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Selling is easy

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					Quality begins on the inside... and
 then works its way out.
            Product Presentation

                                    Leads




                                Car/Automobile
             Consumer Durable                    Educational
Financial                           buyers
                  Leads                            Leads
  Leads                              Leads                     Other
                                                               Leads
             Financial Leads

                                   Financial Leads




                                      Car Loan/        Life and General
Personal Loan/   Home Loan/LAP/
                                  Commercial Vehicle    Insurance leads   Demat account/
 Credit Cards    Mortgage Leads
                                     Loan Leads              Leads          Traders/
    Leads
                                                                           Mutual funds
                                                                              Leads
Consumer Durable Leads

                  Consumer Durable
                       leads




                  AC/TV/other product
Laptop/Computer                         Mobile Buyers
                        buyers
     Leads                                 Leads
                        Leads
Leads

 What is leads: A sales lead is the
  identity of a person or entity
  potentially interested in purchasing a
  product or service, and represents the
  first stage of a sales process.
 Inquiry, referral, or other information,
  obtained through advertisements or
  other means, that identifies a
  potential customer (prospect).
            Product, Pricing and Volume
                                      Monthly Volume of
Product                               leads               Minimum Pricing
Home Loans                            6000 plus           Rs 50
Life Insurance                        2000 and above      Rs 100
Personal loan                         3000 +              Rs 50
Loan Against Property                 2000 +              Rs 50
Credit Card                           3000 +              Rs 50
Current a/c Savings a/c (CASA)        5000 +              Rs 50
Demat                                 1000 +              Rs 100
Auto Loan                             1000 +              Rs 100
General Insurance : Health, Travel,
Auto                                  500 +               Rs 150
Laptop and Computer buy lead          3000 +              Rs 100
Education                             2000 +              Rs 100
Auto/Car Buy leads                    2000 +              Rs 150
Clients
Product   Corporate   Leads Served      Type of Sale (Direct or
Category  Clients     (Monthly)            Indirect client)       City
Home Loan ICICI                  6000           Direct            PAN India
          Deutsche
          bank                   1000           Direct            Bangalore
          Artha Money            8000          Indirect           PAN India
Personal
Loan      Axis Bank              2000           Direct            Bangalore
                                                                  Mumbai , Delhi , Chennai
            Tangent             2000            Direct            And Bangalore
            Barcalays
            Bangalore           1000            Direct            Bangalore
            Barcalays
            Mumbai              1000            Direct            Mumbai
            PFS (HDFC)          1000            Direct            Bangalore
            Artha Money         2000           Indirect           PAN India
Life                                                              Delhi,Mumbai,Chennai,
Insurance   ICICI Prulife       1000            Direct            Bangalore
            TATA AIG            3000            Direct            PAN India
            Fincon DSA           500            Direct            Delhi/NCR
            LIC DSA              500            Direct            Delhi/NCR
Demat       Sharekhan           3000           Indirect           PAN India
            Sharekhan            500            Direct            Bangalore
            Money Guide          500            Direct            Bangalore
            Way to Wealth       1000            Direct            Bangalore
            Shreya
Credit Card Marketing           1000            Direct            Bangalore
                           Corporate          Leads Served Type of Sale (Direct or Indirect
Product Category           Clients            (Monthly)    client)                            City

General Insurance          Get me Insure               1000 Direct                            Metros
                           My Insurance
                           Club                        1000 Direct                            Metros

                           TATA Aig                    1500 Indirect                          PAN India

Computer and Laptops leads Dell                        1000 Indeirect                         PAN India

                           HP                          1000 Indeirect                         PAN India

Education                  Mingle Box                  3000 Direct                            PAN India

                           NIIT                        3000 Indirect                          PAN India

Auto Buyer Lead            Honda                       2000 Indirect                          PAN India

                           TATA Motors                 3000 Indirect                          PAN India

                           Mahindra Scorpio            2000 Indirect                          PAN India
Selling is easy
Selling is a simple action that was being done
long before sales trainers and writers got
involved. When our cave dwelling ancestors
collected too much of one type of food they
traded it with others. Trading is selling. If you
have something, a product, service, or too
much fresh mammoth to fit in your cave,
you can trade or sell it.
THE SALES PROCESS

   There no magic formula to make sales.
    However it is widely believed that if
    salesperson follows certain steps , the
    chances of success are greatly improved.
    The steps may not occur in the same order
    that is shown.
SELLING IS…
Taking an idea, planting that Idea in your
customer’s mind and making them feel that they
thought of it.

