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Advanced Selling Skills

1. The document provides guidance for salespeople on developing advanced selling skills and understanding customers' perspectives. 2. It discusses using Neurolinguistic Programming (NLP) concepts like deletion, distortion, and generalization to understand how language impacts customers. 3. The document offers tips for different sales industries that have been negatively portrayed in movies to help salespeople overcome customers' prejudices.

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Abdelhady Saad Safaan
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303 views

Advanced Selling Skills

1. The document provides guidance for salespeople on developing advanced selling skills and understanding customers' perspectives. 2. It discusses using Neurolinguistic Programming (NLP) concepts like deletion, distortion, and generalization to understand how language impacts customers. 3. The document offers tips for different sales industries that have been negatively portrayed in movies to help salespeople overcome customers' prejudices.

Uploaded by

Abdelhady Saad Safaan
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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ADVANCED SELLING

SKILLS
For Sales Trainers----Sales
Person-----ANDCustomer!!!
If you are a car salesperson
...
.Know that your prospect has
heard that all car salespeople are
crooks and may think you re like
that guy from the used car lot
If you are in life insurance . .
o Bet on the fact that your customer
has heard this Woody Allen quote:
There are worse things in life than
death. Have you ever spent an evening
with an insurance salesman? In fact,
she s probably heard it more than
once (and wonders if it s true about
YOU).
If you are a financial advisor

.Know that movies like Boiler Room


and Wall Street negatively affect
how your prospects and potential
customers feel about YOU and YOUR
industry.
If you are a recruiter
Understand that many people think of
you as a headhunter, which is not a
term of endearment or a vote of
confidence for your industry

.
If you are in the business of selling . . .

..Know that your prospects are


not interested in doing business
with you when they receive a
postcard addressed to [Name]
or Current Resident
Customers are now more
intelligent and
knowledgeable than ever
before!!!
THE LANGUAGE-BASED APPROACH
TODAY..

NEUROLINGUISTIC PROGRAMMING(NLP)

Deletion

Distortion

Generalization.
What language do
you use??
CircleO all that apply in each section:

1. If a white board or flip chart is


available, I like to use it.
2. I prefer learning to use a computer
or a new application by first watching
someone.
3. I will create a picture in my mind or
go back to one I know, when I am
listening to someone.
Contd
4. I like to explain things by drawing a
picture of what I mean.
5. When giving or getting directions I
like to describe the landmarks that
will be seen.
Self Test:Auditory
I prefer to hear how to use the
computer or new applications by
listening to the steps and how-tos.
2. When getting or giving directions I
want to hear how to get there. I want
to get the street name and distances.
3. I may repeat to myself internally
or out loud what has just been said.
Contd..

4. I listen and can remember


the details of what has been
said.
5. I process information by
hearing details and statistics.
Self Test:Kinos

1. I am a doer.
2. When asking or giving directions I
want to be pointed to the right
direction and I will get a sense of how
to get there.
3. I prefer to learn to work on a
computer or a new application by just
getting started and asking questions
if I get stuck.
Contd.Kinos
4. I find that when Im in a meeting,
words come and go because I listen
more for the feeling behind the
words.
5. I would rather take a walk,
exercise, or get involved in sports
than watch TV or read a book or
magazine.
Now add up how many you
have for each channel:Total
Score
Visualssee more@
Perceive
Illustrate
Highlight
Focus
Reflect
Watch
Preview
Survey/Perspective
Words that sounds loud and
clear for Auditory ..
Say
Tell
Tone
Static
Talk
Ring
Sound
Kinos.get to sense more when you use
words like.
Feel
Grab
Touch
Handle
Rub
Grasp
Affect

Guidelines..
Before using one of the typical
tactics, think twice about what the
group may say or do in response that
will far outweigh any potential benefit
of cutting corners and doing it your
way.
Elmer Wheeler

The Magic of words


Elmer Wheeler
Wheelerpoint 1: Dont sell the
steak, sell the sizzle!
Wheelerpoint 2: Dont write
telegraph.
Wheelerpoint 3: Say it with
flowers.
Wheelerpoint 4: Dont ask if
ask which!
Wheelerpoint 5: Watch your
bark!
MAKING IT WORK FOR YOU !!!

