friendly
• Discussing money
• You understand customer's need & reason for
buying
6 Sales Closing Techniques
 1-The Assumptive close

• Assume the deal is done

• When the prospect has checked most of the boxes
• Prospect has not yet confirmed the deal
• Doesn’t allow the prospect to sit
• What day do you want to receive your shipment
 The Option Close

• Giving customer fixed options only

• Leaving the customer to make a choice
• But taking away the customer’s, “No, thanks”
• Do you want your shipment delivered on
Wednesday or Friday?
 The Suggestion Close
• I would suggest you to buy this one
• The prospect view you as a trusted expert
• You could help him to choose
• Does this work for you
• Influence their thinking and decision making
 The Urgency Now or Never close
• Product or model closing
• The fear of missing out
• Pressure on the prospect to make a decision
 Something For Nothing Close
• Free, add on, extra
• Discount or offer
• The freebie should be of value to them
 The Sharp Angle Close
• Prospect is buying, but have one objection
• Objection in the form of a challenge
‘can you deliver , time, location
• Given a second chance to clarify issues they have
• If I guarantee you the xyz would you buy now ?
 Chase Your Dream

/Abhay Chavan Motivational Speaker

/MotivationalSpeaker/AbhayChavan