Fundamental Sales Skills Training - Be a Sales SuperHero

1. Introduction: In today's extremely competitive business environment, having any advantage over the competition is useful. One of the most important tools that company can have to ensure that they stay on top of the game. Is a strong seed, steep, a well-equipped. And again, sales team can generate new opportunities, which can lead to huge returns for the company. The better train your sales team is, the better it is for yj.com. Welcome to Fundamentals, sales skills screening, VSTS, superview, the benefits of sales training, our menu. Some of the benefits that a good sales training can provide are good victim on investment. Sales training can improve your productivity. It helps in building brand loyalty, contributes to business growth and success. It optimizes customer experience. Illustrating can help improve employee communication skills. It makes our sales staff more knowledgeable and aware of the market trends. It increases leadership and people management skills. And last but not the least, it helps in building resilience in your seal steam. This phosphate sales training course will enable you and your style to pin pleasure into their interaction with lines so that the purchase occurs in a win-win situation, allowing the client to walk away, feeling understood. The topics that we will cover in this lecture series star, what is the scene and what effects the customer buying decision? The skills when need to VSTS explode, creating a rock solid salesmen mindset. Understand the nuts and bolts of a complete sales cycle. Identifying the different types of customers. The subtle art of asking the right questions. And last but not the least, how to build a long-term relationship with your customer and vendor pool of loyal customers. Whatever you reading far, grab this opportunity and let's jump into the course. I'm super excited to see you inside. So let's get started. 2. 1 What is a Sale?: Let us start off our lecture series with a small CO2 we'll now says is an outcome and not a goal. It's a function of doing numerous things, right? Starting from the moment you target a potential prospects until you finalize a deal. Let us start off this lecture by understanding, first of all, what exactly is a seed? Now by definition, a sale is a transfer of enthusiasm from a salesperson to a prospect. And we will understand it more clearly once we understand the customer buying cycle. Now the buying cycle is a very familiar concept. A user recognizes they have a need and set out to find the solution which culminates in the purchase of a product or a service. While many variations of the exact names of the stages exist, the cycle generally follows an easily recognizable format, like the one outlined on the image on your screen. Let's understand these stages one-by-one. Need analysis. At this stage, your potential customer is more likely to be Googling broad terms around their top concerns to identify the key needs. Exploring options. Now, once the need recognition has occurred, the research stage actually begins. Through this particular process. The potential customer is looking for the best way to meet their needs. Can they fix the problem themselves? Do they have a product or service? Will this be a onetime purchase order, reoccurring engagement, eliminating doubt. Now, that isn't the simple process are answered for how customers evaluate different options. It just depends on your personality, lifestyle, and the situation. They may make the buying decision based completely on impulse or on other factors like price or online reviews. With this in mind, they may have their own set of questions and doubts and a successful handling all these elements will move them to the fourth stage of buying cycle, and that is decision-making. Now it is at this particular stage where the buyer is finally ready to make a decision. The consider the research and the alternative options and narrowing on the best possible choice. It usually comes down to the anticipated benefits, the product, the service or skill will offer, or any others. So it is evident that do master the art of salesmanship, one has to understand the psyche of the customer. And as these questions to self, assuming you are the client without to purchase your service or product. The need analysis stage, you should ask questions like, what did you buy it? Where did you buy? At the exploding stage, one should ask questions like, Where did you buy it from? Why did you buy it from that place or that particular shop? You do it, explore some options before buying what you want. Did you explore some alternative products? Eliminating stage one should ask questions like, did you ask any questions before buying? Where all your questions answered to your satisfaction? The decision-making stage one should ask questions like, did you make the bargain on the price? Did you buy the product outright? 3. 2 How to be an Expert?: Section two, how to be assertive expert. Now, wouldn't it be great if there was a silver bullet that would make you more successful in your sales effort. One thing that you could do to really boost your sales, I hate to disappoint, but the reality is that is no silver bullet. Sale success takes hard work and commitment along with scale and savvy. While there is no one thing that will work for you, there are a number of things that you can do to help boost your sales. It would all success. You can start off by using the following tips. Be a role model. Now one of the most important but least defined aspects of being a good salesman is to provide a role model for success that inspires salespeople. After all, people learn by observation, your people watch you and mimic your behaviors. Therefore, if you want your team to demonstrate specific behaviors and attitude, you need to take the lead and show it to them. If you wanted to be a positive role model as a sales leader, you must practice consistency, fairness, and Parliament, cut edge, vision and motivation. When I talk about consistency, what I mean is be fed in