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Sales training

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Hussein Nasrallah
Hussein Nasrallah

This document discusses personal selling techniques. It covers: 1) The two types of personal selling - order takers who respond to requests, and order getters who create new sales and accounts. 2) Characteristics of successful salespeople like courtesy, product knowledge, professional appearance, and willingness to work. 3) The FAB selling technique which emphasizes focusing on benefits over features and advantages when making a sales pitch. 4) The personal selling process which includes prospecting, planning presentations, overcoming objections, and closing the sale. It also discusses negotiating skills.

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Personal selling
Personal selling : Indoor -Order takers: respond to purchase request outdoor sales: -Order getter: creating sales and developing new accounts
Profile of a successful salesperson courtesy: ability to handle a difficult situation, cover panic with a smile complete knowledge of the product- service Professional appearance and behavior. Willingness to work , not to stop after skipping first sales call Empathy, Trust, warmth
FAB Selling Technique Type of characteristic Definition Impact on large sales Features Describe Facts, data and product characteristics(price, shape, color) Neutral or slightly negative Advantages Show product strength in relation to competitors products Slightly positive Benefits Show how product meets the customers needs Very positive
Personal selling process Prospecting and qualifying Check the needs and wants that must be fulfilled Ability to pay Willingness to pay Planing and delivering Sales presentation Active listening Encourage talking Take notes Overcoming objection Price Product and services offered Pressure to decide Closing the Sale Continued affirmation Assumptive close Closing on a minor point
Negotiating skills When you give something up, try to get something in return Look for items other than price to negotiate Hide negativity behind customer unreasonable demand, Do not attack Prospects demand Do not defend your position, ask for feedback.
Outsiders vs insiders
Understand what the buyer wants Sell in a buyer-responsive manner Establish trust with the buyer Communicate Act on what the customer is saying Demonstrate subject matter expertise Are socially active with target buyers Personalize their interactions Use a variety of marketing skills Help prospects achieve next steps
STARTING Positive communicationSmile Ask qualified questions
Greeting: customer do not want to be sold Think you need to sell them something against their will They prefer asking questions Standing behind your desk for not blocking their entrance Try to tell customer where it is located not what to choose prevent the answer of am just looking
Qualifying Who will be using this phone? What type of phone do you have now What do you like about your current phone Identify wants and needs Prevent dead sale ask why you want this device, ask why helps in the presentation of new product
What you are going to sell? The more features, the more benefits, the more emotion The more features the more logic Features need to be translated into benefits!
Closing Why you decided not to purchase Ask for a feedback

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  • 2. Personal selling : Indoor -Order takers: respond to purchase request outdoor sales: -Order getter: creating sales and developing new accounts
  • 3. Profile of a successful salesperson courtesy: ability to handle a difficult situation, cover panic with a smile complete knowledge of the product- service Professional appearance and behavior. Willingness to work , not to stop after skipping first sales call Empathy, Trust, warmth
  • 4. FAB Selling Technique Type of characteristic Definition Impact on large sales Features Describe Facts, data and product characteristics(price, shape, color) Neutral or slightly negative Advantages Show product strength in relation to competitors products Slightly positive Benefits Show how product meets the customers needs Very positive
  • 5. Personal selling process Prospecting and qualifying Check the needs and wants that must be fulfilled Ability to pay Willingness to pay Planing and delivering Sales presentation Active listening Encourage talking Take notes Overcoming objection Price Product and services offered Pressure to decide Closing the Sale Continued affirmation Assumptive close Closing on a minor point
  • 6. Negotiating skills When you give something up, try to get something in return Look for items other than price to negotiate Hide negativity behind customer unreasonable demand, Do not attack Prospects demand Do not defend your position, ask for feedback.
  • 8. Understand what the buyer wants Sell in a buyer-responsive manner Establish trust with the buyer Communicate Act on what the customer is saying Demonstrate subject matter expertise Are socially active with target buyers Personalize their interactions Use a variety of marketing skills Help prospects achieve next steps
  • 10. Greeting: customer do not want to be sold Think you need to sell them something against their will They prefer asking questions Standing behind your desk for not blocking their entrance Try to tell customer where it is located not what to choose prevent the answer of am just looking
  • 11. Qualifying Who will be using this phone? What type of phone do you have now What do you like about your current phone Identify wants and needs Prevent dead sale ask why you want this device, ask why helps in the presentation of new product
  • 12. What you are going to sell? The more features, the more benefits, the more emotion The more features the more logic Features need to be translated into benefits!
  • 13. Closing Why you decided not to purchase Ask for a feedback