SALESMANSHIP
Is the Art of Persuasion; it is the ability to start with
the other person’s point of view and lead them to
your own.

A SALESMAN SHOULD BE…
HONEST, WITH INTEGRITY AND PROUD
OF HIS PROFESSION…
FUNDAMENTALS OF SELLING

   PEOPLE BUY ONLY FROM PEOPLE THEY LIKE!

   THE CUSTOMER’S BUYING DECISION IS
    SHAPED BY THE DIFFICULTIES AND
    DISSATISFACTION EXPERIENCED WITH THE
    PAST PRODUCTS OR PURCHASES.

   CUSTOMERS DON’T LIKE TO BE SWEET
    TALKED INTO A DEAL

   CUSTOMERS MAY FEEL UNSURE ABOUT THEIR
    PURCHASE DECISION
Components of a Successful
Sales Strategy
   Are you determined to be a winner?


       Have you asked yourself, ―what do I want
        from my life and work?‖

       Do you have, ―if I think I can, then I can‖
        approach?
Planning for Success

    ―A battle well prepared is half won‖

   A thorough product knowledge

   Knowing your enemy very well

   Pre-decided number of sales calls everyday
   Pushpraj.dwivedi@suksh.com
Working Your Way To Sales

   Having the right mind-set/right attitude
   Your appearance/Dress up for success means your
    confidence
         • Well shaved face—must have a fresh look
         • Shirt and Trousers—must be well ironed
         • Shoes—must be well shined
         • Waist Belt and Shoes—must have the same color
         • Wear fragrance/No foul odor
STEPS OF Sales Process
      PROSPECTING & QUALIFYING


           PREAPPROACH


             APPROACH


    PRESENTATION & DEMONSTRATION

       OVERCOMING OBJECTIONS

    TRIAL CLOSE/CLOSING THE SALE


       FOLLOWING UP & SERVICE
What we will cover In This Session

 Getting the Prospect
 Getting Appointment with Prospect

 Sales Meet

 Closing the Sales

 Service ( Delivery and After Delivery)
How to begin Sales

    Get the Prospects Through:
1.   Data Bank
2.   Referral
3.   Internet
4.   Directories
5.   Other Sources
How to begin Sales