your treatment to your team members. Work with them to set meaningful, attainable personal standards as part of your goal setting and performance review process. In parliament means giving your team members some of your authority and autonomy without giving it all of it. As a sales leader, you still hold the final responsibility for what happens within your department and you make the most tough decisions. Always have the courage to save the difficult and tough things with openness and transparency, however much you empower your team members, you must lead the team effort to create and pursue a vision of your team and your organization. This passphrase, sales trend is an umbrella term that basically indicates a pattern related to the sales of products or lack thereof within a specified timeframe. Cl strain can cover any length of time and any number of products. Microtrends might only last for a few weeks and focus on a specific product. Larger macro trend could play out over the course of a quarter and retyped to an entire line of products. With that said, the most important aspects of sales trend is what they can tell you about your market and your customers desires. Tracking sales trends allow you to stay on top of the game and ahead of your competitors. And it also helps you keep your customer base happy by offering them the products they are most interested in purchasing. Know the current trends about your product or service. You must believe in the product that you're selling. If you don't love your product, your customers will actually send it immediately. Also, you have to learn the business inside and out because most people can quickly detect when a salesperson doesn't really know their stuff well. This makes it much easier to approach them because you can immediately point out how you can help them either make money or save money, which is ultimately what drives their decision-making process. If I haven't said it enough, being a lifelong learner will help you improve your sales skills. The CLC industry is continuously changing due to update and technology and culture. To continue being a sales expert, it's important to also read a lot of articles and books, listen to podcasts, and be engaged in your work all the time. Predict the future. Stellar seats person who has researched the past trend and is on top of the game with the current trends can really be a game changer for the future of the company. While you might think, you know what your top selling items are, unless you are in the store every day to see what's selling and when there's a good chance that your intuition might be wrong. Fortunately, your POS is the one consistent staff member you have that keeps track of everyone and everything that goes on. With accurate info. You can more strategically decide what to promote, what to stop, and what to cut off from your ships. Also keep a close eye on the sales it, because sales reports can help you prepare for your future. If you notice a trend that only takes place during a certain time of the year and you can make sure that your inventory is setup accordingly to avoid any future problems. For example, if you see that a product a was selling well at the beginning of the year, but sales have seen slow down after some was kicking. You can put them into storage for now. Next year beginning would be the right time to put them all over again on your shelf. Similarly, when you see sales slowing, you could set up a special on sale rack dedicated to the products. Who are dwindling in sales figures to move the inventory now rather than hope some product will be popular next year? No, your product. Every salesperson should have an extensive understanding of the product. Down to the smallest feature. Nothing erodes trust more than salesperson who doesn't know how to answer the question. As a sales person, be sure you do extensive research on the product or service you're selling before reaching out to a potential customer. However, if you're asked a question that you really don't know the answer to. Be honest and go and find out dancer. The only thing was then having no knowledge is having incorrect knowledge. Know your competitors, nobody has strengths and weaknesses. I'm going to re-emphasize on the point that you must believe in the product that you're going to sell. If you don't love your product, your customers are going to sense it immediately. But a good salesperson also knows the products and services which are offered by its competitors. He also knows the equality and how they differ from body you out offering. Knowing who your competitors are and what they're offering can help you make your products, services, and marketing standout. It will enable you to set your prices competitively and help you to respond to rival marketing campaigns with your own initiatives. Learning about your business in relation to the competition, it will broaden your knowledge about your target audience and industry so that you can refine your business strategy in future. Knowing about your competitors will help you to communicate with your target audience, distinguish your business from the competitors, improve your processes and navigate challenges in your market. Always have a pulse on your competitor's strengths and weaknesses. Yes, you want to beat your competition, but ultimately you want to best serve your customers. Therefore, you should know what your competitors strengths. What do your customers like about them? For some things that customers really liked, you may want to offer those two or something similar or at least better. You have your own offerings. But the addition of something else that customers really like, maybe enough to win them over. In addition to knowing where your business can improve, you should also know the weaknesses of your competitors. First, because many of your own strengths come naturally to you. You don't always realize that you have them. Knowing your competitors weaknesses may help you identify your own strengths as well. At some other times, your competitors will have weaknesses