Basics of effective Selling
Session 4 Review and Closing
Log your Learnings
Here are some pitfalls to beware of as you apply these sales basics:
Underestimating the value of preparation.
While preparation may not be very glamorous or exciting, it is the
foundation that may make or break a sale. The participants should
make use of the Tools provided in this module and invest the time
and the creativity to do it right
Underestimating the importance of knowing your business and
While you may be able to anticipate many potential customer’s
questions, you will sooner or later be caught red-faced if you don’t
know your stuff. Take advantage of all your resources to become an
Thinking you know your customer better than you do
This has a lot of people to make negative judgments about sales
professionals. Ask questions, listen to spoken and unspoken
answers, and get inside your customer’s skin. There’s no substitute
Underestimating the time and effort it takes to become a skilled
Highly skilled people in any job make it look easy. Don’t be deceived
by watching a dynamic and successful sales pro at work. He or she
got that way through handwork over time. But you are off to a good
start with this course.
Going for the glitz and neglecting the routine and less exciting
aspects of the job.
Many people go into sales because it can be a fast paced and
exhilarating occupation. It also has its share of “grunt work” that is
critical to your success.
Log your learnings
Key Learning Points
Share your learning with your team
Share your learning with the group
Apply the Learnings
Now the real fun begins—applying what you have learned.
In addition to the Tools that have been referred to earlier in the module, we
have provided two more printable and customizable worksheets, the Basics
of Effective Selling Action Plan and the Basics of Effective Selling Checklist,
to help you put your knowledge into action.
We wish you success in applying the skills you’ve learned
BASICS OF EFFECTIVE SELLING CHECKLIST
Prepare to sell effectively.
Know you customer and your business.
Understand and appreciate your business mission and purpose.
Know your customer.
Understand what marketing support is available.
Know your product’s features and benefits.
Know your competitions strengths and weaknesses.
Develop qualifying checklist.
Develop qualified leads by using qualifying process.
Understand the sales cycle.
Present a professional image.
Know and list your strengths and weaknesses.
Develop an effective presentation
Conduct the sale.
Set the sales call objectives.
Identify and focus on customer needs.
Develop sales tools.
Obtain and use feedback from customers.
Pay careful attention and listen to customer.
Use a sales vocabulary
Know how to deal with objections.
Address implementation requirements from customers.
Keep focused on win/win results.
Determine the customers timing.
Clarify the customer’s interest.
Exercise price patience.
Follow through on the sale.
Structure sales to build long-term relationships.
Document the selling process for future reference.
Ensure excellent and effective customer service.
Develop and apply a cycling program.
Consistently service orders.
Apply customer feedback whenever possible.
Maximize and use references and referrals
BASICS OF EFFECTIVE SELLING – ACTION PLAN
Help the participants fill this action plan before they leave the training
WHAT DID I LEARN FROM THIS MODULE THAT WILL BE PARTICULARLY HELPFUL?
HOW WILL I APPLY WHAT I HAVE LEARNED?
Action When With
ROADBLOCKS I CAN ANTICIPATE: How I can prevent, avoid, or overcome
I WILL MEASURE MY SUCCESS BY:
Result or outcome Remarks Date