Selling skill ppt 2

• A group of children were playing near two railway tracks, one still in
use while the other disused. Only one child played on the disused
track, the rest on the operational track. The train came, and you
were just beside the track interchange. You could make the train
change its course to the disused track and saved most of the kids.
• However, that would also mean the lone child playing by the disused
track would be sacrificed. Or would you rather let the train go its
way?
• Let's take a pause to think what kind of decision we could
make................

• Most people might choose to divert the course of the
train, and sacrifice only one child. You might think the same
way, I guess. Exactly, to save most of the children at the expense of
only one child was rational decision most people would make,
morally and emotionally. But, have you ever thought that the child
choosing to play on the disused track had in fact made the right
decision to play at a safe place?
• Nevertheless, he had to be sacrificed because of his ignorant
friends who chose to play where the danger was. This kind of
dilemma happens around us everyday. In the office, community,
Profession Choice
• While we are all aware that life is full of tough
decisions that need to be made, we may not realize
that hasty decisions may not always be the right one.

Important But T time consuming meetings

2 minutes……..fullUMAIR!!!
TIME CONSTRAINTS…..

S= Set the Stage
 A= Analyze Needs
 L = Link to Solutions
 E =Establish Commitment
Selling is all about finding Leads
And
CONVERTING Them into DEALS

A sale is the act of selling a product or service in
return for money or other compensation. It is an act of
completion of a commercial activity.

 85% of Salespeople Talk Too Much and Listen Too Little.
Salespeople have been trained to think that two-thirds
of their selling takes place during the presentation,
when they describe their product features and benefits.
This leads to the classic "data dump." Show up and
throw up.
So,
First we focus on Effective listening

 Really listen to the customer answers
 Listen do not just wait our turn to speak
 Put aside our own views
 Become curious about customer’s views
 Use the power of encouraging silence

The Biggest mistake by Most Sales
Peoples??????
Listening half …
Understanding Quarter...
Telling double…

When customer has first responded to your
question
Pause – Do not talk
Maintain an Encouraging Silence
- smile eye contact, nonverbal encouragement
Customer will use the silence to think
He will then proceed to give a deeper answer to
your question

 Please do note that
Listening is not just
hearing

U = UNDERSTAND
P = PLAN
A = ADVANCE
C = CLOSE
A = ANALYSE

Principle
Understand the customer
through focusing on their
needs problems and goals.
xx/xx/xxxxEditor: UPACA ABM 25

MACRO Level
-Understanding the territory,
Market Statistics and Surveys
MICRO Level
-Understanding individuals

Before the call;
- Using call records
During the call ;
- By asking questions
After the call –
Through analysis ;

 Discover the most relevant gap that we can fill
to advance our business.
 Customers have many needs problems and
goals.
There is always a gap between their;
Present state…. and their…… Desire state
Our task is to uncover those gaps and to choose
the one that we can fill in a way that will
advance the business.
 Guide the call to win-win conclusion.

 We focus on the customers needs and
behavior in a call.
 We begin by showing the customer that we
can help them meet specific needs.
 We agree to an agenda for the call.
 When we focus on our needs – we are
feeling AND when we focus on our
customers needs we are

Understanding Market zone
Sales effectiveness means dedicating my
efforts for the highest return on
investment.
> What is my strategy for my areas?
> What are my priorities ?
> What are my targeted clients?
> How often will I visit them?

Understand client positioning
My questions to check my understanding
of the client and the relevance of my
visit:
> Who is this doctor?
> Why am I visiting this doctor?
> What is advancing strategy for my areas?
> What is his / her current situation?
> What is the room for growth?
> What is my goal for this call?

Principle
Plan to advance the sale through setting
call objectives .

