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Selling Skills

This video is on Selling Skills. Personal Selling refers to the promotional method adopted by a salesman to convince a customer into buying a product. Personal Selling in simple words is a face-to-face selling technique to influence the purchase behavior of a customer SalesForce in personal selling refers to the salesperson or the brand representatives that meet the customers face-to-face and encourage, influence and convince them with their interpersonal skills to buy the products or services Example – 1. AVON 2. Amway Sales Representative – Covers Six Positions Deliverer The Deliverer is the salesperson who is responsible for the delivery of a product Order Taker The Order Taker refers to the person who takes order both inside from behind the counter and outside by calling on the supermarket manager Missionary The Missionary refers to someone who creates company goodwill amongst the existing and potential customers Technician A Technician is a salesperson with good technological knowledge Demand Creator A Demand Creator is a salesperson who can easily sell tangible products with creative methods Solution Vendor The Solution Vendor refers to a salesperson who has expertise in solving customer-related problems Example – Indian Direct Selling Association With a CAGR of 16% in the last four years and 5.7 million direct sellers, the Indian Direct Selling Association is valued at over Rs 13,000 crores Example – Avon Avon is focused on partnerships to create a global training platform for independent sales representatives. The main purpose of this endeavour is to increase the earning potential of its representatives and their subsequent retention Example – Tupperware Tupperware sells company products through an independent sales force that includes more than 70,000 women as direct sellers. Selling Skills refers to the traits and ability of a person to influence and persuade a customer to conduct an exchange of value. Selling Skills are life skills that are necessary for an organization because it influences purchase decisions and boosts future business transactions. Selling Skills Communicating Skill Communicating skills in a salesperson help to build, maintain and strengthen the business relationship. Talking politely in easy language and communicating thoughts clearly with a differential approach and attitude are the basic skills required in a salesperson so that he can encourage buyers to close a deal. Communication Checklist The Communication checklist helps the salesperson in proper communication. It has a set of questions that the salesperson can go through to determine whether he is on the right track or not Listening Skills Listening skills mean allowing the customer to express his needs and taking the necessary steps to address them. Listening builds trust because the customer feels that the salesperson is ready to understand his requirement The steps in the process of listening are Attention Interpretation Remembrance Evaluation Response Trust Building Skill A salesperson should build a relationship with the customer based on trust because without this important quotient the organization cannot create a loyal customer base. Negotiation Skills Negotiation and selling go hand in hand. A salesperson should be able to find the middle path so that he can negotiate a deal with the customer. This is a win-win situation where everyone is happy Problems Solving Skills A salesperson who has problem-solving skills is adept at finding the right solution to most of the objections raised by the customers. Being proactive and having a positive attitude are traits that help in problem-solving Conflict Management Skill Conflicts are an integral part of a selling process and conflict management skills help the salesperson in keeping the priorities in mind and effectively remove the obstacles in his way Types of conflicts include Task conflict Process conflict Relationship conflict Functional conflict Dysfunctional conflict Methods to Resolve Conflicts Inability to pursue a complaint Avoiding the issue Coercing and imposing your will Negotiating Third-party mediation Arbitration Adjudication This video is on Selling Skills and it has the following sub-topics. Time Stamps 0:21 - Personal Selling - Sales Force 4:06 - Selling Skills 10:08 - Methods of Closing a Skill 15:14 - Reasons For Unsuccessful Closing 18:33 - Selling Strategies 23:18 - Negotiation Skills 29:20 - Upselling 35:28 - Cross- Selling 41:05 - Flash Sales