that are strengths. You know that you have. Knowing the weaknesses that stick out to people can help you determine which strengths to highlight in your marketing messages and campaigns. Being clear and concise. Whether you're talking with your lead through email, via phone or in person. Great communication is one of the primary skills of a salesperson. Great salesperson is a great communicator, but it doesn't just stop at verbal communication. You also need to take into account your overall speaking tone and body language. Along with strong communication and confidence, being wise with your time is one of the primary skills of a great salesperson. It's important to manage your time with right leads. Long and time-consuming pitches with an interested prospects can waste a substantial amount of your time. Great salesperson, a very strategic in who they reach out to in addition to ending their first sales call with a call to action. One skill that will make you stand out in the crowd of a salesperson is being an adult storyteller. Many potential clients may have already been approached by multiple vendors that are similar to you. By telling you a story about your product that relates to your audience, you'll be able to make the benefits much more real and impactful. Last but not the least, a statesman mindset. Even the best basic sales training make an average seller out of a complete noise. But what truly sets the best salespeople apart from the back? The answer is their mindset. How they fundamentally identify with their product and their sales process. Starting with the right mindset is an exceptionally important step in becoming an effective salesperson. Find your own fundamental connections with your customers and products and set yourself apart from the back. In the next lecture, we will focus on how to build a rock solid salesmen mindset to be a stellar performer of your organization. 4. 3 Mindset is the Key: Mindset is the key. Now we've all been there in the middle of a sales call and you start rambling. You only realize it after you've been going on for a few minutes, you start kicking yourself and you tried to focus on the topic at hand and wonder why you always have trouble sticking to the topic. You already that the client is board and then question whether you brushed up the coal. That kind of critical self-talk distracts you from the task at hand and may lead to a bad sales call that doesn't really get you the deed. Your seats mindset is directly connected to the effectiveness of your ceiling. Be curious. Every good salesperson I've ever encountered is driven. They have a strong work ethic and a high-energy level. They work harder and longer than the appears. When the economy is book. They're still out there pounding the pavement. And being an investigative journalist, in my mind, the best representatives have that innate curiosity about their customers, the other industry and the business. They also know what their competitors are doing and how they can leverage on the strengths and weaknesses and use it to their own advantage. You always want to find out what makes things stick, what's going on with their customers. And they tried to understand how to help them make their life better. Know how you can help great sellers understand the why of the product or the service. The reason for your product or service maybe less obvious and is often overlooked. But it's critical. Overall, this means understanding what your product or service does to help your customer is very critical. This is often bashed as your unique selling point and it's poorly defined by some as the boating list of product or service attributes. However, those with good sales mindset go beyond this. That actually the key drivers that motivate people to choose a particular product or service, work out which applied to your customer and eat them in the app pitch, what do your customers Media Services quickly, then stress how fast your turn around times or do they need it better quality than work to ensure that you provide it? Do they need simple ways to do something and eliminate the complexity? As it is shown, once you understand what your customers one, you can always work on it and that will help you boost your sales further. Be a problem solver. In my experience, the best seats people are the ones who understand the customer's problem. Take the time to really understand the appeal, the impact that the problem is having on them, as well as on the organization and how they can help solve it. Then they develop a solution that is aligned much like a consultant who would do in a consulting engagement. Often consultants make great salespeople. When they take that transition, they already understand how to ask questions and how to dig in and learn about the problems so that they can find unique solutions to solve those problems. Never compromise your integrity. I've always believe that telling the truth is the best policy in business, especially today, it's a must. A few years back, there was a study that was done on 341 people from different organizations. Purpose was to determine what separated the top producers from the average produces. When the study was finished, the results were startling. It was not skilled knowledge or charisma that divided the body. They're different scheme out as 100 on his team. When customers trust the salespeople, they buy from them, big trust. Trust is a fundamental part of a good sales mindset. Clients simply won't buy from anyone whom they don't trust. To cultivate your customers trust. Don't sell a solution that's not in customer's best interest. Don't misrepresent your products or services. I don't promise anything that you cannot deliver. If a problem develops, don't seek to place the blame, just fix it. If you make promises, then keep them. Also always tell the truth. If you have bad news to deliver, don't try to hold it back. The chances are the facts will come out in the end and then you will lose the critical across it. Be a good listener. The art of listening is a fundamental part of the sales