Art of Personal Selling

• • Class room workshops

  • Understanding the selling Process (Building the Sales Pipeline)

  • Qualities of a sales person

  • Models: Suggestive selling, Consultative selling, Collaborative selling, 

  • Use of models in different situations/Products

    • • o Reference Selling

      • o Additional Selling

      • o One to one/Group Selling

  • Selling Products and Services model

  • Applying the Model (PCNPCN)

  • Selling System - Steps, Tools and Process

Step 1: Planning and Preparation 

• • Introduction (Geographic Analysis) 

  • Channel potential (Product flow) 

  • Customer prospecting (Pull creation)

  • Customer profiling, segmenting, targeting and marketing

  • Branch Territory Development planning (Exercise) 

Step 2. Contact – Appointment

• Cold calling

• Making positive introductions

• Making small talks

Step 3. Need Identification - Agreement to proceed

• Managing the first meeting

• Getting into the customer business portfolio

• SPIN Model

Step 4. Presentation - Presenting the Proposition

• Personal Grooming (Presenting yourself to customers)

• The Do’s and Don’ts of Communication

• Persuasive communication Tools 

  • • -Handling Objections

    • -Building  a case for Cross selling/Increase sales

    • -Selling Benefits (FAB)

    • -Listening and questioning skills

Step 5. Confirmation - Securing Results or agenda for 1st or 2nd meeting 

• Methodology for customer engagement

Step 6. Networking - Customer Service, Retention and Building relations. 

• Customer perceptions and expectations

• Internal and external customers