Approach Opening Dr Elsayed Nasser Selling Skills Dr

Approach ( Opening ) Dr Elsayed Nasser

ﺑﺴﻢ ﺍﻟﻠﻪ ﺍﻟﺮﺣﻤﻦ ﺍﻟﺮﺣﻴﻢ Selling Skills Dr Elsayed Nasser • 21 Years Sales & Marketing Experience in Pharmaceutical Field ( United Arab of Emirates , Egypt , Qatar, Saudi Arabia Kingdom ) • MMBA from Missouri State University USA • Human resource ( HR ) Diploma , Cairo University • Business Administration Diploma, Cambridge • Sales Consultant and Business development Trainer • Instructor in TV Programs, Cairo University, Al Menofia University, Alsadat University

Creative selling process 1 Prospecting 2 Planning ( Preparation ) 3 The approach 4 Sales presentation 5 Handling objections 6 Closing 7 Follow-up

SE LLING SKILLS Prospecting Planning ( Preparation ) The Approach Sales Presentation Handling Objections Closing Follow up

Ø They may have never heard of the salesperson’s firm. Ø They may have no need; they just bought the product category. Ø The buyer may have their own deadlines on other issues. Ø Buyers are constantly getting calls from salespeople and do not have the time to see them all.

C The approach is the first contact with the prospect, either face-to-face C It is the first step of the actual sales presentation in which the sales person tries to learn more about the customer ‘s needs , create a good impression and build rapport C You never get a second chance to make a good first impression

Main Body Preparation KISS Keep It Short Simple

C Initial contact to begin conversation C Build rapport with prospect(good impression C Generate person’s full attention & interest in the product you are selling. C Make a Collect information for customer need

What is the importance of The Approach ? Rapport Customer needs Attention & Internist Initial contact to start conversation

70% of sales situations People Buy People

• Customer needs are directly related to buying motives. Motives can be rational, emotional, or a combination of both. • In this step of the sale, your job is to uncover the customer's reasons for wanting to buy. • Three methods will help you determine customer needs : observing /listening /questioning

• • • Listening helps you pick up clues to the customer's needs. Remember these five important listening skills when talking to your customers: Maintain good eye contact. Provide verbal and nonverbal feedback. Give customers your undivided attention. Listen with empathy and an open mind. Do not interrupt.

• In order to listen to customers, you must get them talking. One way of engaging a customer in conversation is to ask questions. • Build your questions around words like: who /what /when /where / how /why

• Do ask open-ended questions—questions that require more than a yes or no answer. • Do ask clarifying questions to make sure you understand customers' needs. • Don't ask too many questions in a row. • Don't ask questions that might embarrass customers or put them on the defensive.

Types of Approach S ta n d a r d i n tr o d u c ti o n T o p i cal / cu rren t even t R e fe r r a l A p p r o a c h C o m p l i m e n t(R a p p o r t ) A p p r o a c h Q u e s ti o n P r o b i n g A p p r o a c h P ro b l em so l vi n g Ap p ro ach S u r v e y (S h o c k ) A p p r o a c h B e n e fi ts A p p r o a c h

C The simplest way to open the sales call C The least effective way because it is unlikely to generate much interest C Used more often in conjunction with other methods

C Using the name of a satisfied customer or a friend of the prospect can begin the sales call effectively C This approach is often effective with amiable and expressive (as they like to focus on relations) C Firstly you have to gain permission from references before using them

C Most people enjoy being praised or complimented C Avoid exaggeration

C The talk about current news , hobbies , mutual friends usually breaks the ice between the salesperson and the prospect C Example: C Did you see the Football game on TV last night?

C The most widely used sales call opening C For this approach to be effective the benefit must be of real interest to the prospect C So, you have to know the customer’s needs through probing C The benefit approach is effective for drivers and analytical (who like to get down to business rather quickly)

C Initial benefits statement (IBS ) Technique C This statement contextualizes the problem and offers the benefit without focusing on the features.

C Beginning the conversation with a question C It gets the customer attention , motivates a response and initiates 2 ways communication

C Studies show that one of the top 10 traits of successful salesperson is the ability to be sociable

• • Apologies Long statements Obvious observations Stories not related to your topic

Types of Approach S ta n d a r d i n tr o d u c ti o n T o p i cal / cu rren t even t R e fe r r a l A p p r o a c h C o m p l i m e n t(R a p p o r t ) A p p r o a c h Q u e s ti o n P r o b i n g A p p r o a c h P ro b l em so l vi n g Ap p ro ach S u r v e y (S h o c k ) A p p r o a c h B e n e fi ts A p p r o a c h