Download - Selling ideas or products to known people involves different dynamics than selling to strangers does
Selling ideas or products to known people involves different dynamics than selling to strangers does
A sales person needs to interact convincingly and effortlessly with strangers
Selling involves
PeoplePackage of emotions and feelings
A successful sales person needs
Domain knowledgeProficiency in skillsRight attitude
Knowing the product
Knowing the process
Understanding customers’ objections
Listening skillsListening skills
Sales people need to be good listeners
Questioning skillsQuestioning skills
Ask right questions to the prospect
Identifying buying signalsIdentifying buying signals
Based on these signals, a sales person can plan his next move or question.
Negotiating and closing skillsNegotiating and closing skills
Creating a win-win situation for both the customer and themselves
ConfidentConfident
Confidence helps them to take rejections in their stride and bounce back with enthusiasm.
Persistent and determinantPersistent and determinant
The determined person refuses to accept defeat and goes on to attain what he wants.
Maintain a long-term relationship with Maintain a long-term relationship with customerscustomers
Need to view each sale as a stepping stone towards earning the goodwill of their customers.
Having a friendly personality
Accountable for themselvesthemselves, their customerscustomers and their organizationorganization
The instructor should be a person of substantial authority who can command the attention of
learners
A suitable method should be adopted to help form the right attitude
Sales people need to be receptive and willing to change
The learning environment needs to be conducive to learning
Classroom setting - Instructor has to be sensitive while delivering the training program
eLearning or an online program - Individual sensibilities and sensitivities have to be kept in mind
Share stories or anecdotes about how positive attitude changes situations
Give exercises to develop a ‘positive’ vocabulary
Using Role plays and games to reinforce the attitudes
Attitude of salespeople determines the altitude to which they can rise in their career
and in an organization.
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