Loughborough University Basic sales skills Loughborough University

Workshop content Introduction – How sales skills can help. Preparation – Precall planning, lead generation and getting past the gatekeeper. Questioning – Use of language. Overcoming objections. Closing.

How can sales skills help you? Presenting and pitching to clients Negotiating – in work, with friends and family Professional confidence Getting organised Listen rather than talk Be more efficient Gives you a conscious, repeatable process

Buying factors Quality Price Features Dissatisfaction Technical or equipment upgrades Client trusts and values your solutions Buying makes us feel good – shopping therapy! Problem

SALES PROCESS PLANNING PROSPECTING QUESTIONING PRESENTING & CLOSING SERVICE

Preparation/Planning “Failure to prepare is preparing to fail” Abraham Lincoln

Pre Call Planning Product knowledge Knowing your market Knowing your clients market Competition Clients business Call objectives Sales materials – price list, tech spec etc Questions you are going to ask Pen and paper

SALES PROCESS PLANNING PROSPECTING QUESTIONING PRESENTING & CLOSING SERVICE

Prospecting methods Phone prospecting Warm calling Networking Referrals Inbound leads Cold calling Online

Define your target market. How large of an investment is my product or service? What types of companies currently use my competitors’ services? Which industry obtains the most benefit from using my services? What are the geographic limitations on delivering my product or service? What types of companies has our firm sold to in the past?

Gatekeeper tips Always address by name and title Ask for help Ask for gatekeeper’s recommendation Prepare a brief outline of why you are calling and how you can help – DO NOT PITCH Verify that you are asking the right person Bring small gifts Always respect the gatekeepers Start work earlier than the gatekeeper – be prepared for the decision maker to answer the phone

SALES PROCESS PLANNING PROSPECTING QUESTIONING PRESENTING & CLOSING SERVICE

Questioning skills Understand the questioning process Using the correct language when questioning

Use questions to Build trust and rapport Uncover customer needs Uncover customer buying factors Uncover concerns with other suppliers Help customer prioritize their potential needs and problems Demonstrate that we care about their needs and not just our own sale

Open and closed questions. Who? What? When? Where? How? Why? CLOSED… Do you? Have you? Are you? Did you? Aren’t you? Will you?

Closed questions They give you facts They are easy to answer They are quick to answer They keep control of the conversation with the questioner

Questioning process PROBLEM IMPLICATION SOLUTION

Problem questions examples. Where? When? Who? How often? What happens if...?

Implication question examples ‘How has the increased workload affected turnover in staff?’ ‘Have the staff problems led you to lose any clients?’ ‘Has the lack of publicity affected orders?’

How needs develop. I want to fix things immediately! My problem is getting bigger I am a little dissatisfied It’s almost Perfect. Explicit needs Implied needs

Solution questions EXPLICIT NEED Solution questions Implication questions A clear Problem A desire for a solution EXPLICIT NEED

Solution questions examples ‘If you were able to demonstrate how your Weezo could save time for your clients would that help with orders?’ ‘What other ways could this help you?’ ‘What would it be worth if you could double output?’

Linking your questions Link to buyer statements Link to personal observation Link to third party situations

SALES PROCESS PLANNING PROSPECTING QUESTIONING PRESENTING & CLOSING SERVICE

Why do prospects object?

Handling objections Thank customer for input Verify that an objection is THE objection Ask customer input for a solution, if appropriate Be prepared - address the objection with a prepared response If you know what’s coming, pre-empt it in the presentation

Sample trial closing questions How does that sound? Are we in agreement? Does that answer your question? Are you okay with that? Do you have any questions on that? 27

Final closing question The act of asking for the business Be straightforward Don’t walk away assuming you have the business; always ask When they say “Yes” STOP selling 28

SALES PROCESS PLANNING PROSPECTING QUESTIONING PRESENTING & CLOSING SERVICE