sales presentation، Training Overview.pptx
- 2. Training Overview 1. What is sales training ? 2. Marketing Communication Methods 3. Personal selling 4. Importance of Personal Selling: 5. Your sales process. ...? 6. Essential sales skills. ... 7. Your products and market. ...? 8. CRM training. ... 9. Team-building exercises. ... 10. Assessment.
- 3. What is sales training ? • Sales Training is the process of improving seller skills, knowledge, and attributes to drive seller behavioral change and maximize sales success. ... You need to focus on changing your sellers' behaviors to drive sales results and support this change as a change management initiative.
- 4. Marketing: A 7-Step Process 1. Select a target market 2. Identify what the target market values (Needs, wants, demands ) 3. Develop profitable products for them 4. Communicate your products’ value to the target market 5. Deliver your products in the best way 6. Monitor the delivery to learn from both client and the company experiences 7. Make adjustments that increase the value for both clients and the company
- 6. Personal selling • Personal selling is also known as face-to-face selling in which one person who is the salesman tries to convince the customer in buying a product. • It is a promotional method by which the salesperson uses his or her skills and abilities in an attempt to make a sale.
- 7. Importance of Personal Selling: Two-Way Communication Personal Attention Detail Demonstration Complementary to other Promotional Tools Immediate Feedback Individual Services Flexibility Customer confidence Triple rewards Improving image
- 8. • To hit their numbers, salespeople need to know a lot, from product and market expertise to messaging and value propositions. • where a sales readiness strategy comes into play. With Training and Coaching that supports development of key sales skills, organizations equip their sellers to close more and bigger deals, all while ensuring time with buyers is well-spent. But all of this begs a key question: which skills are most important for your sellers to master? • The answer, of course, varies based on role, industry and the buyers you’re targeting. However, some skills are valuable in any situation. Here are 17 sales skills that every reps needs, as well as tips for helping your teams develop them.
- 9. Your sales process. ...?
- 10. Key Sales Skills Every Reps Should Have 1.Communication 2.Prospecting 3.Discovery 4.Business Acumen 5.Social Selling 6.Story Telling 7.Active Listening 8.Objection-Handling 9.Presentation 10.Negotiation 11.Territory Management 12.Technology 13.Buyer Research 14.Time Management and Planning 15.Curiosity 16.Judgment 17.Collaboration
- 11. Customer-Facing Sales Skills 1. Communication •Strong communication skills are the foundation of building meaningful relationships with clients, setting expectations, and (tactfully) discussing a buyer’s pain points. •This might seem obvious, but it’s important to remember that communication is about much more than speaking clearly and concisely: •Writing and presentation abilities are needed when it comes to interacting over email, social media, video conference or in person. •Salespeople must also be able to communicate effectively throughout the sales cycle, from cold outreach and follow-up, to moving an opportunity along.
- 12. 2. Prospecting •Unfortunately, we’ve all experienced poor sales prospecting. •For example, the “spray and pray” approach in particular can rub buyers the wrong way. •For prospecting to be effective, salespeople need to develop a strategic approach for identifying new business opportunities – and then commit to working on it daily. •That means having the ability to research potential buyers, conduct cold outreach, and create new opportunities.
- 13. 3. Discovery •Can our sales reps ask intelligent questions, identify buyer needs and follow-up accordingly? •Today’s reps must be able to gain an excellent understanding of any prospect’s company, business challenges and current priorities. •This means asking well-informed questions that can identify pain points, desired outcomes and give your organization a better sense of the buyer’s political hierarchy.
- 14. 4. Business Acumen •The basics of good business – whether it’s understanding the factors that affect the buyer’s customers – are always critical. •Salespeople should be able to use business-level information to move a conversation forward around relevant pain points. Your products and market. ...?
- 15. 5. Social Selling •Your salespeople don’t need to be experts on the very latest social media trends, but they should at least know the basics of using major networks. •Reps should also understand what is and isn’t acceptable when it comes to engaging prospects on social media. •Personalized outreach coupled with a steady presence is key. •But, make sure sellers aren’t copying and pasting your sales pitch into every direct message or posting on LinkedIn five times a day. Social sellers are 51% more likely to hit their quota than sellers who don't use social media.
- 17. 6. Story telling •You might think of storytelling as a component of good communication. But it’s a distinct skill because it requires reps to be clear and concise, as well as engaging and authentic. This is critical, because an authentic story will: •Help your company stand out in the minds of buyers •Appeal to buyers’ emotions and encourage action •Help buyers see how “like” clients have solved similar challenges with your solution “When you tell a story, you are educating prospects on a transition from where they are now to where they want to be,” says sales consultant, Matthew Pollard. “The moral of your story is, ‘we did this for that client and we can do this for you, too.’”
- 18. 7. Active Listening •It’s no secret that reps need good listening skills to connect with clients. But in today’s fast-paced business world, there’s always a temptation to formulate a response or follow-up question before the buyer is done talking. •Active listening is all about staying in the moment and ensuring that the seller clearly understands what the buyer is saying. role plays: to help reps improve their listening skills. For example, have someone act as a potential customer describing their business challenges, and then ask reps to summarize the information to see whether they understand key points.
