Selling skills

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Selling skills

Selling skills are crucial for any individual or organization involved in selling products or services. Effective selling skills involve understanding the product, target market, and competition. B2C selling often involves emotional appeals and personal connections, while B2B selling requires a more rational and analytical approach. The pharmaceutical industry requires in-depth knowledge of the science behind the products being sold. FMCG selling is volume-based, while retail selling requires building customer relationships. In all industries, the ability to identify customer needs, build relationships, and close deals is essential for success.

B2B

B2C

Pharma

Retail

FMCG

Prospecting & Connecting

D2C vs Traditional Selling
Prospecting & Connecting - Intro
Call Reluctance
Lead Scoring
Prospecting with different mediums
Inside sales vs outside sales
Starting a Sales Conversation
Best time to call
Prepare Thoroughly - Pre
Prepare Thoroughly - Post

Mastering Emailing
Dealing with Indifference
Data - Your prospecting Hero
Meet the Audience where they Are
Ideal Customer Profile and Buyer Persona for prospecting
Personalise effectively

Developing the right Mindset

Product knowledge - You are the Expert
Discipline yourself
Prioritise What's Important
Continuous learning and Reading
Continuous Learning - Audio & Experts
Continuous Learning - 3 percent Rule
Make Every Minute Count

Seven Secrets of Sales Success
Manage Your Territory Well
Set Clear Income and Sales Goals
Keep Your Sales Funnel Full
Apply the 80-20 Rule
Non- verbal communication skills

Questioning

Different questioning techniques
Common Mistakes of Questioning
Tips to questioning better

Questioning Framework - SPIN (What to ask)
The Questioning Funnel - The right question at the right time

Listening

Active listening
Barriers to Listening
Effective Listening - Tips

Listening etiquette for Inside Sales/ Remote selling
Listening in Social Selling

Qualifying

Sales Qualification - Meaning and Importance
Qualifying and classifying leads
Qualification Framework - BANT
Qualification Framework - MEDDIC
Common Sales Qualification Questions

Qualification Framework - CHAMP ANUM FAINT GPCTBACI
Qualification Dos and Don'ts
Disqualification - Reasons and Importance

Presenting & Recommending

Sales Presentation - Meaning and Requisites
Five vital aspects to focus on while Presenting
Sales Presentation structure or layout
Understanding Buyer Hesitancy and overcoming it via your sales pitch
Brand and Value proposition, DVP/OVP - Essentials of a sales pitch

Product Demonstrations
Power of Storytelling in a Sales Pitch
Presenting Benefits not Features
Tips for Effective Presenting & Mistakes to Avoid
Types of Sales Pitches
Elevator Pitch

Objection Handling

Objection Handling in Sales - Introduction
Sources of Objections
Types of Objection - Time Objection
Types of Objection - Need objection
Types of Objection - Price objection
Types of Objection - Product objection
Types of Objection - Competitor Objection
Types of Objection - Trust objection
Types of Objection - Authority Objection
Types of Objection - Budget objection
Types of Objection - Brush Offs
Objection Handling Approaches - Intro

Objection Handling Approaches - LACE
Objection Handling Approaches - LAER
Objection Handling Approaches - LAARC and LAIR
Objection Handling Approaches - Mirroring
Objection Handling - Accepting Rejection
Objection Handling - Dos and Donts
Objection Handling - Overall process
Objection Handling Approaches – Feel-Felt-Found, Tip the bucket and Boomerang
Objection Handling Approaches - Chunking, Objections - Reframe, Rename, Reprioritize