ORAL COMMUNICATIONS
? are more effective than statements
in engaging a customer,particularly
during the early stages of a sales
process.
NO:2

Create a printed agenda and share it


with the customer
No:Three

Stay flexible and responsive to your


audiences interests.
::::::::::::::::4:::::::::::::::::::::
If you have a written proposal, a price
quote, or other printed material,dont
hand it out until the end of your
presentation
five;;;;;;;;;;;;;;;;;;

Welcome interruptions,
objections, and questions from
your audience.
..SIX^^^
Use visual aids in formal
presentations and dont skimp on
them.
SAVE ..n
Practice important presentations
using videotape to identify
distracting mannerisms or habits.
Dale Carnegie
John Henry Patterson
Cranes Process:Patterson Principle of Selling

Developed 100 years ago.

Effective even TODAY!!

Four Step Process!!


Cranes Process:Patterson Principle of Selling

First, the approachidentify the


customers problems
Where are customers losing money?
What goals are they failing to
achieve?
What gaps in their current
capabilities are keeping them from
being successful?
Cranes Process:Patterson Principle of Selling

Second, the propositiondevelop a specific


value proposition. Identify
the specific areas where losses are
occurring, and quantify them.
Summarize the losses and show the
potential for increased profitability in
concrete dollars and cents. The more you
know about the customers business in
detail, the more convincing your value
proposition will be.
Cranes Process:Patterson Principle of Selling

Third, the demonstration


show how the solution fits. Summarize the
customers problems and the potential for
increasing profits. Then show how the
solution works, not in terms of its technical
functions,but in terms of its business
impact. Functions and features are
relevant only in terms of the value they
deliver. Technology for its own sake is not
part of the selling message.
Cranes Process:Patterson Principle of Selling

Fourth, the closeask for the order.


Assume that an intelligent
businessperson will want to buy. If
the customer has objections, answer
them and close again.
Why Patterson principle
works
Interestingly, recent research into
the psychology of decision making
has revealed that these four steps
correspond to the way people think
when they are making a
decision.
To add further.

Patterson wasnt interested in the


psychology of decision making, of
course. He was interested in selling
cash registers. And he knew that
Cranes method worked, so he wanted
all of his sales reps to use it.
Primer Approach:Template

Sales Rep: I am from the National Cash Register Company


and I have called to interest you in a way to increase your
profits
(The prospect usually responds that he is not interested in
buying any cashregisters)
Sales Rep: But you are interested in increasing profits,
arent you? There are only two ways: One is by increasing
sales. The other is by decreasing expense.My business has to
do with decreasing the indirect expenses that are taking a
part of your profit out of your pocket all the time
Prospect: What are indirect expenses?
Allthings being equal, People want
to do business with their friends

All things being NOT QUITE


SO EQUAL,people STILL want
to do business with their
friends
Business Networking Strategy

Linkedin,Face Book,Twitter
Trade Fair
Chamber of Commerce
Connection Strategy
Before Connecting:Ask YOURSELF:
Why am I making this connection?
How am I going to make this connection?
Why would this person want to connect
with me?
How am I going to keep this connection
once I have made it?
Creative Selling Strategy

C
R
E
A
T
I
V
E
IBM Award Winning Salesperson:Published Report!

Secret?????????????????????????????????????????
Blue Trouser
Blue Shirt
Blue Handkerchief
Blue Socks
Blue Gloves
Blue wrist watch
Everything Blue .For more than 3 years!!!.
..Similarly.Apply any idea that makes YOU
unique!!!!!!
Use creativity to differentiate and Dominate
IMPORTANCE OF TOUCH
In selling you can touch a person in the
public zone without offending
You will be perceived as friendlier and
credible when you touch a person for
emphasis.
While giving sales presentation touch on
the elbow with fingertips to guide him or
her
Public Zone=Zone between palm and elbow
The Classic Sell:
And the classic sell goes to



PTO
Mercedes Benz:4 Step
Process:::::::::::::::::::
Start with setting the atmosphere
Get the needs
Present arguments which meets the needs
Close the sale
AND in the process ,verify the
communication and overcome objections
Sounds easy !!!!!Doesnt it?
Joe Girard
Top 4 Ideas from worlds greatest Salesman:Joe
Girard:Listed in Guinness Book of world Records

Honesty is the Best Policy:


You never get caught by telling the truth
Girards Law of 250
Every time you turn off just one prospect ,you
turn off 250 more(Reverse is also true)
Time and Money well invested will build your
business tremendously.Always look for new and
better ways
Selling the Smell:Think of what excites you about
a product or used to when you first bought it.Then
use that experience to sell the excitement,the
thrill of owning the product
Learn more

To earn more

Spend your money wisely

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