mindset. Often people are so busy selling themselves and their products or services that they forget to listen to their customers in first-place. However, understanding the customer's needs is very critical. Those who can learn to ask great questions and then shut up long enough to understand what the customers getting ADD, going to help position themselves for future success. Again, the counselor is there to help understand the issues and ask questions, but not to do all the talking, provide dancers. In one of his books, Dale Carnegie has clearly mentioned that people will like you a lot more if you're interested in them than if you tried to get them interested in you. Also, Stephen Covey's in the book Seven Habits of Highly Effective People have said, seek first to understand and then to be understood. Grid at the end of the day says takes tenacity and hustle and sometimes even take skin to be successful. We want those people who are willing to take on that challenge. Who rise to that challenge? An organization looks for those who have a history of exhaling under different circumstances. Maybe not necessarily in sales pitch, but in those situation where they have demonstrated that grid, that passion and the perseverate and stewards a long-term goal. Accept failures and feedbacks. Sometimes despite your best efforts, you won't clinch that seed. Sometimes it's what you are offering isn't right for your perspective client. In developing a positive mindset, it's important to see such setbacks as a part of your long-term sales strategy. The Gere is to keep trying. Don't lose your enthusiasm and passion. And remember that even the most successful of entrepreneurs has had their share of setbacks. Your attitude, not your aptitude will determine your altitude. Success is 90% meant it. You can alter your life by altering your mindset. In tough economies, it may not be your fault for going down, but it is certainly your fault. If you're not getting up. You have to be a believer to be an achiever. Last but not the least, developed a test for self-improvement. You don't go to school once for a lifetime. You are in school all your life. That is true for sales as well. Sale superstars are constantly working to become vector. They take courses, they read books, listen to audio tapes and podcasts, and inhale everything that will help them improve. Bottomline, a salesperson, a good salesperson explains, and a CL superstar demonstrates. 5. 4 The Sales Cycle: The sales cycle. Now since are the key to the health of any company, slow or inconsistencies present a threat to have video existence of your business regardless of the size of your sales, was to ensure that your business grows and drives. It's important to provide your sales rep with a well-defined states process. The stages of five-step process, our greeting, qualifying customer, presenting, objection, handling, and closing the scene. Let's look at these steps one by one in detail. Greeting. While opening the sales call. Create a good impression and smile. Greet, introduce yourself and your organization and make the customer feel comfortable. Customers always buy three things in this sequence. First by you, then divide the solution, and finally, they buy the security. During the initial contact, rep should begin by introducing themselves and explain why they are calling. But has the lead showed interest in your product or service during a confidence or a friend or a colleague referred them as elite. Giving them this information will replace the amendment and provide the context of the outreach. Once the stage is set, it's important to start building a rapport, established mutual interest by initiating positive and genuine conversation. This helps to make the prospective customer comfortable and more willing to discuss their needs and interest. Qualifying customer. The qualification stage is to confirm that your prospect is ready and willing and able to buy your product before you spend a lot of time trying to pitch to him. To discover the prospect's need. Reps need to have a series of standard questions prepared always beforehand. Normally you don't want to waste your time on unqualified prospect. You should have a basic qualification at the time you get the lead. How am I doing your appointment? You will want to qualify them photo. The qualification stage is to confirm that your prospect is now ready to purchase your product. That means they have shown an interest in what you're selling. They have the resources to buy it and have authority to make the purchase. And as mentioned earlier, to discover the prospect's new, one needs to have a series of standard questions prepared beforehand. This will prevent them from forgetting to ask about any important details while guiding the conversation. And plus this also makes them look more professional to the potential customers. These questions should be open-ended to encourage the prospect to talk to that's needed to make sure that the listen mode than this peak at this point of the sales side. Presenting. The presentation is the code of every sale cycle. And it's probably where you'll invest your most time. Presentation includes introduction, understanding the prospect needs, and ultimately explaining the features and benefits of your products. As mentioned, the presentation is the good of every sale cycle. Keep in mind that you're not just selling your product. If you're selling how your product will solve your customer's problem, you're also selling yourself as a person to trust when it comes to finding a solution for your prospect. You represent your company. So appearance also comes dressed for the occasion. Presentations might also involve a dual product demonstration. Videos, powerpoint presentations on letting the customer actually look and clean the product. At this point, the customer is using the information that is being shared as a part of his evaluation process. Some tips that I would like to share with you at this point are always keep your customer in mind while giving your presentation. Customers should