selling ideas or products to known people involves different dynamics than selling to strangers does
TRANSCRIPT
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Selling ideas or products to known people involves different dynamics than selling to strangers does
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A sales person needs to interact convincingly and effortlessly with strangers
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Selling involves
PeoplePackage of emotions and feelings
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A successful sales person needs
Domain knowledgeProficiency in skillsRight attitude
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Knowing the product
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Knowing the process
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Understanding customers’ objections
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Listening skillsListening skills
Sales people need to be good listeners
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Questioning skillsQuestioning skills
Ask right questions to the prospect
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Identifying buying signalsIdentifying buying signals
Based on these signals, a sales person can plan his next move or question.
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Negotiating and closing skillsNegotiating and closing skills
Creating a win-win situation for both the customer and themselves
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ConfidentConfident
Confidence helps them to take rejections in their stride and bounce back with enthusiasm.
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Persistent and determinantPersistent and determinant
The determined person refuses to accept defeat and goes on to attain what he wants.
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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.
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Having a friendly personality
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Accountable for themselvesthemselves, their customerscustomers and their organizationorganization
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The instructor should be a person of substantial authority who can command the attention of
learners
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A suitable method should be adopted to help form the right attitude
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Sales people need to be receptive and willing to change
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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
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Share stories or anecdotes about how positive attitude changes situations
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Give exercises to develop a ‘positive’ vocabulary
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Using Role plays and games to reinforce the attitudes
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Attitude of salespeople determines the altitude to which they can rise in their career
and in an organization.
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To read articles on similar topics: please visit blog.commlabindia.com
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