1. Loughborough University
Basic sales skills
Loughborough University

2. 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.

3. 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

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

5. SALES PROCESS PLANNING PROSPECTING QUESTIONING PRESENTING & CLOSING
SERVICE

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

7. 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

8. SALES PROCESS PLANNING PROSPECTING QUESTIONING PRESENTING & CLOSING
SERVICE

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

10. 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?

11. 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

12. SALES PROCESS PLANNING PROSPECTING QUESTIONING PRESENTING & CLOSING
SERVICE

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

14. 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

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

16. 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

17. Questioning process
PROBLEM
IMPLICATION
SOLUTION

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

19. 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?’

20. 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

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

22. 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?’

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

24. SALES PROCESS PLANNING PROSPECTING QUESTIONING PRESENTING & CLOSING
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25. Why do prospects object?

26. 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

27. 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

28. 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

29. SALES PROCESS PLANNING PROSPECTING QUESTIONING PRESENTING & CLOSING
SERVICE