ACHIEVING SALES EXCELLENCE

Objective 1
To study the concept of selling
and identify qualities for being a
Master Achiever

Objective 2
Presenting Best case in front of
customer and discovering
customer needs
 Role of
Selling

Objective 1
To study the concept of selling

Brief about selling

Role Of Selling
Challenge In Selling Selling is the final
link in a long chain
A Professional Approach of contracts

The Sales Task

an organization
makes with its
market.
Understanding The Public relation,
Customer Advertising,
Press relation,
The Fundamental Skills
direct mail,
The Success Factor sales promotion
Future Approaches
The Results
THE CHALLENGE

:-Product or Service
:-Price
:-Presentation(customer has plenty of choice, personal selling to
customer care)

‘Where people do nothing to differentiate-sale go by default’

A PROFESSIONAL APPROACH
To be regarded as professional, a salesperson must be

:-Knowledgeable :-Able to offer good advice

:-Emphatic :-Sincerely Interested in customer
:-Confident :-Consistently reliable
:-Expert :-Able to create an appropriate business
:-Well prepared relationship
 Brief About Selling
 THE SALES TASK  UNDERSTANDING
CUSTOMERS
:-Communicate :-helping people make buying
decision
:-Persuade

:-Differentiate :-Positive & Negative balance

 Brief About Selling
 THE FUNDAMENTAL  THE SUCCESS FACTORS
SKILLS
:-Who you see?
:- Service
:-How many people you see?
:- Technical excellence
:-How often you see them?
:- Sales skill
:-The quality of technique used to
communicate with them
 THE RESULTS
Customers think
:- Maximum strike rate
:- Sales revenue
:- Business Relationship themselves as
individuals
 QUALITES FOR BEING
A MASTER ACHIVER

• Committed
• Courageous
• Ambitious
• Prepared
• Continuous learner
• Professional
• Responsible
 Objective 2
Presenting the Best case Prof. David E. Bowen (Understanding
 Making Everything Understandable
:-a major danger(customer do not want to
Customer)
look stupid)

:-the rule of clarity(making explanation)

 Making Everything Attractive

:-feature & benefits

 Making Everything Creditable

:-offering proof

 Perfect Customer Care

:-what is good customer care?
( we get customer we deserve)

:- what customer think?

:- competitive advantage
 Objective 2
Discovering Customer Need
• Focus On Customer Wants More
Than Competitors

• Engage People In Talking

• Importance Of Listening

• Ordering Priorities
 FOLLOW UP ACTIVITES
• Leaving No Stone Unturned
(call back)

• Dealing With Hesitation

(yes or no)

• Persistence(never give up)

• Developing Repeat Business

(memories are short, too many competitors)

• Developing New Business

( cross selling)

• Formation Of Mission Statement

& Identification Of Root Cause Of
Problem
 ACHEVING SALES EXCELLENCE
Objective 1

To study the concept of selling

and identify qualities for being a
Master Achiever

Objective 2

Presenting Best case in front of

customer and discovering
customer needs.