- 21. 8. Objection Handling •Sales objections are a fact of life for reps, and when approached the right way, they provide sellers with a valuable opportunity to ask more questions. •An objection managed poorly, however, can derail an otherwise good conversation. •The key is that your sellers, at minimum, understand how to respond to the major types of sales objections, such as: •skepticism (is your solution scalable at our fast-growing company?) •or indifference (we don’t really need what you provide) Quick Tip: Design coaching activities that allow reps to practice responding to your company’s most common objections, and then review them to provide feedback.
- 22. 9. Presentation Skills •Sales reps deal with the unexpected every day, which makes it even more important that they nail what they can practice ahead of time. •Sales presentations and demo calls certainly fall into that category. •Many sales presentations become too feature-centric, when they should really focus more on the buyer’s challenges and needs. •The presentation content and the sales message delivery both need to be engaging and informative – or else you risk putting your buyers to sleep or worse, losing them all together. NOTE: Managers can evaluate reps’ presentations via screen recording capabilities or by sitting in on calls and providing feedback afterwards.
- 23. 10. Negotiation Skills •After building an effective proposal, reps must lead a disciplined negotiations process. That’s important because high-stakes negotiations can lead reps to make errors, such as offering a discount that’s too steep. Role play: Consider role-playing exercises that involve a hypothetical buyer who is pushing for price concessions or has deal demands that are specific to your industry. You’ll want to examine a rep’s ability to protect the value of a sale and highlight the advantages that only your solution provides.
- 24. Non-Customer-Facing Sales Skills 11. Territory Management •Reps’ ability to understand their target accounts and the market factors affecting them is critical, because the last thing you want is a high-potential territory that hasn’t been maximized. •Ensure that sales reps are engaged in the right messaging based on their territories. (For example, a territory full of growing tech startups would want to hear how your solution can help expand their businesses.)
- 25. 12. Technology •Experience using new technologies has quickly become important for sellers, and that trend isn’t going away anytime soon. •Reps must know how to take advantage of various sales tools, whether it’s a free productivity app, the CRM, or a sales enablement tool. •Of course, technical knowledge shouldn’t completely fall on the sales team. Reps should know enough to ask the right questions of sales engineering and IT as needed.
- 26. 13. Buyer Research •Knowledge is power, and it can be a true differentiator. •That’s why reps need to be up to speed on different types of buyers, market trends, the competitive landscape and be able to research specific buyers, companies and any possible sales triggers. •A company that just doubled its headcount, for instance, is probably dealing with a lot of growing pains! •Reps who do their due diligence by checking social media, news articles, public financial documents or even your CRM are positioned to deliver a sales experience that is much more personalized (and therefore more relevant). Assignment: conduct a competitor research just for your products. Products Your company Competitor A Competitor B
- 27. Soft Sales Skills and Traits 14. Time Management and Planning •There’s only so much selling time in the day. Good salespeople can make the most of the buyer’s time and their own. •Specifically, reps should have a clear sense of the specific steps needed to close each deal, and how long each step typically takes. •If a client is requesting product information, they should respond in a timely manner. •And as priorities change, they should know how to shuffle their day-to-day activities accordingly. We Use one-on-one, informal coaching to go over the rep’s time management and planning strategies together. If we notice opportunities for improvement, coach the rep on how to make their plan more efficient and prioritize tasks effectively.
- 28. 15. Curiosity •Curiosity sends a message that the rep is not solely focused on making a sale. Rather, they are actually interested in the buyer’s challenges. Imagine that! Great sales reps are inquisitive and possess a willingness to understand the “why” behind the client’s pain points.
- 29. 16. Judgment •Sales reps have to make quick decisions constantly. Ensuring that they’re savvy enough to make the right call is key. •If a call is in danger of going off the rails, for instance, can sellers read the vibe the buyer is giving off? •Are they catering to the client’s preferences in terms of communication style? •have a good understanding of where the buyer is in the decision cycle? There won’t always be someone there to hold your reps’ hands; they need the ability to make those judgments in real time, on their own.
- 30. 17. Collaboration •Complex B2B sales cycles require reps to be good orchestrators of people and resources. • After all, many deals now involve multiple buyers and a handful of internal teams, such as sales ops, marketing, customer success and legal. •That’s why team players who can advocate on the customer’s behalf and get the right people involved in each sales process are more likely to achieve positive results. In addition, you’ll want to make sure reps can collaborate internally to plan and deliver compelling business proposals to your clients.
- 31. Practicing the golden rule in selling simply means that you sell to other people the way you would like to be sold to. The successful sales professional uses the golden rule to sell with the same honesty, integrity, understanding, empathy and thoughtfulness that they would like someone else to use in selling to them.
