Presentation on theme: "Selling ideas or products to known people involves different dynamics than selling to strangers does."— Presentation transcript:
Selling ideas or products to known people involves different dynamics than selling to strangers does
A sales person needs to interact convincingly and effortlessly with strangers
Selling involves People Package of emotions and feelings
A successful sales person needs Domain knowledge Proficiency in skills Right attitude
Knowing the product
Knowing the process
Understanding customers objections
Listening skills Sales people need to be good listeners
Questioning skills Ask right questions to the prospect
Identifying buying signals Based on these signals, a sales person can plan his next move or question.
Negotiating and closing skills Creating a win-win situation for both the customer and themselves
Confident Confidence helps them to take rejections in their stride and bounce back with enthusiasm.
Persistent and determinant The determined person refuses to accept defeat and goes on to attain what he wants.
Maintain a long-term relationship with customers Need to view each sale as a stepping stone towards earning the goodwill of their customers.
Having a friendly personality
themselvescustomers organization Accountable for themselves, their customers and their organization
The instructor should be a person of substantial authority who can command the attention of learners
A suitable method should be adopted to help form the right attitude
Sales people need to be receptive and willing to change
The learning environment needs to be conducive to learning Classroom setting - Instructor has to be sensitive while delivering the training program eLearning or an online program - Individual sensibilities and sensitivities have to be kept in mind
Share stories or anecdotes about how positive attitude changes situations
Give exercises to develop a positive vocabulary
Using Role plays and games to reinforce the attitudes
Attitude of salespeople determines the altitude to which they can rise in their career and in an organization.
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