feel the product. They should understand how it will make their life better. Always give them options. If you have, don't give too much information in one goal, go step-by-step, understand the customer's psyche, understand what is he looking out for, and then give those features that will help him solve these problems one-by-one. Know hand-outs during the pitch because that will distract your customer value are presenting your product or service, the customer will constantly keep looking at the catalog while you're trying to explain the benefits of your products and services? Objection. Handling. Doubts are the milestones that bring you and the customer closer to the sale. Good salespeople look at objections as opportunities to further understand and respond to customers needs. After you've medial seats presentation, it's naturally for your customer to have some hesitations or concerns or some objections. Good salespeople always look at objections as opportunities. Remember, objections can actually be a positive sign because they mean that your prospect is interested in what you're offering. Prospects will not ask questions or indicate constants. Unless they're considering buying, that are usually a limited number of regarding objections for any given offering. Keep a record of these and what responses are the best to address them. Sharing this information across your sales team will ensure that you are apps won't be caught off guard by an objection when they actually arise during your conversation. Sharing your best responses with your series will always ensure that they are prepared with the most effective responses to remove any roadblocks to closing the sale. Eventually, if your customer is convinced that your product will meet their needs, you close by acting on the terms of the sale and finishing up the transaction. Closing means you asked for the seed or whatever the next step in your processes. You can't expect your prospects to excitedly just pull out their wallets. Then a certain verbal and nonverbal signals that you should look out for it. Let's look at them one-by-one. Do you have a specific color? What discounts do I get? How much will this cost me? Can I get the product delivered to my home? Do you accept credit cards? Is that any water and you're getting to you on this product. And also along with the wobble signals, there are some nonverbal signals that one should look out for. Customers, dry the product repeatedly. They keep looking at bitter and smile, maintain eye contact, and tried to gauge what they're thinking about the particular product and hold it separately, enhance or keep products in the basket. Once you start understanding these verbal and nonverbal signals, it is an indication that the customer is coming very close to buying your product. Your job really becomes easy after that. All you need to do post that is to convince the customer and taken to the cash counter so he puts out his wanted. Now many people feel like asking for sale is pushy. It can be done without being obnoxious. If you've shown how your product or service is exactly what the prospect needs and have been helpful and friendly. Getting the sale will be the logical next step. There are hundreds of different closing techniques, tips, and tricks. But most important thing to remember is that it is not a standalone, even when the sale is made. Prospects agri on your terms and prices are negotiated for mutually beneficial ones. All objections have been address and all details are finalized for delivery, fulfillment or related actions. This may also involve introduction to others in your company who will be handling these next steps when the closest successful this step clearly aligns with the purchase tip in the buying process. Some of the leading wobble cues that one can use while going ahead and closing the sales are. Let's go to the billing counter. By what name would you want the building to be generated? When would you want the delivery to be made? Me I know the address where the delivery needs to be made. Would you be paying by cash or God? Pitching the add-ons? You have computed a landscaping job for your customer or soul demo, gods are installed the software that meets his need. While it might seem like you've accomplished your goal, the customer relationship has just begun. The follow-up is an important part, ensuring customer satisfaction, retaining customers, and prospecting for new customers. This might mean sending a thank you note, calling the customer to make sure our product was deceived in a satisfactory condition, or checking in to make sure a service is meeting the customer's expectations. Once you have that trust and relationship with your customer, you can always approach the customer with solutions of value or add-ons that probably you can provide at the point of sale are offering something that will make a good experience so far. Vector in future, the glue to pitch these add-ons will come from initial conversations you have with the customer. At the point of sale. Recollect the stated and unstated needs chaired by the customer at the beginning of the interaction, pickup dance stated needs you were able to grasp, suggest a byproduct that compliments or supports the product that customer has decided to buy. Link the add-ons to the unstated needs and presented as a complete solution to all the customers needs. And focus on specifying the benefit rather than the features. 6. 