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Successful selling

Successful selling. Prepared by: Bill Wang. The main objective. Train all the departmental heads who work for the company with 72 bungalow island resort and get them ready on the selling mission. Three main components . Communication Negotiation Selling skills.

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Successful selling

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  1. Successful selling Prepared by: Bill Wang

  2. The main objective • Train all the departmental heads who work for the company with 72 bungalow island resort and get them ready on the selling mission

  3. Three main components • Communication • Negotiation • Selling skills

  4. Foundation of effective communication • Effective communication is the key to building confidence and trust with a new prospect to whom you plan on selling your products and solutions.

  5. good business communication • Non verbal communication • Verbal communication

  6. Non verbal communication skills • Facial expression • Gestures • Eye contact • Posture • Para-language • space

  7. Verbal communication • Questioning skills • Conversational skills • Vocal skills

  8. Questioning skills • 1 closed questions • 2 open questions • 3 probing questions • 4 confirming questions

  9. Conversational skills • talking knowledgeably about your product or service • displaying interest and warmth • adjusting to your customer's verbal style • telling the truth • offering observations that show you understand

  10. Conversational skills • accepting your customer's opinions • refraining from interrupting or correcting unnecessarily • watching for and responding to signs of discomfort • making small talk - when it's called for and to an appropriate degree.

  11. Vocal skills • adjusting your pitch to suit the conversation • adjusting your volume to ensure clarity, and suit your customer's comfort and hearing needs • speaking in a steady tone of voice to show calm and confidence • slowing the speed of your speech so it is calm and clear

  12. Vocal skills • varying the inflection in your voice to suit your message - to show enthusiasm, common sense, interest, and gravity • varying the quality and intensity of your voice to hold interest • conveying meaning using the sound of your voice to reinforce your messages.

  13. Active listening • Listen to the customer carefully • To be aware what your customer’s needs • How can you demonstrate your product

  14. negotiation • Negotiation is a dialogue between two or more people or parties, intended to reach an understanding, resolve point of difference, or gain advantage in outcome of dialogue, to produce an agreement upon courses of action, to bargain for individual or collective advantage, to craft outcomes to satisfy various interests of two people/parties involved in negotiation process.

  15. negotiation • Build urgency • Be prepared to haggle • Don’t panic • Be objective • Know the Value of Your product

  16. selling skills • More confidence • Building trust • Identifying customer’s needs • A great knowledge of target market • Time management

  17. Thank you for listening this presentation and any questions

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