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Fast Track Management Consultants

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About - Fast Track Management Consultants

• Fast Track Management Consultants (A division of Fast Track Corporate Solutions Pvt Ltd) is a young, dynamic and fastest growing Management Consulting, HR Recruitments, Outsourcing and Training services providing organization driven by knowledge, integrity and performance and committed to customer delight.

• We are one stop corporate solutions provider company, having headquarter at Pune, India. Our offerings span Management Consulting, Business plan and strategy formulation, HR Recruitments,

Outsourcing and Training services to corporate sector.

• Our services have developed based on over 18 yrs of industrial experience, international best practices and learning's from number of assignments executed by us and are adapted to suit our clients’ businesses. Be it the right Business plan and strategy for your organization, or a productivity and business performance improvements, or effective manpower planning and recruitment services or outsourcing of critical functions, or solutions for your corporate training needs, our services are customized and made suitable…. just for you.

• Our business consulting and outsourcing services help accelerate innovation, increase productivity, reduce

costs and optimize asset utilization in order to achieve consistent sales growth and profitability.

• Our HR Recruitments services will help you to identify and recruit the best talent with the relevant experience at fast speed.

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Fast Track - Santosh Kasture

Santosh Kasture is a highly result oriented and successful corporate professional, Business growth consultant, Management process leader, Entrepreneur, Author, Corporate trainer and Public speaker on Business and Management. As a Management thinker and executor he specialize in the areas of Strategic Vision, Business planning, Leadership, Benchmarking, Performance management and Manufacturing operations techniques.

He is Mechanical Engineer with a Masters in Operations and Management from Pune University. He is also a post-graduate in materials management from IIMM, Bangalore. He has two decades of industry experience working as a top management team member in India and abroad with world’s leading MNC's - in different functions like Corporate strategy and planning, Profitability, Manufacturing operations, Purchase and SCM, Branding and product management, Sales and marketing and International business management.

He is having wide international business experience and frequently travelled more than 30 countries including USA, UK, France, UAE, Oman, South Korea, Singapore, Malaysia, China and others. He is a management consultant and associated with aspiring and growth oriented MSME's and some of the best-known companies in India and abroad.

He believes that the people, process, product and performance (4P) are the key ingredients for the success of any organization. He founded the Fast Track Corporate Solutions Pvt Ltd to help the organizations to explore their true potential, be committed and focused in their approach and work and achieve the desired goals consistently by managing the 4P's effectively.

Active as a corporate trainer and Guest faculty with leading Management institutes in India, he has vast experience in classroom training as well as outdoor training programs. Has taken sessions at all management levels in corporate/institutes on Strategic vision, Business planning and strategy, Profitability thru focus, Goal and Role setting for Growth, Leadership, Lean manufacturing, Supply chain management, Time management, Negotiation skills, Branding and Marketing, Selling skills, Teamwork and Team Building, Communication and Behavioral skills and other areas.

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4

By Santosh Kasture

Effective

Selling

Skills

Presented by - Santosh Kasture 5

Index

• Effective Selling Skills

• Introduction

• What is Sale ?

• Why to Sale ?

• Sales Cycle

• 10 Selling Techniques/Skills

• How to make a powerful sales presentation

• Cold calling

• 8 steps for Effective sales call

• 7 steps to identify qualified leads

• Stop selling start building relationship

• 7 Sales mistakes

• Selling skills Books

Presented by - Santosh Kasture 6

What is Sales ?

• A Sale is the act of selling of products or services in return for money or other

compensation. It is an act of completion of a commercial activity.

• The sale can be Business to business ( B2B ) or Business to consumer ( B2C ). It

can also be a direct sales, door to door sale, sale thru agent or dealers, sale thru

electronic media.

• Selling is offering to exchange something of value for something else.

• Marketing and sales differ greatly, but have the same goal. Marketing improves the

selling environment and plays a very important role in sales.

•

• Show class, have pride, and display character. If you do, winning takes care of

itself - Paul Bryant

Presented by - Santosh Kasture 7

What is Salesmanship

• Salesman is nothing more than an art of pursuing and selling things that you want to

sell, irrespective of the fact whether they want to buy it or not.

• Salesmanship is a personal action or effort on the part of an individual which is

intended to bring about the sale of the goods for sale.

• Salesmanship is the art of selling something to somebody in exchange of

compensation.

•

• Some men have thousands of reasons why they cannot do what they want to, when

all they need is one reason why they can - Willis Whitney

Presented by - Santosh Kasture 8

Why to Sale ?

‘Animals do not buy, sale or negotiate. They use violence or the threat of violence to get what they want, whether it be food, a mate or territory.’

Have you ever seen 2 dogs buying, selling or negotiate over a bone?

‘Trade is the human foundation of human civilisation. It is what makes humans different from animals.’

We are human beings and so need to buy, sale or negotiate for what we want....

Presented by - Santosh Kasture 9

Sales Cycle

• No matter what you are selling, every sale roughly follows the same process or the

same pattern.