Editor's Notes
- #4: The needs wants and demands are a very important component of marketing because they help the marketer decide the products which he needs to offer in the market. Thus the flow is like this. Market >> Identify needs wants and demands >> Offer products to satisfy either needs wants or demands. In short, needs are things that satisfy the basic requirement. Wants are requests directed to specific types of items. Demands are requests for specific products that the buyer is willing to and able to pay for. In a consumer market examples are usually very clear to identify.
- #6: A good example of personal selling is found in department stores on the perfume and cosmetic counters. A customer can get advice on how to apply the product and can try different products. Products with relatively high prices, or with complex features, are often sold using personal selling. Personal selling provides a detailed explanation or demonstration of the product. ... Perhaps the most important advantage is that personal selling is considerably more effective than other forms of promotion in obtaining a sale and gaining a satisfied customer.
- #7: In today’s marketing practices, personal selling has much important role to play. For many consumer products like home appliances, cosmetics, pharmaceuticals, publications, etc., salesmanship is considered as an indispensable technique to promote product as well as to increase sales. Due to increased expectations of consumers on one end and customer orientation approach of companies on the other end, the personal selling is given more priority. Many companies enjoy a strong position in market only due to effective personal selling. Salesman can personally attend each customer to convince as well to solve problems. Note that personal selling in not only important to sell the products, but also to create permanent customers. Salesman can renew customer relations each time. People have more faith on salesman than exaggerated advertisement.
- #8: they need to develop the right sales skills to have meaningful conversations with every buyer.
- #11: 8 Effective Communication Skills for Salespeople Make sure you're speaking the same “language” ... Watch your body language. ... Know when to listen. ... Be as clear as possible. ... Do not lie! ... Research constantly. ... Give them “space” ... Know how to greet and how to say goodbye.
- #12: What is strategic prospecting? Strategic prospecting is an efficient method in sales that provides the right leads with less time and less effort. Generally, Prospecting is just looking for the leads but, strategic prospecting is to research, plan and target the right market and identify the potential and qualified leads. The strategic prospecting process provides a healthy pipeline of new customers. Here are three steps of strategic prospecting: Generate Sales leads: Generate the leads from internal or external sources. Qualifying Stage: In this stage, there are three things to see if the lead is qualified or not. Need, finance and authority. What is the need for the lead, what is his budget and whether he/she is the decision-maker? Sales Prospect: Once the lead is qualified with the above-mentioned processes, prioritize the prospect list and initiate the calling plan. Being widely used by the sales professionals around the world, such terms as Prospect and Lead are still quite difficult to define. Moreover, the definitions used by different sales teams might vary depending on the CRM systems they use. Thus, the question about the difference between a lead and a prospect remains current to all sales professionals. Based on our own experience and understanding of the sales processes, a lead is a person who has engaged with your company in any way. For example, any person who has visited your website, provided their contact information, signed up for your webinar or newsletter, or reached out to request any information you have to offer can be considered a lead. In other words, a lead is a person who has just entered your sales pipeline. The communication in this case is mostly one-way and several steps are usually required to bring the lead further through your pipeline. This is where various marketing tools, such as targeted ads, push notifications, newsletters, come in handy. On the other hand, a prospect is a person who has been already qualified by the sales team by showing the interest and ability to make a purchase. Thus, a prospect is usually much farther down your pipeline and engages actively in the negotiations. Thus, as Haydn Stevenson said, the main difference between a lead and a prospect lies in the level of engagement in each case. Leads and prospects. More often, these two terms are being used interchangeably, but there’s a slight difference between the two. A lead is usually a person who just entered your marketing funnel. He may have filled out your online form. Or signed up to your program. Or clicked on your ad. A lead’s engagement is usually minimal. They just showed interest, but they aren’t that invested in your product or service yet. A prospect, on the other hand, is a person who has been exhibiting interest or showing ability to make a purchase. A prospect has been qualified by your sales team or your segmentation process. A prospect shows desire to avail of your service or product. If you’re a SaaS, he or she has been using your tool quite often and has been hitting paywalls. He may even checked out the plans page. If you have an eCommerce business, a prospect is someone who has something in his shopping cart. He’s close to making a purchase, he just needs a little nudge. Simply put, a prospect is a qualified lead. That’s just it really. Leads may need more nurturing from your team in order to become a prospect. They’re still a little early on their customer journey. Since prospects are further down the sales funnel compared to a lead, your sales team are better off focusing on prospects rather than leads. A little nudge and they will most likely buy.
- #15: Social selling is a lead-generation technique where salespeople directly interact with their prospects on social media platforms.
- #17: How to Develop It: Coach reps on how to tell stories, and especially how to use case studies, research, and other proof points that add to the story’s credibility. For instance, ask reps to deliver a relevant narrative to a prospect in a key market.
- #18: This can involve reps paraphrasing what was just said, or slowing the conversation down as needed, to ensure they can truly position themselves as consultative sellers.
- #30: Emphasize collaboration before competition Collaboration and teamwork require a mix of interpersonal, problem solving, and communication skills needed for a group to work together towards a common goal