Practical Sales Skills Your Name

Objectives Explain what sets the best salespeople apart At the end of this session you will be able to: Explain what sets the best salespeople apart Follow set personal goals to sales success Use a series of practical sales skills to increase your selling potential Practically apply these skills to your sales role

Produce 80% of the business.” 80:20 Rule “20% of salespeople Produce 80% of the business.”

Guess what they’ve got in store for you… Goals If you are not working on your own goals, then you are working on someone else’s. …NOT MUCH!! Guess what they’ve got in store for you…

What do you want to achieve right now in your sales role?

Goals – General Guidelines Set performance, not outcome goals Set realistic and achievable goals Be specific about the goal State the goal in the positive

Ethics Bonding Empathy Reciprocity Building Trust

Open Questions Who? What? When? Where? Why? How?  

Example Questions What are your goals? What is the biggest challenge you’re facing right now? What is it costing you in time/money/resources? What would be an ideal outcome? Is there anything else we need to talk about today?

Engage To attract someone’s attention To establish meaningful contact To move into position so as to come into operation

Attract your customers’ attention with the intent to establish a meaningful relationship and move them into a position of purchasing your product or service.

Doing the same things and expecting different results. Definition of Madness Doing the same things and expecting different results.

What’s in it for me?

Handling Objections Pre-empt the objection Use Feel, Felt, Found Agree with the prospect Treat objections as questions Pre-empt the objection

Buying Signals “Can you deliver?” YES “Do you have other colours?” YES “Is it in stock?” YES “Do you have this model?” YES

Confirming Questions “Can you deliver?” “Do you have other colours?” “Is it in stock?” “Do you have this model?” “When do you want it delivered?” “Which colour do you want?” “Do you want it now?” “Is this the model you want?”

“Asking a question; the answer to which confirms the sale” Closing a Sale “Asking a question; the answer to which confirms the sale”

Closing Questions “Would you like that in red or blue?” “How many of these shall I send?” “When shall I arrange delivery?” “How would you like to pay?”

Follow-Up After the Sale Leave them on a positive Process order/paperwork quickly Keep in touch with customer Send a thank you email/card/letter Ask for referrals Create friends, not customers

Objectives Explain what sets the best salespeople apart At the end of this session you will be able to: Explain what sets the best salespeople apart Follow set personal goals to sales success Use a series of practical sales skills to increase your selling potential Practically apply these skills to your sales role