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Selling Skills

This document discusses various skills and concepts related to selling. It identifies key selling skills like salesmanship abilities, technical knowledge, and interpersonal skills. It also discusses the importance of assessing customer needs and having both a customer orientation and strong selling abilities. Additionally, it outlines different selling techniques, models, domains, procedures, principles, and things to avoid in order to be successful at selling.

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subramani muthusamy
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144 views25 pages

Selling Skills

This document discusses various skills and concepts related to selling. It identifies key selling skills like salesmanship abilities, technical knowledge, and interpersonal skills. It also discusses the importance of assessing customer needs and having both a customer orientation and strong selling abilities. Additionally, it outlines different selling techniques, models, domains, procedures, principles, and things to avoid in order to be successful at selling.

Uploaded by

subramani muthusamy
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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Selling Skills

DR. VMS
Aim of Sales
 Economic growth and
 Maximum employment
Rentz et al. (2002)
 1. Salesmanship skills:- Sales
presentation abilities
 2. Technical knowledge skills: -

The salesperson's product


knowledge
 3. Interpersonal skills
Trent et al., (2009)
 The importance of assessing customer
and sales orientations does not
necessarily reside at the level of the
firm, but rather at the level of
individual performance.
 The salesperson must have both a

customer orientation and the requisite


selling skills.
What is selling?
 Ifyou think personal selling is only for
sales people, think again. Everyone in
every walk of life uses personal selling
(some more effectively than others!).
Selling is what makes people
successful.
 We all have to sell our ideas, our

points of view, and ourselves every


day to all sorts of people and not just
those related to our jobs.
Selling Skills
 Business knowledge
 Industry knowledge
 Company knowledge
 Product knowledge
 Sales skills
 Attitude
Communication skills
 Understand the elements of effective
business communication.
 Recognize the implications of different

types of verbal and nonverbal


communication.
 Discuss how technology tools can help a

salesperson manage customer


relationships.
 https://youtu.be/IuN43M5lnE8
Sales Modes
 retailoutlets
 telephone enquiries
 e-mail enquiries
 shows and exhibitions
 internet
Planning and preparation

Prepare yourself for sales meetings


 Product
 knowledge
 Read the person
 Speak slowly
 Time
 Goals and targets
 Rehearse
Sales expertise

 Ask the right questions


 Listen well
 Link features and benefits
 Sell the results
 Identify your unique sales points

(USPs)
 Listen and learn
 Names and detail
 Self-motivation
Emotional Selling Propositions
 Through emotional manipulation one
can be persuaded to do almost
anything, specifically, manipulating
the customers' emotions to persuade
them to buy your products / services
is Emotional Selling. Methods to
implement it are called Emotional
Selling Propositions or ESPs.
Robert Plutchik's Wheel of Emotions
Selling and Brand
 Personal selling is a powerful part of everyday
life. The selling process can help you get what
you want both personally and professionally.
 You are always selling your ideas, your point of
view, and yourself in virtually every situation,
from class participation to going out with
friends.
 In order to understand the selling process, you
have to understand brands. A brand can be a
product, service, concept, cause, location, or
even a person. A brand consistently offers value
to a customer with something that is unique,
consistent, and relevant and creates an
emotional connection.
Sales goals
 Assess customers’ needs and wants
 Deal with difficult customers
 Enhance communication, questioning

and listening skills for successful


selling
 Make that sale through a range of

media
 Learning different selling techniques

and models for different situations


Brand Image
 It is unique. (Durian furniture has exclusive,
on-trend styling at unbelievable prices.
 It is consistent. (Sprite looks and tastes the

same no matter where you buy it.)


 It is relevant. (Mini Cooper looks cool and

doesn’t use much gas, and you can design


your own online.)
 It has an emotional connection with its

customers. (An iPod, with hundreds of


personalized qualities, becomes a loved
companion.)
Selling domains
 The customer has a voice and is
involved in most selling situations. In
fact, Internet-based tools such as
forums, social networks like Facebook,
MySpace, and Twitter, along with
Websites, live chat, and other
interactive features allow customers to
participate in the process no matter
what they are buying.
Sales Procedure

1. Knowledge of relevant sales procedures (e.g.,


charge vs. cash vs. cheques; special orders, drop
shipments, returns, refunds and exchanges, etc.)
2. Skill in negotiating agreements with customers
based on company policies.
3. Skill in using appropriate selling techniques,
based on company policies, in order to complete
a sale (e.g., suggestive selling)
4. Knowledge of complementary and promotional
products and services(e.g., add-ons and cross-
selling)
5. Skill at increasing customer base and generating
repeat business.
Principles of Sales
 Proper positioning, prospecting, and pre-call
planning will guarantee that you will be in front of
the right people with the right message at the most
appropriate time.
 Building trust with the buyer is based on the proper

approach and not dominating the conversation.


 Professional selling is based on asking enough of the

right questions in the right way and not determining


or present­ing any solution until you have discovered:
 What they’ll buy
 When they’ll buy
 How they’ll buy
 Under what conditions they’ll buy
Principles of Sales

Properly presenting your solution based on the


conditions, terms, and parameters under which your
prospect will buy is the essence of the successful
sale.
People expect salespeople to make claims for their

product or service. They are impressed, however,


when someone else does it or if they are able to
experience claims themselves.
No sale is ever made unless you ask someone to

buy your product.


The real work begins after your first sale.
Don'ts
 Talking too much and listening too little
 Not asking enough questions
 Too little pre-call planning
 Inconsistent or insufficient prospecting
 Quoting price too soon
 Not creating value
 Presenting too many features
 Giving a presentation that doesn’t address the
issues the prospect wanted to address
 Raising objections yourself by talking too much
 Not listening
Don'ts
 Failing to provide proof of other, happy customers
 Asking leading questions
 Using tie-down questions (e.g., “If I could show you
a way to save money you’d be interested, wouldn’t
you?”)
 Memorizing canned closing techniques or ways to
over­come objections
 Not having a flexible personality
 Dropping your price too soon
 Making claims that can’t be backed up by facts
 Underdelivering on promises
 Not revealing all the facts
  Failing to ask for the order
Thank You

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