5 Types of Customers: Section three, the types of customers. Customers play the most significant part in business. In fact, the customer is the actual boss in the deal and responsible for the actual profit of the organization. Customer is the one who uses the product and services and judges the quality of those products and services. Hence, it's important for an organization to retain customers or make new customers and flourish their business. Do manage customer's organization. You should follow some sort of approaches like segmentation or the region of customers into groups because each customer has to be considered valuable, unprofitable. Customers can be off following types, a loyal customer. These types of customers are very important for business. This segment of the customers should be kept satisfied all the time. Not only stay loyal to the company, but also praise and recommend the product to their family and friends. Therefore, they also help the company to market its product by word of mouth, free of cost. Usually, this segment of customers is small and they hardly make 20% of the total customer population. But they are responsible for generating the maximum part of your total revenue for the organization. So it is advisable to include these customers and take their opinion in important decision-making of the company. Timely follow-up should be taken from these types of customers and noted down. And repeat the same with other customers to convert them into loyal customers as well. Appreciate the association of loyal customers with the company and give them a platform and recognize them. The discount customers. The customers are also frequent visitors, but they are only a part of the business when offered with discount on regular products and brands. Or they buy only low cost products. Mode is the discount, the more they tend towards buying. These customers are mostly related to small industries. The industries that focus on law or margin and investment on products, focus on these types of customers is also important. They also promote distinguished part of the profit into business. Discount customers are the least loyal customers and they easily move on when getting better offers by some other companies. However, these type of customers are very helpful in clearing the inventory of the company data usually interested in the extra information on when the sale is happening and the exact conditions of the discounts and offers that accompany is going to offer. These types of customers stopped shopping as soon as the deal stops applying. These customers can be appeased by giving value-added services. By this way, the company can ensure its chances of keeping them as the customer. That only termed as bargain hunters since they always want discounts. Impulsive customer. Now, this is the customer that can make a buying decision in an instant. Provided that the conditions are right. You see these customers don't need much convincing to make the purchase. You absolutely don't need to warm up these leads with value proposition too much. What this segment needs to buy something is clear and easy way to do that. The less steps involved, the higher chances that a customer will make a purchase the way and get rid of any distraction he may face. Or make sure you are not wasting that buying impulse when it comes. If impulsive customers are treated accordingly, then there is a high probability that these customers could be responsible for high percentage, it feels need-based customers. Now, these customers are product-specific and only tend to buy items only to which they are habitual, have a specific need for them. These are frequent customers but do not become a part of buying most of the times, it is difficult to satisfy them. These customers shop for only specific products only when they need them. They already noticed section they are heading to when they entered the store. They usually don't require an assistant to choose a product because they usually have knowledge about the product they want to buy. Therefore, it is very important to approach them with a planned strategy. These customers should be handled very positively by showing them ways and reasons to switch to other similar products and brands and initiating them to buy them. These customers could possibly be lost if not tackled efficiently with positive interaction. The best way to approach a need-based customer is by initiating a personal interaction. Need-based customers can be converted into loyal customers if they are provided with good and satisfactory service. Wondering customers. Now wondering customers have no specific need or desire in mind when they come into the store. They want a sense of experience of community. Many stores, this is the largest segment in terms of traffic, while at the same time they make up the smallest percentage of sales. Wonderous shop merely for interaction and experience it provides them since they are merely looking for the interaction, there are also very likely to communicate to others they experienced they hadn't understood. Therefore, although the one that in customers cannot be ignored, the timespan with them has to be minimized. Now many of the customers that we just spoke about new in industry, and most of the time they visit the suppliers per leaf or confirming their needs on products. They investigate features of most prominent products in the market, but do not buy any of those or show least interested in buying until they are convinced about the quality of the product and that it will definitely fulfill the need to grab these customers. One should properly be informed about the various positive features of these customers. And then develop a kind of a strategy to approach these customers at their own individual levels. As a good salesmen, one should always focus on loyal customers and should expand or multiply the product range to leverage impulsive customers. But other types of customers IT strategies should be renovated and enhance for turning out these customers to satisfy their needs and modify these types of customers do let them fall under loyal and impulsive category. The skills one needs to managing different types of customers are knowing what the customer wants, knowing which products or customers have the most growth potential. Knowing which products or customers are most or least profitable. Last but not the least, knowing which customers will actually advocate and support your product. 7. 