Getting Appointments
 Use the telephone:
Myths: I have been rejected too many times
 and it has made me frustrated, angry. I
 should use other method of approaching
 the person.
  The 1st thing which you have to say to the prospect is
   something that breaks preoccupation, grabs attention, and
   point to the result and benefits of the products.
 For Example If I will make a call to a Sales Manager of an
   Insurance Company
I should say : Sir This is Dwivedi from 100nests.com am I
   speaking to Mr. John. Hi Mr. John, How would you like to
   see a method that will increase your sales by 20 to 30%
   within 6 months of duration.
The very 1 response you will get he will say what is it.
The answer to this question is going to close the sales.
Sell the appropriate solution
   Sell appointments not the products
    Biggest Mistake: We start selling the products.
   So your answer: all right sir that’s what exactly I want to show you
    something, All I want is your 10 minutes of time. I will show you
    what I have got and you can judge yourself is it that you want.
   Prospect’s Response: How much is the cost.
   Your Response: Mr. Prospect this is not exactly what you are
    looking for there is no cost about. You just see it and then you
    decide how much you want to pay me for this service……
   Prospect’s Response: Ok tell me something abt your service.
   Your Response: Mr. Prospect that’s why I need just 10 minutes of
    your time. Just 10 minutes I will show you what I have got, and you
    can judge for yourself, is it what you looking for.
   Key benefits of above sentence: you gave time limit, you need to
    show something, which is not possible on phone.
   Good Prospects are busy and not easy to get/ Bad prospect are free and easy
    to get.
   Prospect: Can you just describe it in brief.
   You: Yes I would love too but there is something I need to show you.
   Prospect: why don’t you mark me a mail.
   You: You know how bad mails are. Cant I drop the same thing personally
    to your doorsteps.
   Prospect: ok
   You : Mr. Prospect would you be there.
   Prospect: No
   You: what about today afternoon or tomorrow before 1 PM.
   Prospect: Yes
   You: Well sir I will be there in the office. ( You got the appointment)
Some of the Common Feed
Back….
   I’m not interested!
   I’m Busy right now!
   Call me back!
   I need to consult my family (wife/husband/father/mother…)
   I would call you and let you know if I need it.
   I already have something similar to what you’re selling.
   I don’t think I can afford it/the price is too high…
   I don’t trust you I don’t want to give you my bank details?
   I don’t think I need this….
   I’m not convinced…
   I think I’m interested but can you explain a little more in detail…
   Sure I’m interested talk to me…
   But company x offered me a better deal than yours……
   Are you trying to sell me something…..
   Why do guys keep calling me….
   I like the deal but I want something in black and white to read first……
   What do I need to do to get your product?


                         •   Details of handling all of above feedback refer feedback sales.ppt
Sales Meet:
Get the basics right then add more
basic sales meet process is:
 Introduce yourself, your product, and business

 Ask some questions to discover the buyer’s needs

 Present your offer

 Close the sales by asking if they want to accept
  your offer
 Deal with any sales objections
Opening the Call Properly

   Salesperson must carry a pleasant look
   Seek permission to enter
   Exchange greetings
   Tell your name, organization, and purpose
    of visit
   Explain your product/service
Your Timing...

     ―Right timing can mean the difference between success and

                               failure‖

   Never push to talk to a busy customer

   Ask the prospective for the best time to meet

   Give the people gift of THEIR time—try to consume as little

    time as possible
The Sales Introduction

  The 2 most important parts of a sales
  introduction are:
 How you introduce yourself and your
  business
 The reason you are in front of that
  prospect
Introducing yourself and your
business
   When choosing how you introduce you, and
    your business, use information that helps the
    buyer to quickly learn some reference points.
    Select a key point about you or your business that
    may be a general benefit to the buyer.

   So select 2 pieces of information, about you, and
    your business, that will tell the buyer who you are
    and what you do. Practice this first line of your
    introduction until it sounds right
For Example

  Hello Mr. Prospect I am Pushpraj
  Dwivedi from STPL (Shake your Hands).
  Sir this is my Visiting Card( Give it with
  Using your both hands). We are basically
  into leads generation and web design
  business since last two – three years.
 ( if you feel guy is keen to know more
  about the organization tell him)
The reason you are there

 Why are you there, in front of your
 prospect? The simple answer is, you are
 trying to sell them something. While that
 may be true it’s not much of an incentive
 for the prospect to give you their time. So
 your reason for meeting with the buyer has
 to be a benefit, or possible benefit, to them
So Now you have to continue
with introduction saying
 The reason I asked to meet with you is we
  are generating almost 5000 home loan
  leads on Monthly basis. I am sure these
  leads will help you to grow your business at
  least by 20%.
 Note: give all benefits numerically, no
  body wants to entertain qualitative benefits.
  Do not describe your product, tell only
  benefits.
         You’ve introduced yourself, now you want
         information from the buyer
         so you know what and how much to sell to
         them

    So what do you need to know?

