1. Practical Sales Skills
Your Name

2. 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

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

4. 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…

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

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

7. Ethics
Bonding
Empathy
Reciprocity
Building Trust

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

9. 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?

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

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

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

13. What’s in
it for me?

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

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

16. 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?”

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

18. 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?”

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

20. 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