6 The Art of Asking Questions: Section for the art of questioning. An effective questioning strategy is to be an effective salesperson. Questions allow control of any conversation. As the other person will be answering. Questions, gather necessary information, as well as provoked buying signals, which can also be used to identify a need for the product or service. A good question seeks to challenge the salesperson's mine in order to reach the desired outcome. There are five fundamental question groups comprising of various question types. Let's understand them one-by-one. Open-ended questions, broad open-ended sales questions are great for helping you find out what's going on in your prospects and the client's world that essential for any sales success. In fact, listen to me and understood my needs are two of the top five factors. Most separating seeds winners from the second place finishes. And open-ended sales question is usually a probing question. In that getting a prospect to talk more about his business is problems and his bonds. As you might expect from the name itself. These questions are open. That is, they don't have any specific answers. Open-ended question give a person a wide range of choices from which to this point. There are seven types of commonly used open questions. Who, what, where, why, when, and how. Some classic examples of open-ended questions are, what's going on in your business these days? How have things changed? What are your plans for this weekend? What kind of a bike or you're looking out for? Closed questions. If open-ended sales questions out a way to get to know your customers in a general sense. Then we closed-ended questions for sales. You'll get right to the point. Asking closed-ended questions will give you clear answers. Do they want to purchase your product? Are the shopping around with your competitors for the same service? The answers are simple and direct. The simplest of terms, closed-ended questions for seats provide reps with clear-cut facts. Primarily speaking, the questions begin with the phrase such as, are there any odd will you be? By starting your question with works, you are positioning your customer to provide you with direct answers. Unlike in queries that are open-ended, epsilon need to read between the lines for closed-ended questions for seeds. Some examples are, do you like this feature data product provides you satisfied with your last vendor, you with me so far. Does this make sense to you? Multiple choice questions? What is the purpose of multiple-choice questions? Do offer a choice of answers based around a central theme. For example, what is your biggest pinpoint? Low-productivity, competitive pricing, media presses on marketing channels, multiple choice questions. I'm opening up in nature to allow the customer a chance to relay information. But by providing a choice of answers, the answers will be specific in nature. These questions are also referred to as multipart questions. Leading questions. Leading questions are questions that help you steer the conversation to the information that helps you determine if your product is right for your client on not a leading question is the question which certainly prompts that responded to answer in a particular way. For example, do you have any problems with your boss? Not this question actually problems the posts into question their employment relationship in a subtle way. It raises the prospect that dead are problems. Tell me about your relationship with your boss. Not this question does not seek any judgment and that is less implication that there might be something wrong with the relationship. Closing questions at all for leading in nature as they're trying to provoke a specific result from the customer. But let me warn you that this is a double-edged sword as it can when usaid automate, durably annoy your customers, making him feel that you are probably trying to manipulate or control his decision. So our word asking leading questions with obvious answers. If everyone already knows the answers, then what's the point in asking that question? Sell us celebrate when they get the expected answers to questions like, what do you like to save money on your insurance premium? But, uh, yes, it responds to that simplistic question is not even a green light to the sales pitch. It is just a throwaway answer to a question. The job of a seller is not to manipulate food, lead bush, or schedule a buyer into buying. The job of a seller is to sell. The most effective way of selling is by meeting the customer's needs. Rhetorical questions. A rhetorical question is a yes-no question to which the answer is B, so obvious that no reply is necessarily. Examples include, wouldn't it be fun to have this couch in your living room by tonight? And do you want to miss this wonderful opportunity? Why would you ask a question and not expect an answer? The two go hand in hand. But sometimes these questions are asked to punch up a point. If the answer is glaringly obvious, then it will make it stand out. Sometimes it is also used to persuade someone. Other times it's used just what a literary effect. And one last tip that I would like to share with you is questioning and sales is very essential to get you closer to closing that deal. But I want you before shutting your customers in questions, always remember to give them an opportunity to talk. The more they talk, the more signals you will pick up by listening. Helping you to distinguish yes, specific needs. 8. 