   You will need information about their
    1. needs, 2. wants, and 3. desires.
   The end result they would like from your product, the
    benefits to them.
   What they have now, and how they feel about what it does
    for them. When they would be considering buying.
   How they make a buying a decision. Who else will be
    involved.
                   PROBE

Background
The objective is to get information about the customer’s current situation. In
asking background probes, the salesman should keep his strengths in mind.
Identify
Ask questions that will reveal areas of Dissatisfaction, Problems or Discontent
with the current product.
Developing
Continue asking questions about the problem, dissatisfaction or discontent
previously identified. Get Curious.
Impact
Finishes the probing sequence; allows the customer to realize the larger
consequence of his difficulties, problems or dissatisfaction.
Example:
    Product: Leads
   ―So you kind of lead generation method are you using now ?‖ (background)

   ―How many partners are you in the Business?‖ (background)

   ―you take the decision in advertisement/promotional activity for business ?‖
    (background)

   ―What Other business you are into?‖ (background)

   ―How is the business going now?‖ (Identifying)

   ―What are your major difficulties?‖ (Identifying)

   ―So, what happens if you use the general database to get a prospect, what is
    biz closing cycle?‖ (developing)

   How about using readymade prospect ?‖ (developing)
Why One Should Buy

   Prospect needs
    1. Facts & proof,
    2. Visual Elements
    3. Risk Free Business
    4. Credential
    5. Evidence
    6. Positioning
    7. Social Acceptance
Facts and Proofs

 Who you are ( A Solution Provider to
  Him)
Proof: any other Similar person have used
  the same.
 What you do ( Give Solution)
Supporting Documents( Product catalogue,
  Price List, Company Catalogue)
 Why you are ( To solve his problem)
Closing the deal

   WHAT ARE WE TALKING ABOUT
   TIME, GENTLEMEN PLEASE
   No one has ever died from asking for the order
   If you don’t close your working for the
    competition
   It isn’t difficult to do - once you develop YOUR
    approach.
   Think timing, don’t rush - plan
CLOSING ISN’T JUST AN
ORDER
   FIRM COMMITMENT
   Signed order
   Verbal agreement
   Getting a next meeting

2. POSITIVE AGREEMENT

   If the reference visit is OK we go to next stage
   Next time a need arises you’ll call me
CLOSING ISN’T JUST AN
ORDER
   TO HIT ONE OF YOUR
    OBJECTIVES LOOK FOR THE
  RIGHT TIME
 Closing before the prospect is ready will
  lose the opportunity.
 Leaving it too late will create the wrong
  impression
SO WHEN TO CLOSE
   BUYING SIGNALS – two types
   Physical – picking up the brochure
   Verbal - ―What is your lead time?‖
   – THERE’S NO MAGIC MOMENT
   Listen to your prospect.
   Have they understood your proposal
   Have you asked….?
   – WATCH FOR ―YES‖RESPONSES
   If there are no objections being raised consider a
    close
TECHNIQUES TO APPLY

 Now is the time to make your first move.
 Adopt one or more of the following
  techniques to develop your own style of
  close.
BE PREPARED TO ASK FOR A
DECISION
 Asking for an order is often overlooked
  and is the easiest form of close there is.
 Don’t be embarrassed – it’s why your
  there!
 It’s expected. Put yourself in the buyers
  shoes – they won’t volunteer an order.
CLOSING TECHNIQUES
1. ASSUMPTIVE

– Maintain the momentum of positive responses
-  Not ―do you want to go ahead‖ but ―How soon would you
   like delivery?‖

2. ALTERNATIVE

– Offer a choice
 Would you like that with or without a laptop case?
 Do you want the training here or at BCS?
CLOSING TECHNIQUES

1. SUMMARY
– Run through the main points covered focusing on
   the benefits/positive areas to the prospect and
   emphasize where BCS/product score over the
   competition
2. VERBAL PROOF CLOSE
 – Refer to an existing customer who has gone
   down this route. Discuss their benefits.
 This builds confidence and takes the prospect to
   the point of decision.
CLOSING TECHNIQUES
  1. CONCESSION CLOSE
– Apply an incentive to encourage a decision.
 Incentives should always be kept to the end
   otherwise they are seen to be available to
   everyone and the prospect will want more.
2. CAUTION CLOSE
– Refer the prospect to a detriment from not
   ordering
e.g. competition gaining an advantage
• Prices may increase by XXX
CLOSING TECHNIQUES

 1. ISOLATION CLOSE
– If a prospect raises a last minute objection
  isolate it and make sure that if you solve
  the problem there is no barrier to going
  ahead.
WHICH ONE TO USE…….

