Sales and Business Development Training-

Sales and Business Development Training-
Olaoluwa Daramola

Today's meeting was anchored by Miracle Ihuoma and to facilitate the session on selling was an astute sales consultant Olaoluwa Daramola of Generis Solutions.

here is an exerpt of the message

Why are we here?
•Ask yourself why you are here.
•Empowerment.
•Improve Learning.
•Acquire selling skill.
•Opportunity to develop ourselves.
•Curiosity.
•Because we are asked to show up.
•So that I can be a better sales person.

What to expect?

•Interactive sections.
•Fun
•Participatory
•Acquire uncommon skills

What is in it for me?

•Better sales person.
•Handle your responsibility with confidence.
•Experience.
•Strong resume.

Basic call procedure

•Preparation-Objective, tools, supporting materials (plan slip), anticipate barriers.
•Thorough check-Thorough check of present status of company in relation to availability of product.
•Review objective-Review objective based on thorough check.
•Presentation-To decision maker.
•Invoicing and cash collection.
•Supply.
•Record and report.
•Call analysis-Result vs. objective, key learning, input learning for next call.


Communication skills

•Superior sales people are people who continue to hone their face to face communication skills.
2 Key Concept
•Listen and Respond (Understand before being understood)-What is important to your customer and why; meet the key needs.
•Understand the feeling.

•OVT-obtain, verify, and transmit.
Our objective is to
•Understand our customer so that we can identify real needs and concerns.
•Match benefits to specific account needs.
•Identify and handle Objections as they come.
•Build the business-Their and Ours.


Features and Benefits

“We don’t buy products, we buy what the products can do for us”.
Feature tells, Benefit sells.

Benefits

A benefit is a favorable result the buyer enjoys from agreeing to our plan. A benefit appeals to the buyer’s personal motivations by answering the question: “what is in it for me?”
•Example: Appliance account manager to homemaker. ”This new model dryer works twice as fast, so you’ll have two hours more free time a week.” (Benefit)
•Example: Sporting goods account manager to customer. “with this golf ball, you’ll get an extra 10 to 20 yards on your drive (Benefit) because of its new solid core.
•Example: Manager to buyer: “Mr. Hank, you can increase your production by 10% (Benefit) and reduce your product costs by at least 5% (Benefit) if you use our product.”

Features

A feature is the characteristic of product that makes the benefit possible.
Features are important only if they support benefits of interest to the customer.
Examples of product features
•Quality
•Market share
•Packaging
•Costs
•Delivery
•Terms