effective selling skills ppt

“, “width”: “800” } 2 upon completion of the course, participants will be able to :understand the meaning of the sales call. { “@context”: “”, “@type”: “imageobject”, “contenturl”: “/slide/1436188/4/images/2/upon+completion+of+the+course%2c+participants+will+be+able+to+%3a.jpg”, “name”: “upon completion of the course, participants will be able to :”, “description”: “understand the meaning of the sales call. benefits customer always buy { “@context”: “”, “@type”: “imageobject”, “contenturl”: “/slide/1436188/4/images/6/features+%2f+benefits+benefits+features%3a+benefits%3a.jpg”, “name”: “features / benefits benefits features: benefits:”, “description”: “specifications of a product or service. “, “width”: “800” } 9 steps of a sales cycle before the call 1- prospecting. 2- preparation.during the call 1- approach 2- presentation 3- responses 4- close post call 1- analyze { “@context”: “”, “@type”: “imageobject”, “contenturl”: “/slide/1436188/4/images/9/steps+of+a+sales+cycle+before+the+call+1-+prospecting.+2-+preparation..jpg”, “name”: “steps of a sales cycle before the call 1- prospecting. “, “width”: “800” } 13 during the call 1- approach 2- presentation probing ( open & closed )reinforcing 3- customer responses 4- closing { “@context”: “”, “@type”: “imageobject”, “contenturl”: “/slide/1436188/4/images/13/during+the+call+1-+approach+2-+presentation+probing+%28+open+%26+closed+%29.jpg”, “name”: “during the call 1- approach 2- presentation probing ( open & closed )”, “description”: “reinforcing. 3- to confront the customer with a topic of his interest. { “@context”: “”, “@type”: “imageobject”, “contenturl”: “/slide/1436188/4/images/17/presentation+we+help+the+customer+to+make+a+buying+decision%21.jpg”, “name”: “presentation we help the customer to make a buying decision! closed-ended questions following one benefit { “@context”: “”, “@type”: “imageobject”, “contenturl”: “/slide/1436188/4/images/20/forms+of+probes+form+objective+construction+open-ended+closed-ended.jpg”, “name”: “forms of probes form objective construction open-ended closed-ended”, “description”: “-find/clarify needs. “, “width”: “800” } 21 probing strategy with communicative customer customer signalsselling skills { “@context”: “”, “@type”: “imageobject”, “contenturl”: “/slide/1436188/4/images/21/probing+strategy+with+communicative+customer+customer+signals.jpg”, “name”: “probing strategy with communicative customer customer signals”, “description”: “selling skills. { “@context”: “”, “@type”: “imageobject”, “contenturl”: “/slide/1436188/4/images/26/reinforcing+steps+of+reinforcing+%3a.jpg”, “name”: “reinforcing steps of reinforcing :”, “description”: “step 1: paraphrase the customer need. { “@context”: “”, “@type”: “imageobject”, “contenturl”: “/slide/1436188/4/images/28/positive+customer+responses.jpg”, “name”: “positive customer responses”, “description”: “prospects voice inflections and positive comments.

{ “@context”: “”, “@type”: “imageobject”, “contenturl”: “/slide/1436188/4/images/30/positive+customer+responses.jpg”, “name”: “positive customer responses”, “description”: “c) prospect continues talking, but makes statements not appealing to you. { “@context”: “”, “@type”: “imageobject”, “contenturl”: “/slide/1436188/4/images/32/positive+%2f+negative+customer+response.jpg”, “name”: “positive / negative customer response”, “description”: “statements with a positive and negative aspect. { “@context”: “”, “@type”: “imageobject”, “contenturl”: “/slide/1436188/4/images/34/negative+response+definition+misconceptions.jpg”, “name”: “negative response definition misconceptions”, “description”: “an incorrect negative assumption about your product due to a lack of information or misinformation. { “@context”: “”, “@type”: “imageobject”, “contenturl”: “/slide/1436188/4/images/36/misconception+a+misconception+is+a+customer%e2%80%99s+incorrect+negative+assumption+about+your+product+or+company%2c+due+to+a+lack+of+correct+information..jpg”, “name”: “misconception a misconception is a customer’s incorrect negative assumption about your product or company, due to a lack of correct information. { “@context”: “”, “@type”: “imageobject”, “contenturl”: “/slide/1436188/4/images/38/lack+of+interest+lack+of+interest+in+your+product+is+almost+always+due+to+satisfaction+with+a+competing+product..jpg”, “name”: “lack of interest lack of interest in your product is almost always due to satisfaction with a competing product. “, “description”: “strategy for dealing with lack of interest: use series of closed probe to uncover areas of customer need. type of requests: trial use: to get the customer to use the product on a trial basis. help the customer to decide. to make a personal evaluation of your sales call. { “@context”: “”, “@type”: “imageobject”, “contenturl”: “/slide/1436188/4/images/48/the+short+call+purpose%3a.jpg”, “name”: “the short call purpose:”, “description”: “to male maximum use of limited time with the customer. { “@context”: “”, “@type”: “imageobject”, “contenturl”: “/slide/1436188/4/images/52/bridging+what+is+bridging.jpg”, “name”: “bridging what is bridging”, “description”: “the skill of managing the sales conversation by making a smooth transition between subjects. { “@context”: “”, “@type”: “imageobject”, “contenturl”: “/slide/1436188/4/images/54/putting+it+all+together+the+10+golden+rules+of+successful+selling.jpg”, “name”: “putting it all together the 10 golden rules of successful selling”, “description”: “6- the good salesperson presents only those features and benefits of his product or services that relate to the prospect’s needs.

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