Introduction to Sales
- Sales mean selling of the product and services to the customers according to their needs and requirements.
- Sales are one of the most crucial functions of an organization.
- It is the principle revenue generating function of the organization.
- Marketing and sales have a close relationship.
- Marketing is the method of bringing customers to your business as well as making others aware of your business, product, and brand.
- Sales can be achieved via phone interaction, the web, or in-person (salesperson).
Sales Process
- A series of small, logical and explicit commitments that the buyer makes as he/she advances toward ultimately committing to purchase.
- The sales process is a systematic approach to selling a product or service that involves:
Functions of Sale Person
- Develop sales plan.
- Work closely with marketing services to establish channel and partner program.
- Achieving sales target concerning value and units.
- Develop relationships with customers, suppliers, and distributors.
- Negotiate with customers to sell the company’s products (profitably).
Importance of Sales Training
- Sales training builds confidence in the sales force and enables salespeople to make excellent presentations.
- Salespeople are most comfortable in selling if they understand more about the product.
Sales Methodology
- A set of concepts and techniques which are well learned and consistently practiced, increase sales and customer satisfaction.
Introduction to Selling
- Selling is about uncovering a prospect’s needs and then positioning the product or service as the best selection to fulfill that need.
The Value of Sales People
- Sale keeps products, services and ideas flowing:
Sales people are solution providers
- Understand your customer’s problems.
- Help your client in solving the problem.
Businesses rely on salespeople to perform many functions
- Identify customer needs.
- Help in determining the price of the products that their company sells.
- Give information to customers about new products.
- Follow up with the customer once the sale is made.
Personal Selling
- Personal selling occurs where an individual salesperson sells a product, service or solution to a client.
- It involves following:
- Seeking out people who have a particular need.
- Assisting clients in recognizing the existence of their need.
- Demonstrating how the sales person’s offering fills that need.
- Persuading qualified prospects that your product will fill their
Essential Skills for every Salesperson
- Be trustworthy.
- Understand your customer’s needs.
- Deeply understand your product.
- Know your competitor’s strength and weaknesses.
- Build excellent communication skills.
- Listen, learn and respond.
- Be persistent (never give up)
Create the Sales Edge
Be persistent
- Persistence is power when it comes to increasing your sales and profit.
- Far too many businesses fail because they don't follow-up leads repeatedly.
- Most sales are made after the seventh or eighth contact; the sale is rarely made after just one; so be persistent.
Focus on helping instead of selling
- Don’t try to force people into purchasing your product or service.
- Find people who may want your product or service.
- And then focus on offering helpful information so that they can make an informed decision.
Focus on benefits instead of features
- Spend time focusing on how your potential customers will benefit if they purchase your product or service.
Target the right people
- If you try to market to everybody, then you end up targeting nobody.
- Decide who might be interested in your product or service and target them.
Networking
- Networking is a great way to get your message out to a large number of people, for free.
Focus on the lifetime value of your customers
- Don't focus on generating one-off clients.
- Build a relationship so that your customers become repeat, lifelong customers.