Introduction to

Professional
Selling Skills

Used under permission grant by AchieveGlobal. All rights reserved.

Agenda
Need Satisfaction
Vacation
Vacation
Introduction to Professional Sales Skills
Need
Satisfaction
Need
OpenSatisfaction
Introduction
totoProfessional
Probe
Introduction
ProfessionalSales
SalesSkills
Skills
Open
Support
Open
Probe
Close
Probe
Support
Overcoming
Support Objections
Close
Skepticism
Close
Overcoming
Objections
Misunderstanding
Overcoming
Objections
Skepticism
Indifference
Skepticism
Misunderstanding
Drawback
Misunderstanding
Indifference
Indifference
Drawback
Drawback

Lets Take a
Vacation!!!

Need Satisfaction Selling

This is the philosophy that almost all

companies employs for sales and support.

A process of uncovering, understanding, and satisfying

SELLING:
SELLING: customer needs.
NEED:
NEED:

A customer want or desire that can be satisfied by your

product or service

The process of revealing AND understanding

customer wants, desires, and needs; then
satisfying those needs with the features and
benefits of your organization, products, or
services.

Needs Satisfaction Examples

Buying
Car
Buying aa Car
Buying
Buying aa House
House
Buying
Buying aa Computer
Computer
Buying
System
Buying aa DAQ
Industrial
PC

Understanding the Big Picture

ITITISISCRITICAL
CRITICALTHAT
THATYOU
YOUUNDERSTAND
UNDERSTANDTHE
THEBIG
BIGPICTURE
PICTUREOF
OF
WHAT
WHATTHE
THECUSTOMER
CUSTOMER
WANTS
WANTSTO
TODO!
DO!
This will help you uncover the customers needs regardless of whether your are
This will help you uncover the customers needs regardless of whether your are
supporting or selling.
supporting or selling.

You will be able to give a better and more complete solution.

You will be able to give a better and more complete solution.

Introduction to Professional Selling Skills

4 Basic Stages

Opening

Probing

Goal Getting a clear, complete, and mutual

understanding of the customers need(s)

Supporting

Goal Agreeing on an agenda for the

discussion

Goal Describing how your

company/organization/product can satisfy the
customers need(s)

Closing

Goal Agreeing on the next step

Introduction to Professional Selling Skills

Opening

State the agenda

State the value to the customer

This should be done as early as possible in the call to set

expectations.
Your value
Product value
Perhaps position the Advantech platform or tool(s)

Set limits
Check for acceptance

Opening correctly will set the stage for you to

control the support and/or sales call

Introduction to Professional Selling Skills

Probing

The process of revealing customer wants, desires, and

needs.
Usually classified as two types:

Use Open probes to understand the BIG PICTURE

Use Closed probes to elicit specific information

Probing is one of the most important parts of a

sales call.

MUST probe to:

Fully understand application

Effectively troubleshoot
Effectively Demo product(s), if needed
Offer the correct Features with the correct Benefits

Typically compromised in order to rush to the solution

Introduction to Professional Selling Skills

Probing is one of the most important parts of a sales

call.

Typically compromised in order to rush to the solution

Exercise patience
Force yourself to listen

You know the old saying

You were blessed with two Ears but only one Mouth for a
reason.

Introduction to Professional Selling Skills

Supporting

Acknowledge the need

Describe relevant features AND benefits

The feature/benefit MUST answer to a

specific need

Check for acceptance

This can ONLY happen if Probing has been

done effectively

Confirm that this fully resolves customer

need.

Repeat as needed

Introduction to Professional Selling Skills

Closing

Review ALL previously accepted BENEFITS

Confirm acceptance
Review action items for both you and the customer

Propose next step(s)

Assign action items for both parties, if

applicable
MUST advance the process to be successful

Check for acceptance

Introduction to Professional Selling Skills

Review
4 basic stages of a sales call
Each stage has a goal
Each stage has steps to help reach that goal

Introduction to Professional Selling Skills

Major types of concerns expressed

Skepticism
Misunderstanding
Indifference
Drawback

Introduction to Professional Selling Skills

Skepticism expressed by the customer after a

supporting statement.
Examples:

I just dont see one DAQ board being able to do all

those things simultaneously
Are you sure that APAX can give me milisec PID
loop rates?
Using WebAccess will integrate all kind of platform
to monitoring ?
Etc, etc

Introduction to Professional Selling Skills

Skepticism expressed after the salesperson

makes a supporting statement.

Probe to fully understand the concern

Acknowledge the customers point of view
Offer relevant proof

Documentation
Demonstration
Testimonial

Check for acceptance

Introduction to Professional Selling Skills

Misunderstanding expressed when a

customer has been misinformed about

products or services you CAN provide.
Examples:

Computers are not a good platform for

sensitive measurement equipment.
Computer based measurement boards are just
toys used in school labs.
Etc, etc

Introduction to Professional Selling Skills

Misunderstanding expressed when a

customer has been misinformed about

products or services you CAN provide.

Probe for fully understand the concern

Confirm and Acknowledge the need
Describe relevant features and benefits
Make sure customers arent still skeptical
Check for acceptance

Introduction to Professional Selling Skills

Indifference expressed when a customer is

satisfied with their current circumstances

and/or does not realize how your offering will
resolve an expressed need.
Examples:

So WebAccess can do remote monitoring, and

whatever all in one program. So what?
Im happy with my current method of.
Well, I can do the same thing with my traditional PC
system.
Etc, etc

Introduction to Professional Selling Skills

Indifference expressed when a customer is

satisfied with their current circumstances

and/or does not realize how your offering will
resolve an expressed need.

Acknowledge the customers point of view

Request permission to probe
Probe to uncover circumstances & effects
Confirm the need behind the concern

Acknowledge the need

Describe relevant features and benefits
Check for acceptance

Introduction to Professional Selling Skills

Drawback expressed when a customer is

dissatisfied with the presence or absence of

a feature of your organization, product, or
service.
Examples:

Your UNO systems are not tested to XYZ

standard.
The cost of your solution is over my budget.
What?!? I have to pay for support?
Etc, etc

Introduction to Professional Selling Skills

Drawback expressed when a customer is

dissatisfied with the presence or absence of

a feature of your organization, product, or
service.

Probe to fully understand the concern

Acknowledge the concern
Refocus of the bigger picture
Outweigh previously accepted benefits
Check for acceptance

Introduction to Professional Selling Skills

Review
Basics

Concerns

4 stages of a sales call

Goal of each stage
4 major types
Steps to accomplish each type of concern

Remember: Control and Patience

Questions?