ESSENTIAL AL SELLING S SKILLS Aim High Essential Selling Skills - PowerPoint PPT Presentation

ESSENTIAL AL SELLING S SKILLS Aim High Essential Selling Skills Australian Institute of Management

Learning O Outcomes • Understand the changing sales environment and buyer behaviour • Identify and qualify prospects, and manage prospect information • Prepare and present sales solutions • Manage buyer resistance through effective negotiation and product knowledge • Support post-sales activities to strengthen client relationships Essential Selling Skills Australian Institute of Management

Units o of C Competency • BSBSLS407A Identify and plan sales prospects • BSBSLS408A Present, secure and support sales solutions • BSBPRO401A Develop product knowledge Essential Selling Skills Australian Institute of Management

Introduction t to S Sales • The Changing Environment • Transactional v. Consultative Selling • The Sales Process Essential Selling Skills Australian Institute of Management

1. Prospecting 8. Follow up 2. Planning 3. Discovery 7. Commitments 4. Present 6. Negotiations Solutions 5. Handle Objections Essential Selling Skills Australian Institute of Management

Key T Takeaways • The global market, limited time, increased competition and a wide range of buyers has made selling more sophisticated. • A ‘transactional sale’ is a simple, short-term sale in which the customer already knows what he/she needs. • Consultative (Relational) selling is a more complex, long-term process involving collaboration of both buyer and seller. Essential Selling Skills Australian Institute of Management

You Y Yourself P Pty L Ltd • Self-management and Character • Knowledge, Skills and Attitude • Managing Your Time Essential Selling Skills Australian Institute of Management

You Y Yourself P Pty L Ltd Time Management Quadrant Urgent Not Urgent II I Activities Ac Ac Activities Prevention Crisis Relationship building Important Pressing problems Recognising new opportunities Deadline driven projects Building health and fitness Reactive activity Planning, recreation Learning new skills Pro-active activity Do De Do Decide III IV Ac Activities Ac Activities Interruptions, some calls Trivia, busy work Not Important Some mail, some reports Some mail Some meetings Some phone calls Close pressing matters Time wasters Popular activities Escapist activities, e.g. Net surfing Dele De legate Du Dump Essential Selling Skills Australian Institute of Management

SMAR ARTT G Goals S S Specific M M Measurable A A Adaptable R R Realistic T T Time Related T T Trackable Essential Selling Skills Australian Institute of Management

Planning Y Your T Territory M Management Ana nalys lysis Set g goals ls Ta Tactics Execution n Essential Selling Skills Australian Institute of Management

Key T Takeaways: Y You Y Yourself P Pty L Ltd • An effective sales person believes in their strengths • Essential skills include listening, questioning, negotiating and time management • Spend Time in Quadrant Two • SMARTT goals • Your territory represents you and must be run with sound record keeping Essential Selling Skills Australian Institute of Management

Pr Prosp ospecti ecting g Prospecting is an ongoing process which: • Allows us to identify characteristics of potential customers • Recognise the typical needs of potential customers • Find the most likely sources of potential customers Essential Selling Skills Australian Institute of Management

Thr hree Ar Areas o of P Prospecting 1 2 3 Research and The Prospecting Call Record Keeping Preparation Essential Selling Skills Australian Institute of Management

Buying I Influences ECONOMIC USER Release $$ Judges impact on job TECHNICAL COACHES • Economic Buyer screens out Guides me on this sale • User Buyer • Technical Buyer • Coaches • Buying Influence chart Essential Selling Skills Australian Institute of Management

Prospecting M Metho hods • Databases • Outsourcing • Publications • Google • Direct Marketing • Face-to-face – tradeshows, cold calling, and referrals through existing customers or networking Essential Selling Skills Australian Institute of Management

MAD AD C Criteria Money - do they have the money to buy? Authority - are you talking to the person with the chequebook? - do they want your product? Desire Essential Selling Skills Australian Institute of Management

