PRESENTATION SKILLS 1. Listening skills:
a. Allowed buyer to speak b. Allowed objections
c. Nodded head and smiled d. Demonstrated empathy
2. Questioning a. Probed for needs
b. Used questions as suggestions
3. Product features and benefits a. Brought out features b. Used handouts
c. Made favorable feature comparisons with competitors
d. Drew benefits from features
e. Targeted benefits to buyer’s motives f. Used creative illustrations
g. Used services as feature and benefit
HANDLING OBJECTIONS 1. Listened to objections
2. Used features and benefits 3. Drew out fears behind objections
4. Used customer’s needs and related benefits in countering objections
VERBAL EXPRESSION 1. Expressed self clearly
2. Used understandable language 3. Spoke forcefully
4. Used repetition for emphasis of important points
SELLING TIP Don’t Ask – Explain
According to industrial psychologist Jesse S. Niren- berg, listening skills often top the list of important sell- ing tools. One listening tip that can help you increase your closing ratio is: Never ask a question without first explaining why you’re asking. Nirenberg says, “Just asking a question puts the listener on the spot. However, if you let him know why you’re asking, it makes him a partner.” He goes on to explain, “People with sales backgrounds often avoid asking questions because they think the talker controls the conversation. That’s not true – the listener can always tune you out. In fact, you’d be surprised how often you’re talking to yourself during a sales call.” – SELLING POWER EDITORS
SELLING POWER JANUARY 2017 | 11 © 2017 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
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c. Used questions to keep conversation flowing 5 4 3 2 1 d. Used questions to handle objections
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NONVERBAL EXPRESSION 1. Appropriate dress
2. Appropriate facial expressions 3. Appropriate body posture 4. Used gestures for emphasis
CLOSING
1. Adapted to customer’s mood 2. Read signals to close a. Buyer’s posture
b. Buyer’s statements c. Buyer’s objections d. Buyer’s gestures
3. Negotiated closing 4. Planned follow-up
POST-CALL 1. Kept personal records 2. Had follow-up plans 3. Made self-rating of call
TOTAL SCORE:
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_________
RATING: A score between 220 and 255 points means your sales rep is among the top performers. Use the top perform- ers in your sales meetings and share their skills with others. A score between 150 and 219 is an indication that sales training is needed. A score between 100 and 149 tells you the salesperson is in need of intensive training and coaching. Scores below 100 points indicate the sales rep should stop calling on new prospects until professional selling skills are developed.
THE SALES QUESTION BOOK
SALES COACHING INSIGHT FOR HIGH-IMPACT SALES MANAGERS, NORMAN BEHAR
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