SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop

WELCOMESALES STRATEGY WORKSHOP

SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop

SALESA Chosen Profession...

SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop

What is Sales ??

SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop

Anyone who sells a product, service or an idea is a sales person

SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop

Sales Theory…

AIDA

AttentionInterest

DesireAction

SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop

Is Selling an or ??

The actual mystery is ::Transition of SELLING from ART to SCIENCE

Follow perceived processes & principles, in order to get consistent results.

SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop

Product Customer

Competitors

SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop

Product

SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop

PRODUCT KNOWLEDGE

KNOWLEDGE IS POWERKnowledge gives you the three elements of successful selling.

KNOWLEDGE POWER

SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop

- Confidence

- Enthusiasm

- Professional selling

SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop

Customer

SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop

Difference between CLIENT & CUSTOMER ???

SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop

Positive Communication for selling …

SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop

Buying Motives…

Need & Want

Buying Decision process

SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop

The Buying Decision Process and the Communication Challenge

Needrecognition

Informationsearch

Evaluation ofalternatives

Purchasedecision

Post-purchaseevaluation

Understand motivation or influence motivation

Understand how the customer responds to information

Create favourable attitudes

Createpreference for brand

Reinforce satisfaction

Selects and attends to informationinterprets information

Create favourable attitudes

Change negative attitudes

Reduce the time delay between decision and implementation of decision

Addressdissatisfaction

Managecognitive dissonance

SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop

Competitors

SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop

IMPORTANCE OF KNOWLEDGE ABOUT

COMPETITION

WHAT IS THE IMPORTANCE OF KNOWLEDGE ABOUT COMPETITION?Knowledge of competition provides the salesperson with a broad background for better handling of his job & helps him orient himself in his territory.

SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop

Process…

SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop

Prospecting…

SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop

Closing…

SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop

Most Common Constraints…

BUDGET AUTHORITY NEED TIME FRAME

SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop

The world only REWARDSRESULTS

Not EFFORTS !!!

SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop

Questions…

SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop SBGH – HR&ADMIN DIVISION Effective Selling Strategy Workshop