Topic Selling skills

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Topic Selling skills
Joanne Thirlaway
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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
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The Sales Process
What is it?
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The Sales Process

• Lead- First interaction with customer
• Explore Questioning
• Match Find appropriate product
• Close - Ask for the business clinch the sale!

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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
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Why are good selling skills important?
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Activity

• The purpose of this activity is to develop your
  understanding of the matching stage in the sales
  process
• Complete Activity 1

15 mins
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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

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The Close

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

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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.

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Features, benefits..

• Lets Sell!

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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
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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

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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