The Truth About Building A Profitable Sales ForcePresenter: Ashutosh Pandey

Content

• Finding Winners• Training Winners• Prospecting Tips• Rapport Building Tips• Motivation Tips• Smart Questioning• Dealing With Objections• Closing Sales

Finding Winners

• Four Insider Secrets To Sales Success– Can this person sell?

• Selling skill

– How will this person sell?• Behavioral strengths

– Will this person sell?• Attitudinal Structure

– Why would this person choose to sell?• Personal interests & values

Characteristic of Sales Person

Selection and retention of SP

• Attract the best• Select them carefully• Train them correctly• Create a positive, customer-focused and highly charge

environment and….• Get out of their way and let them sell!

Customer IMPACT principal

• #1 We pay attention to people we believe have something important to tell us.

Claim

Convince

Customer IMPACT….Cont.

• #2 People buy for their own reasons; not for yours or mine

Customer IMPACT….Cont.

• #3 People do not want to be sold; they want to buy

Yes! I bought it from…..?

Customer IMPACT….Cont.

• #4 Buying is basically an emotional response.

• 1st,it suggest that people buy benefits for themselves, not feature, products, services etc.

• 2nd,A strong empathy for the customer is absolutely vital for success in selling.

• 3rd, You must be sort of salespersons with whom people enjoy doing business.

Person vs. Personality

Will they sell?

• Intelligence and PersonalityTypes of personality

Socializers- Aka “Speakers”

Relater- Aka “Listeners”

Analytics- Aka “Thinkers”

Directors- Aka “Doers”

• Key attributes of Sales people• Forget about “Born” Salespeople

Training Winners

• Marketing Strategy can be– Focused

• Clearly Defined• Well Known• Accepted

– Diffused• Unclear• Unknown• Not Accepted

Training Winners….Cont.

• Aligning Your marketing strategies

Failure Marginal Success

Conflict/ Low Sales

Long Range Success

Diffused

Diffused

Focused

Focused

Sales Strategy

Marketing Strategy

Leverage

• In the sales world, leverage means using your time, talent, resources or advantages to deliver maximum value to your customers.

• Element of Leverage– Create the lever and the fulcrum– Place your fulcrum in your selected niche market– The object you will raise-is customer value

Leverage…..Cont.

• You are the lever in leverage

• How does your company stack up?

• Spotting the time wasters

• Knowledge- The raw materials of leverage

Listen People Into Buying

• The Greatest Secret In Selling:Show people what they want most, and they will move heaven and earth to get it!

Listen people into buying instead of talking your way out of the sale.

• Measure Your Prospects- Don’t Just Size Them Up

• The fatal Flaw In Selling• Probing Gives You More Power

Principles Based Selling

• Value-based selling is not a technique, it is a principal.

• IMPACT SellingFocus on Relationships

An Efficient Plan Needs Effective People

• The IMPACT salesperson– Strinkingly impressive: Who you are.– Ready for service or action: What you know– Capable of producing maximum sales with

minimum time and effort: what you do.– Take it one step at a time

Prospecting Tips

• 7 Power-Packed Prospecting Pointers1.Treat prospecting as the lifeblood of your sales

career

2.Treat prospecting as your most valuable time management tool

3.Take an organized approach

4.Remain alert for “suspects” who have the potential to become qualified prospectus

5.Stay in constant touch with active prospects

6.Rework your suspect inventory regulatory to try to upgrade suspects to the status of qualified prospectus

7.Continually upgrade your prospecting system and strategies

Rapport Building Tips

• The greatest secret in selling

• How to reduce tension and establish trust– To eliminate tension you must win the inner

game– You have to create trust

Motivational Tips

• Selling During The Lean Times– Focus on your customers and never look

away– Helping others helps you– The faster way to revenue

Smart Questioning

• Probing Tip#1 Prepare the questions you will ask in advance

#2 Open-ended and indirect questions

#3 Ask need-development questions

#4 Ask questions that help you identify dominant needs

#5 Ask question that help you pinpoint the dominant buying motivations.

#6 Avoid asking offensive questions or asking questions in an insensitive way

#7 Start with broad questions, then move steadily toward questions with a narrower focus

#8 Ask questions that are easy to answer

#9 Use questions to guide the interview and keep it positive in tone

#10 Ask then shut up and listen.

The Master Keys of Selling

• Show people what they want most, and they will move heaven and earth

• Mastering the master key– Asking and Listening

• Self centeredness is not in your best interest

The Master Keys of Selling

• Probe Principle#1 The best way to serve your own interest is to put the needs and desires of your customers first!

#2 To deliver value to the prospect, you must see yourself primarily as a value resource for the prospect!

#3 To be a value resource for the prospect, you must fist discover what the prospect perceives as value!

Turn your Demonstrations into Power-Packed

• Apply Pointer#1 Choose the most appropriate product or services

#2 Tailor the presentation to the prospect’s “Need and Wants”

Dealing with Objections

• Justify that you are selling value to customer

• Price Justifier#1 Imagine a value meter

#2 Interpret relative values

#3 Personalize all value

#4 Sell the key benefits

Needed: A New Direction in Sales Training

• Regarding product training

• Using Motivational Speaker to get SP hyped up

• Using complicated sales training system

• The SP’s Greatest Folly

• Most of the things that can go wrong in life happen when your mouth is open

• Forget the So-Called “Quick Buck”

Closing Sales

• Closing Tips For The Value-Based Sales force

-Tie up the sale, never your prospect

-Negotiate the conditions of the sale

-Clear away objections

-Ask for the order

-Reinforce the sale

Closing Technique

Ask for order

#1 Use trail closes throughout the Interview

#2 Ask them to buy now

#3 Assume the sale

#4 Use the either/or close

#5 Deal with fear of making a decision

The Pay-off

Six Tools to Locate Qualified Prospects

• Power-Packed

#1 Who

#2 Where

#3 Why

#4 What

#5 When

Building A Bridge: The Transition to Sales talk

• Setting the stage for action, Not for reaction

1 Get to the point of your visit quickly

2 Avoid being abrupt

3 Make it natural

4 Test your bridge before you invite the client to walk across

Negotiation Tips

• Negotiation strategy#1 Open the negotiations on a positive note

#2 Get all the conditions on the table

#3 Make sure you understand the conditions

#4 Offer to try to work out any problems

Proving Your Claims

• Claim Prover#1 If you can prove it, show your evidence

#2 Reinforce all claims visually

#3 Let prospects experience it themselves

#5 Repeat important claims and proofs again and again

* Bring your own witnesses

Bring Your Own Witnesses

• Witness Pointer– Try to get a written endorsement from every

customer– Carefully select the endorsements you use

with each prospect– Treat endorsements with dignity and respect– Try to involve satisfied customers with

prospects

Thank You…

• Any question……..