The he 1 10 C Commandments o of P Prospecting 1. Prospect daily 2. Make a lot of calls 3. Be brief 4. Be prepared 5. Don’t be interrupted 6. Call at off peak times 7. Vary your approach 8. Be organised 9. Imagine the result 10. Don’t stop Goldner 2006, p253 Essential Selling Skills Australian Institute of Management

The he S Sales F Funnel Essential Selling Skills Australian Institute of Management

Key T Takeaways: P Prospecting • Three areas of skill required: research, the prospecting call and record keeping • Prospecting methods include using publications, search engines, databases, outsourcing, direct marketing, cold calling, tradeshows and networking • Do they have buyers influence? • Do they have the Money, Authority and Desire? Essential Selling Skills Australian Institute of Management

Pl Planning g Always set sales call objectives; a primary objective and a secondary or back up objective Essential Selling Skills Australian Institute of Management

Selling t to a a C Cat T Type  Be fast  Be logical  Have all your facts; and several options  Don’t ‘tell’ them anything  Show how you can impact on their bottom line  Don’t waste their time Cat type Essential Selling Skills Australian Institute of Management

Selling t to a a B Bird T Type  Be fun  Move along quickly  Be prepared to skip between topics  Appeal to their desire for prestige  Keep them on track Bird type Essential Selling Skills Australian Institute of Management

Selling t to a a D Dog T Type  Be friendly  Make small talk  Be patient  Allow time to chat  Show how your product/service impacts on people Dog type Essential Selling Skills Australian Institute of Management

Selling t to a a H Horse T Type  Use graphs and charts  Leave handouts  Present sequentially  Don’t expect a quick decision  Tone it down, slow it down  Respect their need to deliberate Horse type Essential Selling Skills Australian Institute of Management

Why P People B Buy People buy for two reasons 1. good feelings and 2. solutions to problems Essential Selling Skills Australian Institute of Management

Influences o on D Decision M Making a are: Logical – for gain and saving in dollars, space or Emotional – based on time, and self image, fear, the senses, imitation, loyalty, self gratification, interpersonal relationships and habit Essential Selling Skills Australian Institute of Management

Key T Takeaways: P Planning • Set call objectives • Four types of buyers who buy in different ways: Cat, Bird, Horse and Dog • People buy for good feelings or solutions to problems • People buy with a mix of logic and emotion • Always use a pre-call checklist Essential Selling Skills Australian Institute of Management

DAY T TWO Essential Selling Skills Australian Institute of Management

Disco Discovery y Good Questions • Motivate your customer to open up • Allow the customer to vent • Direct a conversation • Show you’re a good listener • Provide information • Allow the customer to recognise his/her own needs • Keep the customer involved Essential Selling Skills Australian Institute of Management

Elevator P Pitch h • Around 90 words – max 30 seconds • Under the following headings: ­ What you do literally ­ What makes you different ­ Who you’ve helped ­ A call to action. Essential Selling Skills Australian Institute of Management

Type o of Q Questions  Open questions encourage the buyer to answer freely  Closed questions require a yes, no, or short answer Essential Selling Skills Australian Institute of Management

Types o of Q Questions Historical What happened in the past? Problem What’s up? Current What’s happening now? Why What are the implications? Climate What’s the culture like? Stretching Tell me more… Essential Selling Skills Australian Institute of Management

Lis Listening ning ‘God has given man two ears but one mouth so he may hear twice as much as he speaks’ Epictetus, 55 AD Essential Selling Skills Australian Institute of Management

Five L Levels o of L Listening 1. Ignoring 2. Selective 3. Attentive 4. Active 5. Emphatic Essential Selling Skills Australian Institute of Management

Becoming a an E Effective L Listener • Focus on the person speaking • Show your attention with eye contact, facial expression • Check your understanding by paraphrasing • Practise empathy • Listen as if you have to give a report to someone else Essential Selling Skills Australian Institute of Management