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MUHAMMAD IQBAL WAJIDMUHAMMAD IQBAL WAJID
Selling Skills Made EasySelling Skills Made Easy

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Learning stages..Learning stages.. Iqbal WajidIqbal Wajid
1. Unconscious + Incompetence1. Unconscious + Incompetence
2. Conscious + Incompetence2. Conscious + Incompetence
3. Conscious + Competence3. Conscious + Competence
4. Unconscious + Competence4. Unconscious + Competence

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Selling is a mental gameSelling is a mental game
50% of successful sales are due to
mental skills
30% are due to technical knowledge
20% are based on product knowledge

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Stages of new product adoptionStages of new product adoption
Awareness
Interest
Evolution
Trial
Adoption

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Buying Motives...Buying Motives...
Make a profit/gainMake a profit/gain
Fear of lossFear of loss
Have pleasure, enjoyment, comfort, convenienceHave pleasure, enjoyment, comfort, convenience
Avoidance of pain, worries, problemsAvoidance of pain, worries, problems
Boost pride/ self-satisfactionBoost pride/ self-satisfaction
Desire for approval, social acceptance, prestigeDesire for approval, social acceptance, prestige

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S.M.A.R.T. Objective
SpecificSpecific
MeasurableMeasurable
AchievableAchievable
RealisticRealistic
Time boundTime bound

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Features N Benefits
FEATURES are attributes or inherent
characteristics of a product which
you can feel, see, or measure.
BENEFITS are advantages that meet
the explicit need or wants of a
customer.

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SALES CYCLESALES CYCLE
Before the call
Pre call planning
1. Prospecting
2. Analyze the customer
3. Set objective
4. Plan the call

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SALES CYCLESALES CYCLE
During the call...
Opening
Presentation
Questioning
Handling objections
Closing

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SALES CYCLE
Post call analyses
Evaluation the call
Recording the details
Set objectives for next call

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SALES CYCLESALES CYCLE
Steps of OPENING
Greeting
Rapport building
Purpose of call
Initiating business discussion

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SALES CYCLESALES CYCLE
Types of opening
Need / Benefit opening
Opening as a question
Stimulating question

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Questioning is used to...Questioning is used to...
Uncover need
Understand attitude
Gain specific information
Lead the customer through the
presentation

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Types of questions ??Types of questions ??
 Open question
 Close question
 Choice question
 Benefit tag question - BTQ

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Kinds of ObjectionsKinds of Objections
Price objection
Product objection
Service objection
Company objection
Personal objection
Competitive objection
Lack of need objection

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Types of objectionsTypes of objections
Misunderstanding
Skepticism
Real objection
Indifference
Hidden objection

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Steps of handlingSteps of handling
objectionsobjections
Listening
Acknowledge
Feed the objection back
Answer the objection
Verify

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Types of commitment
Trial use
Continued use
Expanded use

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Standard closeStandard close
Review all benefits accepted by theReview all benefits accepted by the
customercustomer
Ask for businessAsk for business
Wait for a responseWait for a response

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Additional closingAdditional closing
techniquestechniques
Example closeExample close
Choice closeChoice close
Incentive closeIncentive close
Pros & cons closePros & cons close
Emotional attachment closeEmotional attachment close

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Elements of short callElements of short call
Stopping powerStopping power
 Unique sellingUnique selling
proposition - USPproposition - USP

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T H A N K ST H A N K S
Best wishesBest wishes

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22
Marketing & ManagementMarketing & Management
Made Easy
By
M. Iqbal Wajid

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Title goes here

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Title goes here
Hassan
wasco groups

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Recommending a Strategy
Ideas for Today and Tomorrow
1

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Vision Statement
State the vision and long term direction
2

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Goal and Objective
State the desired goal
State the desired objective
Use multiple points if necessary
3

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Today’s Situation
Summary of the current situation
Use brief bullets, discuss details verbally
4

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How Did We Get Here?
Any relevant historical information
Original assumptions that are no longer
valid
5

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Available Options
State the alternative strategies
List advantages & disadvantages of each
State cost of each option
6

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Recommendation
Recommend one or more of the strategies
Summarize the results if things go as
proposed
What to do next
Identify Action Items
7