Process Sales Training
James Aghayere Click to edit Master subtitle style Marilee Marchioni Claudia Reed
4/26/09
Training Methods
Lecture Visual Aid Role Play
4/26/09
Training Objectives
Understand why selling skills are important Be able to identify each step of the sales
process
Understand the importance of each step Be familiar with effective closing strategies
4/26/09
Why are selling skills vital?always selling something. You are
Ideas
Yourself
Products and Services
4/26/09
Preparation
The Pre-Approach
Product Knowledge Product Prices Sales Support Services Competitive Knowledge
Prospecting
M.A.D. Criteria Identifying the Prospect
4/26/09
Checkpoint 1
What does it mean when a customer is M.A.D?
What is sales anxiety?
4/26/09
Attention
First Impression
Appearance Timeliness
Initiate Relationships Gain Attention Openers Sales Anxiety
4/26/09
Examination
Use open ended questions SPIN Questions Listening
Listening vs. Hearing Marginal vs. Active Listening Active Empathetic Listening *
4/26/09
Prescription
Solution Selling
Sell Not Benefits, Features
The Trial Close
4/26/09
Checkpoint 2
Which form of listening is most effective in
the Examination Step?
In the prescription step, we sell ________, not
features.
4/26/09
Conviction and Motivationvalue Convince them of
Customer perceived value Understand your competitive advantage
Economic Value Non Economic Value Extrinsic Value
4/26/09
Conviction and Motivation Objections Handling
Anticipate technical questions
Types of Objections
Stoppers Stalls Searches
4/26/09
How to overcome objections
Completion and Partnering Mentality Partnering Vs. Closing
Summarize the Benefits Closing T...