Basic Selling Skills and Training
Sales people use accepted techniques and skills to make a sale.
There are basic selling skills that employees can learn through training and role play. Before going out to call on customers, the salesperson should have an understanding of accepted sales techniques like relationship selling and consultative or value-added selling. A salesperson should also know how to move a sale along and how to close a sale.
Forming Strong Relationships
An important basic selling skill is the ability to form a strong relationship with the buyer. Often, the central quality of a sales professional that leads to repeat sales business is trust. When you develop a rapport with the buyer and establish credibility, you become a more effective salesperson.
Solving Problems by Asking the Right Questions
Good salespeople plan in advance to ask the customer questions that can help reveal the customers needs and desires. Asking the appropriate questions can also reveal problems that the salesperson may be able to solve for the customer. By uncovering these issues through good questioning, you are better able to provide a solution and make the buying decision easier for the buyer.
Listening Carefully
A good salesperson knows when it is time to listen to the buyer. In the course of conversation a buyer may bring up a key element that leads to identifying a need and then making a sale. By helping the customer formulate and verbalize the need, you act as a partner or consultant and add value to the customer by contributing ideas.
Organizing Focused Presentations
The successful salesperson is skilled in creating focused presentations. These presentations should demonstrate the features and benefits of the product or service, while focusing on the specific needs of the customer.
Motivating the Customer to Action
To be effective, you must close the sale by gaining a commitment from the customer. The salesperson must possess the persuasive skills necessary to move the sales process forward by handling objections and asking for action.
Sales Training
Once sales trainees understands the concept of relationship and consultative selling and the questioning process, listening, presentation and closing skills that are part of these techniques, they are ready to role play. A sales manager or trainer can set up scenarios for the sales trainee, and play the role of the customer. To model effective sales strategies, the sales manager can take the role of the salesperson, while the salesperson plays the role of the customer. The sales manager should specifically demonstrate skills like questioning, listening, identifying needs, problem-solving and closing the sale during the role play sessions.
Sales people use accepted techniques and skills to make a sale.
There are basic selling skills that employees can learn through training and role play. Before going out to call on customers, the salesperson should have an understanding of accepted sales techniques like relationship selling and consultative or value-added selling. A salesperson should also know how to move a sale along and how to close a sale.
Forming Strong Relationships
An important basic selling skill is the ability to form a strong relationship with the buyer. Often, the central quality of a sales professional that leads to repeat sales business is trust. When you develop a rapport with the buyer and establish credibility, you become a more effective salesperson.
Solving Problems by Asking the Right Questions
Good salespeople plan in advance to ask the customer questions that can help reveal the customers needs and desires. Asking the appropriate questions can also reveal problems that the salesperson may be able to solve for the customer. By uncovering these issues through good questioning, you are better able to provide a solution and make the buying decision easier for the buyer.
Listening Carefully
A good salesperson knows when it is time to listen to the buyer. In the course of conversation a buyer may bring up a key element that leads to identifying a need and then making a sale. By helping the customer formulate and verbalize the need, you act as a partner or consultant and add value to the customer by contributing ideas.
Organizing Focused Presentations
The successful salesperson is skilled in creating focused presentations. These presentations should demonstrate the features and benefits of the product or service, while focusing on the specific needs of the customer.
Motivating the Customer to Action
To be effective, you must close the sale by gaining a commitment from the customer. The salesperson must possess the persuasive skills necessary to move the sales process forward by handling objections and asking for action.
Sales Training
Once sales trainees understands the concept of relationship and consultative selling and the questioning process, listening, presentation and closing skills that are part of these techniques, they are ready to role play. A sales manager or trainer can set up scenarios for the sales trainee, and play the role of the customer. To model effective sales strategies, the sales manager can take the role of the salesperson, while the salesperson plays the role of the customer. The sales manager should specifically demonstrate skills like questioning, listening, identifying needs, problem-solving and closing the sale during the role play sessions.
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