1. Developing Excellent Sales Skills
Training Topics:
Part 1 – Communication Skills
Spoken communication
Improving the effectiveness of communication
Structure of communication
Questioning techniques
Open ended questions
Close ended questions
Multiple questions
Leading questions
Listening Skills
Passive Listening
Active listening
Reflective Listening
Contd.

2. Developing Excellent Sales Skills
Training Topics:
Telephone Etiquette
5 phases of a call
Opening
Needs Identification
Collection/verification of information
Providing information/potential solutions
Closing and next steps
Using PICTURE
P – Pitch
I – Inflection
C – Courtesy
T – Tone
U – Understanding
R – Rate of Speech
E – Enunciation
Non-Verbal Communication
Using non-verbal encouragement over the telephone
Tips on body language over the telephone Contd.

3. Developing Excellent Sales Skills
Training Topics:
Part 2 – Selling Skills
Preparing for the sales call
Conducting research on the industry and organization
Planning the Sales Interview
Prospecting
Critical mistakes committed during phone prospecting
Conducting the sales call
Introduction
Presentation of information
Selling techniques
BAF
Consultative selling
Handling objections
Time Management Techniques
To-do lists and follow up
Reducing After Call Work (ACW)
Scheduling follow-up calls Contd.

4. Developing Excellent Sales Skills
Training Topics:
Dealing with different kinds of customers
Angry customers
Talkative customers
Gatekeepers
Customers who are not interested
Customers who are pressed for time
Understanding Sales terminology
Glossary of sales terms

5. Sales MMM Training Solutions Contact: Pramila Mathew
Mobile:
Website:
© 2008 MMMTS
All Rights Reserved.

6. Developing Excellent Selling Skills
© 2008 MMMTS
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7. Marketing Myopia
Sellers pay more attention to the specific products they offer than to the benefits and experiences produced by the products.
They focus on the “wants” and lose sight of the “needs”.
© 2008 MMMTS
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8. What is Selling? It is the process of:
analyzing a customer’s need for a product, service or idea’
then providing persuasive information about that product, service or idea to the customer.
© 2008 MMMTS
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9. The 7 Steps of a Sale Planning & Preparation Introduction Or Opening
Questioning
Presentation
After Sales
Follow - up
Overcoming
Objections
Closing
© 2008 MMMTS
All Rights Reserved.

10. Six Powerful Prospecting Tips
1. Prospecting for new business should be done:
Daily
With Focus
Routinely
With Seriousness
2. When prospecting:
Be prepared
Get organized
Take good notes
© 2008 MMMTS
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11. Six Powerful Prospecting Tips
3. When prospecting:
Use a script - don't shoot from the hip.
Practice the script until it sounds smooth and natural.
Role-play with an associate over the phone.
Avoid the temptation to sell over the phone. Your objective is to gather information and make the appointment.
© 2008 MMMTS
All Rights Reserved.

12. Handling Objections
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13. Objection Handling Techniques
Feel/Felt/Found
I know how you feel.
Other customers have felt the same way
I’ll show you what our customers have found.
Agree/Add/Explain
Listen and confirm
Align with the customer before redirecting
Explain why and how the situation can be changed or altered
© 2008 MMMTS
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14. Objection Handling Techniques
Smoke out all important objections
See the objection as a question
Agree with the customer about something
Admitting to the Objection
© 2008 MMMTS
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15. Tips for successful selling
© 2008 MMMTS
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16. Tips for successful selling
You have just a few seconds to make a good initial impression be it in person or on the phone.
Maintain an attitude that you are seeking to help your prospect meet a need or solve a problem, rather than force the sale of a product or service.
Know your product and be enthusiastic about it! If you're not enthusiastic, your prospect certainly won't be.
© 2008 MMMTS
All Rights Reserved.

17. MMM TRAINING SOLUTIONS
Contact Information
MMM TRAINING SOLUTIONS
59/29, College Road,
Nungambakkam, Chennai –
Landline:
Website:
Pramila Mathew - Training Consultant and Executive Coach
Mobile: ;
Vikas Vinayachandran - Training Consultant
Mobile: ;