7 Build a Long Term Relationship: Section five, building a long-term relationship. Now, any business owner knows, while winning customers might be a short game. Uninjured, long-term loyalty is the key to a thriving enterprise. The sales and marketing efforts you make to an new customers cost anywhere between five to 25 times more than retaining does. If you are able to keep the clients you initially gain and make them keep coming back to you. That helps you to reduce the amount of money you spent on acquisition in time. The key is customer experience. As technology gets increasingly sophisticated, companies actually need to work harder and find unique ways to leverage tools, gadgets, and strategies to meet customers needs. Companies that failed to do so lose customers and business, and the one that succeeds, create loyal customers with long-term relationships. Tank your customers. Sending the perfect Thank you doesn't need to be complicated. In fact, most customers don't have very high. But when it comes to appreciation, study found that 60% of the consumers said appreciation should be conveyed by saying thanks directly to the individual. While 44% aggregate data, Thank You, should be personalized. If you're out in a need of a little inspiration. Yet are some of the ways of thinking your customers send handwritten notes, offer some add-on goodies, offer three samples of your new products, offer post-purchase discounts. You can even wish them on the special locations, such as birthdays and anniversaries and offer a discount for those special occasions as well. Keep needs in mind for future. When I was in college, I had a favorite restaurant that I always go out with my friends. Why do you think I went there every week? The staff, our Debt remembered me by my own name In my favorite drink. What I was up to that week, it wasn't forced. The genuinely cared about building connections with their customers. Similarly, you can personalize experiences, but he calling details about your customers. But example, if dimension their family, ask about them during their next visit. Building a relationship based on what your customer shared, encourage them to stick around with you. Most importantly, remember if there were any specific needs that you were not able to get there during your last interaction, but you can offer it now, keeping a node with customer details for the same is a good way to remember these needs and get in touch with them, proactively. Go DC Connect. Maintaining an active role in the lives of your customers is easier than ever, thanks to the Internet. Your relationship with customer might start when they click on your website, call your office, or walk through your front door. But the end of that relationship is less obvious. Keep the door open for repeat business by staying in touch with your customers. Depending on your business model. This might mean signing them up for your newsletters, targeting them in the post on social media, or booking a follow-up appointment. The main goal of this strategy isn't to constantly push sales and products in your customers faces. Instead, you want to work on your relationship in which specific customers build a network. Keep your accompany at the top of your customer's mind. So they'll think of you first when it's time to reorder by creating an omnichannel customer service experience. It's never a good idea to shove your brand in the faces of your customer. At best, they grew tired and ignore you. At worst, you'll allow them to never coming back to you again. Thankfully, social media has made it easy to meet your customers where they are. Your instinct might be to update only when there is a news to share. Instead, create engaging, meaningful posts that reflects your brand persona and share it few times a week. Take an honest feedback in with your customers about their experiences to show your commitment to your customer service. Once it is for the latest Box Office releases and knew the start and openings. Reviews can now be found for just about everything for an organization. Good one can bolster your reputation, but a bad review can do serious damage to your brain. If you're hoping to bring customers back-end again, get in front of their review and ask for feedback while you still have chance to gain their attention. Even if customers don't take you up on the opportunity to give feedback, you're still receiving the message that you are willing to listen. And change based on the European Union. All good relationships require two-way communication of needs, desire, and challenges. By staying open to feedback, you'll nurture customer relationships and keep them coming back from war. Provide excellent after-sales service. Now naturally, customer service is an important aspect of your business. Ability to connect with customers beyond the point of purchase demonstrates a complete dedication to their needs and goals. A common mistake is focusing on new customers over existing ones. The mindset is that getting customers are already loyal to your brand and don't need to be wowed by excellent service. Instead, first-time customers needed easy to purchase. Again, you have to provide above and beyond customer service. Never treat your existing customers lesser than your new ones. It's this attribute that causes customer churn. You should be presenting your best customer service to every customer, regardless of it being the first on a 100 purchase. Last but not the least, give you a customer a reason to be loyal. Many people believe that Apple has some of the most loyal fans out there. Customers go to great lengths to prove just how much they loved the company with bumper stickers, tattoos, and positive arguments in favor of all the products. It actually shows that if you offer the service or the product that your customers think is the best in the world. They'll be completely devoted with a passion that can be stopped. Now whether you're trying to convince a new person to join your organization or describing a new product to a client over the catch-up call. Knowing how to sell is a great ability to have. And it's one that's sure to be respected strongly within your company and your organization. It not only built immense confidence in you, but will also teach you the skill that will serve you well for the rest of your career and personal life. If you had a would be entrepreneur, then set this idea of Business Plan and work and see it for a year or two. If you're a struggling entrepreneur, take a part-time sales job. Part of the reason you're struggling is because of your poor social skills. Successful business owners spend the majority of their time selling. One should surely learn the art of selling. I hope the course was a great value-add for you and I wish you all the best for your future and career. Keep learning. Take very good care of yourself. And conversely.