1. SALES TRAINING

2. INTRODUCTION Sales THE PROFFESSIONAL SALES PEOPLE 5 BASIC STEPS TO SUCCESS CAUSES OF OBJECTIONS HANDLING OBJECTIONS

3. Introduction What Is Sales? In general, a transaction between two parties where the buyer receives goods (tangible or intangible), services and/or assets in exchange for money. Every day, millions of people take part in countless sales transactions across the globe, creating a constant flow of value which forms the backbone of our economies. This comprehensive SALES TRAINING has been prepared especially for you – the sales person. It is a part of our continuing effort to extend our full support to you. While the contents of this manual are designed to help you to sell the products, there are nevertheless countless hints, tips and pointers which we believed will be of benefits to you in your overall sales efforts. Together with the training system which your Trainer will guide you, we sincerely feel that it will increase your total sales and contribute to your personal selling success. Good Selling !!

4. THE PROFESSIONAL SALES PEOPLE We have developed this training manual specially for you so that you can learn the skills and knowledge developed over a number of years by our successful sales people who have proven their rights to be classed as TOP PROFESSIONAL SALES PEOPLE. The program will only work if applied by a person who really wants to be a true professional sales person. Remember, “Ordinary sales person sells ordinary products and earn ordinary income”

5. Appearance Dressing – You don’t have to follow the current fashion trend neither do you have to dress as though you are going to a picnic. For men. Put on a light color shirts and preferably with a tie. Look neat and always be well groomed. Hairs should be kept at a reasonable length and neat. As for ladies, dresses are more preferred than slacks. Costgume jewellery should be kept to minimum. Manners Always be friendly and courteous Be a good listener and be sincere. SMILE – It cost nothing, yet a smile can be contagious. HANDSHAKE – Warm, firm and friendly. You should look into your prospect’s eyes when you shake his hand. A firm handshake present sincerity and a weak handshake means you are not interested.

6. ATTITUDE BE NATURAL – Be yourself, don’t try to copy the manners and speech of someone else. ENTHUSIASM - Be openly enthusiastic, you can convey enthusiasm by the tone of your voice, facial expression, attitude and gesture. This will influence your prospect to believe in you. Let everyone know by your attitude that you like your job and you believe in the products you sell. CONFIDENCE – Prepare and plan your approach. Then execute your plan with confident and gain respect

7. 5 BASIC STEPS FOR SUCCESS Planning Introduction Presentation Demonstration Closing

8. COMMON OBJECTIONS Price Product Characteristics Company or salesman Bad service experience Procrastination to delay or avoid making the decision

9. CAUSES FOR OBJECTIONS Lack of trust in the company and salesman Natural resistance to change in buying habits Does not have the required financial capacity to buy Needs more information of fails to recognize his needs of the products The buyer assigns a higher priority to buy other products

10. FIVE STEPS TO CLOSE ON AN OBJECTION Show understanding but don’t agree Clarify the objection Convert the objection into question Answer the objection in a form of question Trial Close

11. COMMON CAUSES FOR OBJECTIONS Customer objections are a normal part of the sales process. The salesman should expect them and be prepared to handle them. Objections will vary depending upon the particular buyer. Frequent underlying causes are :- 1.The buyer lacks trust in the company or the salesman 2.The buyer has a natural resistance to change in his purchasing habits 3.The buyer does not have required financial capacity to make purchase 4.The buyer does not need the product or service 5.The buyer needs more information or fails to recognize his needs 6.The buyer assigns a higher priority to the purchase of other products Knowing the causes for objections will help the salesman to do a better job in answering them. He should, therefore carefully analyze the reasons behind objections before proceeding to answer them.

12. How TO HANDLE A PRICE SALE OBJECTION

13. QUIZ

14. You have successfully completed this Module!!!