 Look at the person in front of you
 – Are they the key decision maker?

 Close when you think they are convinced

 – Look for yes answers and buying signals

 Practice makes perfect

 – Play out different closing techniques so
  that you have more than one approach
REMEMBER………

 No one has ever died from asking for the
  order
 If you don’t close your working for the
  competition
 It isn’t difficult to do - once you develop
  YOUR approach.
 Think timing, don’t rush - plan
REMEMBER………

   ONCE YOU HAVE CLOSED THE
    PROSPECT……



SHUT UP
CLOSING QUIZ

 The close should be no more than a final
  ―nudge‖ to gain a decision
 Closing is something you do through the
  whole selling process
 Only close when you want a decision to
  buy
 A good sale closes itself
CLOSING QUIZ
   Confirm the benefits
    ―Don’t you agree that…?‖

   Ask for a Commitment
    Alternative - ―Would you like the… or the…?‖
    Direct - ―So, shall we now prepare the order form?

    Discuss Logistics
     (Delivery, Installation, follow –up )

   Reassure the Customer
    You made the right decision…‖
SOME USEFUL (LESS)
STATS
 44% of sales people quit after the     1st NO
 22%                                    2nd NO
 16%                                    3rd NO
 10%                                    4th NO
LEAVING
 8% STILL SELLING. Are you one of the 8%??

 A NO is just an objection to saying YES and an
  objection indicates interest
Getting Referrals

   Ask for friends who might be interested
   Specifically ask if the customer’s reference could be given or
    not
   Be honest and never give a reference once told not to do it
   Ask for major buyers
   Ask for major suppliers
   Ask for related industry/profession’s well-to-do people
Handling Difficult Customers

   Listening more is the key
   Talking less is the key
   Don’t communicate anything that you are not
    sure of
   When in doubt in front of them seek time or
    simply say than to give wrong information
   Showing patience normally gets you good results
After Delivery of Product
   Post Evaluation
    “How are things doing?”

   Commit to Serve
   “If there is anything you wish…?”

   Express Appreciation
    “Thank you for trusting our product, we’ll
    be more than
     glad to serve you again next time?”
HANDLING OBJECTIONS
   A. Get the Real Objection
    “Could you tell me more…”

   B. Acknowledge
    Restate your understanding of the customer’s objection

   C. Explain
    Determine the type of Objection
    Misunderstanding – Clarify
    Drawback – Refocus (Counterbalancing Goals and Benefits)
    Don’t answer the wrong objection
    Avoid sounding confrontational
    Buy yourself time to think
    Respond promptly and concisely
    Don’t be sorryD.
   Confirm
   “Have I answered your question?”



   Most Common Objections:
   Leads are always bogus.
   “You cost too much”
   “I didn’t have a good experience with your services”
   “I don’t trust online products ”
   All lead providers are cheater, they promise everything and deliver nothing.
Benefits to you

 Fixed benefits: Salary, annual bonus,
  other scheme available.
 Fixed salary is always a pocket money
  on which you should not depend for
  monthly expenses
 Variables: Incentives. This is the real
  money for a sales professional. Suksh
  offers huge potential to earn the
  incentive to its sales professional,
Incentive structure

   If your salary is X   Target   Incentive
    till 3X you are not
    entitle for any
    incentive. So by      =3x      0
    default 3x of your
    salary is your        >3x      4%
    survival target.

                          >9x      5%
Other reporting plans and
disciplinary performance
 If you are not discipline you can
  achieve your goal. We follow strict
  disciplinary path to make sure you are
  heading towards success. Follow our
  guideline we will shape your career.
 Need to be explained by TM.(DAR,
  other reporting requirement, daily no.
  of minimum meetings, etc.)
Thank you very much

				
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