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1. Sales techniques is a phrase used by nearly everyone in
business. No matter whether they have an actual clue
about what the term means. Going back to basics let's
look at what people mean by this phrase and what they
think it includes. Sales techniques are actually a
combination of all the different processes and skills that
successful sales people use. By definition sales techniques
are absolutely important if you want to be successful in
sales.

2. The dictionary definition of Techniques are basically a
method or process that by default make things swift in the
execution.Classic sales techniques that you are used to
might will include in some form or another the following 7
steps.

3. 1.Setting an Outcome

4. If you don't know what you want to achieve in any given
conversation it is unlikely to happen. For the new business
economy having an outcome works best. Objectives are
prescriptive and in our experience as trainers have less
buy in from representatives.

5. 2. Building Rapport

6. The vital key to making anything happen in a selling
situation. Building rapport at a conscious and unconscious
level is a stepping stone to making thing happen. No
rapport generally equals no sales achievement.

7. 3. Asking questions

8. If you are going to sell anything you need to find out what
your customer needs. Skilful questions work wonders. A
mix of open and closed questions will deliver the results
you need.

9. 4. Identifying wants and needs

10. If you have asked the questions then you will have
uncovered the major wants and needs of your potential
new client. If not go back and ask some more. People will
only buy what they either want or need.

11. 5. Presenting Product Benefits

12. Your product will have lots of benefits, I am sure. Make
sure you use only the ones you have identified are
important to a customer.Believe it or not some of the
great benefits about your product your clients don't need
or want.

13. 6. Gaining agreement

14. You know what they want and you have answered all their
questions. Have you gained agreement on the next steps?
Hopefully the answer is yes. If not then you need to go
back a few stages because somewhere along the line you
have dropped the ball. Consensus of the next steps have
to be agreed before anything else can happen

15. 7. Closing the sale

16. You have agreement next it is time to close the sale. To
some this sounds a harsh word. The truth is it is about
delivering to your new customer your product or service
that in some way will make their life a little better.

17. As you will have noticed as we dug deeper into what
works within each section we can see even more
techniques that can be used. Though selling is a process
there is much more to it than that. A hotch potch of
techniques just thrown together will not always produce
the desired result. Sales techniques need to be used in a
specific way and sequence to produce the best result for
everyone.

18. Imagine trying to close a selling conversation when you
have not asked any questions or built rapport. The sale is
unlikely to happen unless you are selling a hamburger to a
hungry crowd.

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