Session 1 selling successfully

04/12/2023www.carehrm.com1

Selling SuccessfullyOne day program on sales management


Preparing to sell

Dealing with customers

Making successful sales

Managing sales teams


Preparing to sell

Selling is the basis of all business success. Lay the foundations for successful selling with long term principles and practices and by developing key personal skills.


Aiming for success

Making a “No-Win” sale

Making a “Win-

Win” sale


Find out what the customer really wants as early as possible.


Gaining self confidence

Always approach

prospective customers

expecting to sell

Take the advice of

others about your

appearance and your presence

Ex-handout


Pacing your speech

Pres

entin

g cle

arly

Givi

ng th

e rig

ht

impr

essio

ns

Copi

ng w

ith

reje

ction

s


Top 5 Sales Myths

Order taking has been replaced by the Internet.

The hard close has been replaced by the strong opening.

The willingness to buy lunch has been replaced by the ability to solve customer problems.

Many companies report their sales force ability to meet quota is declining and is at 49% or less.

80% of the total sales revenue is coming from 20% of the sales force. Some companies say it is a 90%-10% split.


Practicing self development

YourSelf manage

Absorbing information

Exploiting information

Communi-cation

Relationship building

Handling finance

Note taking

Thinking

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Inception

The beginning of something a first part or

stage of subsequent events


Getting organized

Track paperwork processes from start to finish to cut out waste.

Free an early morning period to catch upon undone task.

Plan days daily, months monthly, and years annually.


Unleashing the Power of

Consultative SellingSelling the way your customer wants to buy…

Not the way you like to sell!


Sales Myth Number 1: “You Think You Sell?”Realize they have a problem.

Know what is required to solve it.

Do their own research. (The Internet is a tremendous source of information.)

Select a service or product that will give them the results they expect.

Bottom Line:

Buyers are already sold… by their selves!


Procedures producepredictable and repeatable results.Sales is a series of processes or procedures comprised of generating a lead, qualifying a lead, interviewing the client, preparing a proposal, developing a price, signing a contract, delivering the product or service, and managing the account.


Sales Myth Number 2 :“Selling is an Art”

Ask a salesperson to follow a procedure, write a report, or update the sales system, and they will tell you they do not have time. They’ll tell you, “Sales is an art.”


The Undocumented TragedyThe first areas to look to for change are within your own

sales processes

:

• Are your procedures current?• Do your procedures produce the

results you expect?• Are all procedures documented?• Is the staff trained in their use?• Do you have metrics?• Do you monitor the implementation of

your procedures?


SALES MODELS

We have no recognized standards in sales, but we have plenty of sales models to choose from.Many sales forces use all of them, some of them, or some hybrid of them. Unfortunately, allowing the sales force to follow their own model creates a considerable disparity of which model is working best.


The sales script is divided into four steps:

APPROACH

DEMONSTRATION

PROPOSITION

CLOSE


Avoid giving the impression to the merchant that

you are trying to force him to buy....No person likes to feel he is being sold.


CLOSING SALES MODEL

✗ Presentation Skills

✗ Trial Closing

✗ Overcoming Objections

✗ Final Close

The key elements defining the Closing Sale Model are:


PRODUCT/SERVICE PUSHING THROUGH

PERSONALITY, PERSISTENCE AND

PRICE


RELATIONSHIP SALES MODEL

The buyer and seller get to know each other on a personal and professional level.

The salesperson builds a relationship, over time, with repeated visits.


PROBLEM-SOLVING SALES MODEL

Open-ended questions - Role-playing is used with students to get them to understand how to get

Clients or prospects to talk about the things that are important to them.

Closed-ended questions - Closed-ended questions require a yes or no response.

Listening skills is a key component. The salesperson takes the information and then

presents solutions.


VALUE ADD SALES MODEL

Price objections raised by the “Problem-Solving Sales Model” can be countered by adding additional services. In this way, adding these services to the base product/service gives a perception of the value received versus the price.


- Costs

+ Value

Value innovation


CONSULTATIVE SALES MODEL

Determines how to

lower the clients costs

and/or

Determines how to

increase the client’s

revenues


PARTNERING

This model became the buzzword used by salespeople–not in creating a legal entity, but in building a joint plan for creating an opportunity. The sale is conducted at the highest level of the company and an output is a business plan targeted at a niche within the clients’ market. The term partnering became highly overused and misused. Clients and prospects soon tired of hearing the word.


TEAM SELLING MODEL

Though not new, the Team Selling Model became increasingly more integrated into the sales model. The salesperson in this model must coordinate all of the activities within the organization and external to the organization, in order to win the business.


COMPLEX SALES MODEL

Large ticket sales Multiple decision makers Extensive coordination, both internal and external Long lead times


Review the different models you are using. Are you getting the results you

expect? If you are leading a sales team, what model does your team use? Or, are

they all using different ones?

Bottom Line:

Sales is not an art ... it is a process!


Sales Myth Number 3

“Salespeople who are ‘Good Talkers’ with a ‘Great Pitch’ win the most”

Place a salesperson in a selling situation and they are set to give you their “Pitch”. In fact, I have heard prospects tell a salesperson, “Go ahead, give me your best “Pitch”. The reality is that the “Pitch” works sometimes, and sometimes it doesn’t.

Bottom Line:Salespeople can talkthemselves right out of the sale.


Sales Myth Number 4

“Selling is Close, Close, and Close”

The Gallup Organization took a poll in 2000 asking this question: “Please tell us how you would rate the honesty and ethical standards of people in these different fields?”


Four

of t

he to

p tr

uste

d ca

tego

ries

chos

en w

ere: Nurses

Pharmacists

Veterinarians

Doctors

Four

of t

he lo

wes

t rat

ed w

ere:

Lawyers

Newspaper Reporters

Insurance Salesmen

Advertising Executives


Used-Car Salesmen.

Gallup has been taking this survey for over 20 years and, each time, used-car salesmen ranked on the very bottom of the list.

Session 1 selling successfully

Documents

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