Sales Basics
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Understand Sales Process Types of Sales Roles
Sales is a journey that requires a map known as the sales Sales is a broad field with different roles. Here's a
process. simple list:
• Inside Sales: Sells over phone or email.
Each stage of your sales journey requires different skills
• Outside Sales Representative: Travels to sell.
and strategies including:
• Sales Development Representative: Finds
SCOUTING FOR LEADS: Find potential customers potential customers.
through social media and networking. • Account Executive: Cares for specific
customers.
LEADS QUALIFICATION: Confirm leads' need • Sales Engineer: Selling complex scientific or
and buying capacity. technological products.
• Sales Manager: Guides a sales team.
APPROACH: Customize introductions to
prospects.
Prepare for Sales Success
PRESENTATION: Show product benefits with
real examples.
Gearing up for sales success involves several key
HANDLING OBJECTIONS: Show product strategies, such as:
benefits with real examples.
Mastering Product Knowledge is the
CLOSING: Finalize sales with possible cornerstone of successful selling. This can:
negotiations. • Enhances confidence
FOLLOW-UP: Stay in touch post-sale for • Aids in answering queries
referrals and relationship-building. • Aligns with customer needs
• Support your sales pitch
Identifying Your Target Market: A target market
Essential Sales Skills is a group defined by traits like age or income,
poised to be loyal customers.
In today's market, sales professionals must possess
diverse skills to turn leads into loyal customers. To identify your target, evaluate your product's
features, analyze competitors, and select the best
Here are few key selling skills that every market segment.
professional should have:
Effective Sales Research Techniques helps you
1. Communicating with customers. understand customers, competitors, and your
2. Master the skill of persuasion. product. This can be done through:
3. Use you negotiation skills. • Customer Research
4. Build trust with prospects and clients. • Competitor Research
5. Understand and advise customers. • Product Research
Create Compelling Sales Presentation
How can you create a compelling sales presentation?
Creating a compelling sales presentation can effectively communicates the value of a product or service, influencing
decisions and driving actionable results. You can do this by:
Storytelling Using visual aids
Understanding your Engaging with your
Making it simple
audience audience
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Effective Closing Techniques
Assumptive Close The Silent Close
Guide as if the customer has Give a moment of pause post-
already chosen to buy. pitch for customer reflection.
The Question Close The Choice Close
Ask a question to steer the Offer two options, both
customer towards a purchase. leading to a sale.
The Now-or-Never Close The Summarize Close
Use time-bound offers to prompt Highlight your product's
fast decisions, keeping urgency main benefits to affirm its
authentic. value.
Upsell and Cross Selling Strategies Sales Metrics and KPI
Upselling encourages customers to Sales metrics and Key Performance Indicators
buy a superior or upgraded version of (KPIs) are essential tools in evaluating sales
a product. For example: performance, guiding decision-making, and setting
“Consider upgrading to…” goals.
Cross Selling suggest complementary Sales KPI consists of:
items to enhance their primary purchase.
For example • Sales Growth
• Sales Target
“You might also like to…” • Customer Lifetime Value
• Customer Acquisition Cost
• Churn Rate
Handle Rejection in Sales
Sales Metrics consists of:
Handling rejections is an integral part of sales, and • Lead Conversion Rate
learning how to handle it well can make all the difference. • Average Deal Size
Here’s how you can do it: • Sales Cycle Length
• Win Rate
1. Keep your sales prospects full
• Quota Attainment
2. Listen and learn from feedback
3. Review and adjust your sales strategy
4. Build emotional resilience Customer Retention Strategies
5. Celebrate success no matter how small
Customer retention focuses on keeping existing
Customer Follow-Up Techniques customers as they’re most effective than acquiring
new ones.
Keeping in touch with customers after they've made a
Did You Know?
purchase can drive customer retention and boost sales.
It costs 6-7x More to gain a new customer
Here are effective follow-up techniques: than it does to keep your present customers.
• Choose the right time to reach out 5 Strategies to Improve Customer Retention
• Treat customers uniquely
• Use various channels • Enhance Customer Service
• Be conversational • Introduce Loyalty Programs
• Offer added value • Encourage Feedback
• Follow-up again If needed. • Maintain Regular Communication
• Make responding simple • Offer Unexpected Perks
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