1. Professional Basic Selling Skills Prepared by : Ahmed Sami المعلومات بالداخل موثوق بها لأنها مراجعه و معتمده من Certified from Pharmacists_coffee magazine

12. Before the call Preparation Second part : Planning the call Prepare : 1- Approach 2- Questions to uncover needs & verify assumptions 3- Benefits to satisfy needs 4- Responses to possible reactions 5- Use of visual aid 6- Ways of closing / gaining commitment Plan your work then work your plan

20. Forms of probes Closed-ended questions following one benefit -Present one benefit matching a need. -Obtain decision if benefit appeals. Benefit-Tag Yes / No I Do not know -Get precise, quick response/decision. -Ask for information. -Give information. Closed-ended Who Which Where When What How Careful with: WHY -Find/Clarify needs. -Check assumptions. -Obtain information in breadth. -Demonstrate interest. Open-ended Construction Objective Form

21. Probing Strategy With communicative customer Customer signals Selling Skills Begin with an open probe Need Input No Need Input Continue to use open probe Stated clear need Switch to a closed probe To direct conversation to A presumed need Confirmation of presumed need With non communicative customer

22. Sequence of Questioning Close ,Ask for order/Commitment If answer is NO ask another open-Ended Question Here you should know enough Questioning phase discover customer needs/buying motives Presentation phase, Check if specific benefit meets Open-Ended Questions Closed-Ended Questions Benefit of Tag Questions

23. Correlation Sales Success/ % of Questions Versus Statements % Sales Success Average Most sales reps Ideal for most successful sales calls! % Questions (versus statements) Ideal composition of a conversation 80% questions 20% statements

34. Negative response Disbelief that your product can provide the stated benefits. Skepticism Disinterest in your product because of satisfaction with a competitor product. Lack of interest Legitimate shortcoming or disadvantage of your product. Real Objections An incorrect negative assumption about your product due to a lack of information or misinformation. Misconceptions Definition

35. Strategies for dealing with resistance Offer proof. Directly after a benefit statement Skepticism Turn an area of dissatisfaction with a competitor product into an area of need for your product. At the beginning of the call, after your initial open probe. Lack of interest Reduce shortcomings and emphasizes benefits. Anytime Real Objections Provide correct information. Anytime Misconceptions General Strategy Usually occurs.. Resistance

46. Visual Aid

50. Practical steps for Short Call Introduce yourself Customer gives a time limit signal Open the call Present additional features & benefits Ask for action