Develop your selling skill

2. • Sell
• Sale
• Sellerversus salesperson (sales)
• On sale/go on sale/for sale
• Sale off/discount
• Sale drive/campaign
• Point of sale
• Sale pitch/talk
• Recordsales
• Sales increase/raise/go up/grow
• Sales fall/drop/go down
• Sale Figures
• Sales target
• Sales force
• Sales performance
• Sales forecast
• Thevolume of sales
• Retail Sales
2

3. Sales is process of ex-change goods,
ideas, labor, service, technology
which both party seller and buyer gain
benefit.
3

4. • Result oriented
• Walk the talk
• Good at influencing ski
• Good at problem solvin
• Be able to work under
• Easygoing person
• Openminded-Brave, pa
4

5. 5
Plan and practice
Put yourself in your
counterpart’s shoes
Stay calm and don’t brag
Develop your attitude
Reflect yourself
Keep motivated

6. 1. The ability to empathize with your customers
2. The ability to uncover challenges and discover
your prospects pain points.
3. The ability to handle objections.
6
DAN LOK| AMillionaireEntrepreneur

7. 1. SPIN Selling
SPIN selling is about asking customers the right questions.
7
1 2 3 4
Problem Need-Payoff
Situation Implication

8. 2. SNAP selling
SNAP selling focuses on the way customers make decisions: influence them
positively, so in the end they feel they made the decision on their own.
8
1st 2nd 3rd
1st Decision
Allow - Access
2nd Decision
Initiative - Change
3rd Decision
Select - Resources
Open
Consider
their options
Oblivious
No interest
in connecting
Complacent
Will listen to
ideas
Curious
Agrees to
conversation
Committed
Status quo
unacceptable
Certain
Best decision
selected

9. 3. Challenger Sale
9
1
2
3
Teach
For well-informed potential customers, you need to bring
unique, educational information or a new approach to their
problem to the table.
Tailor
make sure your communication is in tune with both the
organization and your contact person’s individual goals,
motivations, needs, and concerns.
Take control
When a prospect pushes back, the Challenger Sale
method shifts the conversation from price to value and
challenges a prospect’s thinking.

10. 10
PRICE
VALUE

11. 11
VALUE
PRICE

12. 12
PRICE
VALUE

13. 4. Sandler Sale method
13
First meetings
with prospects are
about discovering
their needs, so
jumping right into
a demo is out of
the question.
Go beyond cost-
saving arguments,
and quantify the
impact of a
solution such as
being able to
focus on priorities.
if a buyer
convinces you,
and more
importantly
themselves, that a
solution is a very
high personal
priority.
PERSONAL INTEREST
FINANCIAL IMPACT
TECHNICAL ISSUSE

14. 14
5. Consultative or solution selling
STEP 1 STEP 2 STEP 3 STEP 4 STEP 5 STEP 6
MEETING LISTENING STUDYING TEACHING SOLVING CLOSING

15. > SPIN will help you ask the right questions to uncover their needs.
> SNAP focuses on the way a customer thinks and how you can react to that.
> The Challenger Sales tactic also zooms in on a specific way of thinking, in order to
challenge and create a new perspective.
> The Sandler Sale creates that new perspective by showing potential customers the
technical, financial and personal impact their choice can have.
> If you want to invest in a long-term relationship, Consultative or solution selling is
the way to go. It’s not about asking or showing anymore, but about listening.
15

16. COLLABORAT
E
builds trust,
enabling a
climate of
interaction where
you and the
customer
together discover
a solution that is
best for them.
SOLUTION
You start by
learning enough
about the
customer to show
how your solution
fits his needs. It
can be very
effective.
PERSUADE
When we
Persuade (“ooh,
pick me, pick
me”), the
customer can get
defensive, and
even shut down.
16
TELL/SELL
We don’t know
where we stand
or enough details,
so we Tell and
Sell, attempting to
gain some control
over the situation
and outcome.

17. 17
SALES FUNNEL
Client
This slide is 20% of total Potential. Adapt it to your
needs and capture your audience’s attention.
Potential
This slide is 50% of total Prospect. Adapt it to your
needs and capture your audience’s attention.
Prospect
This slide is 40% of total Suspect. Adapt it to your
needs and capture your audience’s attention.
Suspect
This slide is 100% of total market. Adapt it to your
needs and capture your audience’s attention.
8
80
400
1,000

18. 18
P D C A
PLAN DO CHECK ACT
Identify your
problems
Test potential
solutions
Study results Implement the
best solution

19. 19

20. 20

21. 21
CTIONS
HANGE
HINGS