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Topic Selling skills

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Lead- First interaction with customer. Explore Questioning. Match ... needs and wants. Describe features & benefits. Use basic selling skills. Know Your Learning ... – PowerPoint PPT presentation

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Title: Topic Selling skills


1
Topic Selling skills
Joanne Thirlaway
2
Learning objectives for our session
  • By the end of todays class you should be able
    to
  • Identify the sales process
  • Match products to customers needs and wants
  • Describe features benefits
  • Use basic selling skills

Today's Learning Objectives
3
The Sales Process
What is it?
4
The Sales Process
  • Lead- First interaction with customer
  • Explore Questioning
  • Match Find appropriate product
  • Close - Ask for the business clinch the sale!

5
Sales Process
Establish rapport with customer
Ask questions to establish needs and wants
Select a product to meet needs and wants
Sell up
Turn features into benefits
Overcome objections
Use persuasion
Customer accepts product
Customer thinks the product doesnt meet needs
Close sale
6
Why are good selling skills important?
7
Activity
  • The purpose of this activity is to develop your
    understanding of the matching stage in the sales
    process
  • Complete Activity 1

15 mins
8
Features and Benefits
  • More features and benefits within a sale
    encourages a customer to buy
  • Customer - 'What is in it for me?
  • ACTION
  •  You need to describe when selling

9
The Close
  • Create an urgency to book
  • Look for final buying signals
  • Close the sale
  • After sale close
  • Follow up

10
Activity 2
  • The purpose of activity 2 is to support your
    knowledge of phrases that could be used to bring
    a sale of a holiday to a close, and to make the
    customer feel satisfied with their purchase.

11
Features, benefits…..
  • Lets Sell!

12
Activity 3
  • In groups you are required to sell a holiday. You
    need to
  • Select a product (holiday)
  • Describe the features and benefits
  • Sell appeal to the senses
  • Close
  • Peer assess other groups !

Preparation 20 mins
13
Selling Skills what makes you a good seller?
  • Active listening
  • Positive body language
  • Maintaining and building the relationship
  • Asking the right questions at the right times
  • Good product knowledge
  • Confidence in your own ability
  • Confidence in your organisation or products you
    are selling
  • Recognising and reacting to buying signals

14
Objectives for our session
  • Am I able to
  • Identify the sales process
  • Match products to customers needs and wants
  • Describe features benefits
  • Use basic selling skills

Know Your Learning Objectives
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