 Focuses on business objectives
 Increase chance of gaining
commitment
 Gives us control of conversation
 We don’t forget key elements
 Increases our level of confidence
 Helps build on previous call
 Helps to focus the conversation
 Optimizes the call time

 Plan what to achieve
Set call objective to advance the
sale
 Plan HOW to achieve
Plan behaviors to achieve the call
objective

Setting call
objectives-GOAL
SETTING
Objectives need to follow SMART
criteria
S= Specific
M =Measurable
A =Action orientated
R=Realistic
T =Time bound

Plan how we will
 Open the call
 Confirm the reason for the
visit
 Ask questions that uncover
needs
 Prepare support materials
 Anticipate and handle
objections
 Close / gain commitment

 Always set call objectives that
advance the business.
 Be aware of the difference between
an advance and continuation of
business.
 To set an objective that advance
the business ask.
 What action do I want the customer
to agree to take that business
forward?
 By when ?
 How will I know that he has done
it? xx/xx/xxxxEditor: UPACA ABM 37

1.Know Your Product
.Complete Knowledge of product
2.Know Your Competition
. Emphasize the strengths of your product,
especially in areas where the competition is
weak.
3.Know Your Prospect
. Cold calls; fact finding calls
. Use sales prospect cards to summarize what
you know Tailor your presentation to the
planner needs and desires.
4. Assemble a Sales Kit.
. Include all information the prospect will
need about your product and services.

GENERALIZED STEPS
CALL OPENNING
PROBING(customer involvement)
OBJECTION HANDLING
SUPPORTING
PRESENTING FEATURE AND BENEFITS
CLOSING/GAINING COMMITEMENTS

 Build Rapport
 State your purpose
 Give the main reasons the
prospect should consider
your product.
 Bridge Statement
 Ask for permission to
continue with the
presentation.

Purpose
 Involve the customer to
understand his or her needs
 Ask all questions before you
give your presentation
 Tailor your presentation
according to what you learned
about the product
 Use both types of questions;
. Open – ended questions
. Close- ended questions

Open vs. closed
 Open questions
How, what ,why ,when, who?
 Closed questions
Yes / No ;
direct the conversation

Elevator questions
Move conversation between general
e.g. all patients and specific
e.g. this patient levels of discussion
Confirming question
Check for understanding interest and
agreement-win –win
Surgical questions
1. Preparation ; What do I want to achieve with
this question?
2. Precision; How do I direct the doctor to
think in our way on precisely this item?

Pain questions
Pain questions make doctor more fully
appreciate the effects consequences.
Pain questions make the doctor feel the pain
of not yet having the benefits your product
offers in this situation.
Pain questions amplify the seriousness of
the problem.

Probing should in
RADAR
R=Rapport building
questions
AD=Asking questions
About difficulties
A=Asking affirming
questions
R=Asking questions
that will tell you
Result a person
looking for your
products.

Be a Problem
Solver
 Sell benefits, not features
 Use visual aids to help the planner envision
the place
 Tailor your presentation to the prospect
needs.

P = Pause
A = Acknowledge
C = Clarity
E = Explain
 Check if need
satisfied

Principle
 Gain agreement / commitment on
call objective
 Closing means gaining a
commitment to action
 The aim of every call is to
achieve the call objective
 The call objective is to gain a
commitment from the doctor to
take an action that will advance
the sale
 A good close is the result
of a well managed call

If customer does not agree;
- Ask questions to uncover reasons
- Keeping call structure in mind handle
appropriately
- Close on original or alternative call objective
- Always keep door open for next visit

Principle
 Review what we have learned
from the call.
 How well did I meet the call
objectives ?
 What did the doctor agree to do ?
 What did I agree to do ? How?
When ?
 What did I do well ?
 What could I have done better ?
 How can I improve ?
 What I have learned ?
 -About the doctor needs ?
 -About how to provide benefits
that meet these needs ?

WITH COURAGE AND
BRAVERY, Regards Uzair

HAVE A NICE SALES FIGURE ………
LIKE THAT………
Regards,
UZAIR AHMED

Selling skill ppt 2

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