Basics of effective Selling

Session 4 Review and Closing

Pitfalls
Game: Bingo
Checklist
Log your Learnings
Action Plan

Pitfalls

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
product.

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
expert.

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
sales professional.

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

Work individually

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.
􀂉 Establish rapport.
􀂉 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.
􀂉 Track contacts.
􀂉 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
room.

WHAT DID I LEARN FROM THIS MODULE THAT WILL BE PARTICULARLY HELPFUL?
HOW WILL I APPLY WHAT I HAVE LEARNED?
Action When With
whom
Completed
ROADBLOCKS I CAN ANTICIPATE: How I can prevent, avoid, or overcome
the roadblock:
I WILL MEASURE MY SUCCESS BY:
Result or outcome Remarks Date

 

 





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