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SELLING SKILLS
Tue, June 08, 2010
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"Selling is wrongly associatedwith only the smart or better
looking people ..."
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Customer Requirements
Customer
Satisfaction
Quality Value
Service
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Retain
currentcustomers
Sell more to
currentcustomers
Acquire newcustomers
Core Processes
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SELLING TECHNIQUESFocus on the Process,
not the results
Important Video
Refer youtube
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The 80:20 Results Trap
It is not advisable to focus on dealing with 20%
of the Clients likely to give 80% of the business
in the hope of getting MORE CREDIT.
The Big Value Quotes may not necessarily need
good selling skills. Hence the right approach
could be to focus on the middle 50% Clients
giving 50% Business.
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Professional Salesmanship
There is no substitute for professional
salesmanship.
The brochures, proposals, third-party
testimonials, advertisements or the
technical strengths act only as sales
supports especially to acquire a major
share in the target market.
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Relevant Selling Points
Importance of TRUST in building relationships
Top-Line & Bottom-Line Results
Develop insight on the Decision makers in contracts
Differentiate by a USP to deal with competition
Handle objections thro’ Need identification &
development
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Filling the Sales Funnel
Success requires a combination of skills,perseverance, energy, addressing points of
resistance and continuously refining the
message for maximum impact.
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Selling Themes
Differentiate Customers - Enquiry Handling
Design Differentiated Offerings – Drawing Templates
Keep Existing Customers – Close Follow up
Exploit Cross Potential – Other products
Maximizing Life Time Value – Get preference, if not price
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Difficult to copy Insights
Someone can copyyour behavior
Someone can copyyour designs
Someone can copyyour product
Someone can copyyour mfg capabilities
Someone can copyyour client lists
It is difficult to copy the SALES INSIGHTS gained by you,making the WHOLE more than the SUM OF IT’S PARTS
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Customer cannot make uphis/her mind?
The customer does not knoweverything about everythinghe buys.
Give the customer say two(not many) options visualizingcompetitive actions.
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Strategic Selling‘a holistic function’
SELLING FOR STRATEGIC GROWTH IS A HOLISTIC FUNCTION WITH
PROACTIVE CO-ORDINATION
BETWEEN THE
OPERATIONAL GROUPS
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Some Lessons
Responsive to commitments
Be a good listener
Sensitivity – judging on the face value
Irresponsible clientele
Unwritten commitments
Unnecessary liabilities
Chinks in the armor
Consideration
Enlightening Customers
Ethics
Knowledge Baggage
Competition brings us closer
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Thanks for your Attention
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