• In order to succeed in sales you need to master each one of these Sales cycle

stages mentioned below :

• Know your product

• Identify the lead or your customer

• Set an appointment

• Qualify the prospect / Understand the customer

• Make your presentation

• Address the customer issues / objections

• Close the sale

• Ask for referrals

Presented by - Santosh Kasture 10

10 Selling Techniques / Skills

• Selling techniques are the methods used in profession of sales.

• There are different products or services to sale and so are different ways to sale

them effectively.

• Note that these are the skills or techniques and not talents. Talents are inborn but

the skills can be learned at any point of time.

• The below mentioned are the key selling techniques / skills :-

1. Maintain the self confidence :-

This is the absolutely most important skill a salesperson can cultivate. Why? Because all

the other skills are based on this skill. If you have every other sales skill listed below but

you do not have self confidence, then you'll never have a chance to use those skills.

If you have a self confidence; if you believe in yourself and your product, your prospects

will be inclined to believe as well. Self-confidence will also incline you towards a more

assertive closing approach, which is vital to your selling success.

Presented by - Santosh Kasture 11

10 Selling Techniques / Skills

2. Be Self Motivated :-

Your manager might direct you on improving your sales numbers, but if you are constantly

working to become a better salesperson you can start working on the issue before it

affects your numbers. But the drive to constantly improve yourself has to come from

within. Built a habit of being self motivated.

3. Be a good listener:-

Most salespeople are natural talkers. Taking the time to ask your prospect questions and

really listen to the answers shows respect for them, and gives you a clearer idea of what

they want. So how can you tell if you're not doing enough listening? Start building a habit

of good listening, a vital skill for your sales and success.

4. Set your attitude:-

You need to prepare yourself for the toughest part of the job - rejection. Many times, the

vast majority of your phone calls and appointments will not end in a sale. You must

remember that if a prospect turns you down, they are not rejecting YOU. They're rejecting

your offer because they don't want it at the moment. Don’t get upset and stop trying.

You need to keep trying and not let a bad experience bother you.

Presented by - Santosh Kasture 12

10 Selling Techniques / Skills

5. Understand your targets :-

Each industry tends to set different rules for its salespeople. Every company has a slightly

different approach. Sales goals range from completely unstructured to tightly structured

with specific quotas and requirements. If you don't understand the rules of the game, you

can't expect to succeed. Bring any questions you might have to your sales manager right

away.

6. Identify your resources :-

Many companies provide their sales teams with resources to help them sell effectively...

from marketing materials such as brochures, to promotions and special deals, to lead lists

of all kinds. You need to identify and make best use of the available resources.

7. Building strong relationships:-

Building and maintaining healthy relationships is the key to developing a strong network

and networking will allow you to reach far, far more prospects than you could manage on

your own.

Presented by - Santosh Kasture 13

10 Selling Techniques / Skills

8. Learn from your co-workers:-

As the “new salesman” there's a lot you can learn from your fellow salespeople. Get to

know as many of them as possible… particularly the top performers! Try to spend the time

with your office best performer sales manager, observe his way of handling the clients. If

possible, ask to spend an hour listening to his phone calls or go along with him on the next

round of appointments.

9. Passion and mind influencing :-

Emotion plays a major role in sales. Show passion and convey these emotions to the

customer. If you can make your prospect feel how great it will be to own your product and

how much their life will be improved when they have it, you can sell it to them.

10. Know your product :-

You can't sell effectively if you don't know what you're selling. If your company has a

Engineering or customer service department, ask them all the information about the

company's products and services. Once you feel comfortable with the basic details, make a

list of possible benefits for each. You will be able to sale your products effectively only

when you know them and their features.

Presented by - Santosh Kasture 14

A Successful Sales model

Presented by - Santosh Kasture 15

How to create a powerful sales presentation

• The quality of your sales presentation ( both PPT and delivery ) generally influence

the decision of the customer to buy your product or not. So its very important to create

and deliver the powerful presentation to the qualified customer.

• Below are few tips which will help you to create and deliver a powerful sales

presentation in order to close the sale deals :-

• Believe in yourself, your company and your products

• Make the presentation in company approved format

• Make the presentation relevant to the customer and not generic

• Create the connection between your product and customer

• Get / stick to the point

• Use latest technology / Be innovative ( flash / animated )

• Use showmanship

• Give a physical demonstration to understand your product

Presented by - Santosh Kasture 16

Cold Calling

• How many time we get the call from banks, insurance companies or various service

providers informing about their new product or services recently launched in market ?

• How many time we get the call from a club or family holiday providing company for

membership ?

• Why we get such calls and what is this all about ?

• This is nothing but one of the low cost and very effective selling technique called as

Cold calling.

• Cold calling is the process of approaching prospective customers or clients,

typically via telephone, who were not expecting such an interaction.

• The word "cold" is used because the person receiving the call is not expecting a call

or has not specifically asked to be contacted by a sales person.

• Cold calling is the very effective sales techniques if done properly with the detail

preparation.

If you shoot for the stars and hit the moon, it's OK. But you've got to shoot for

something. A lot of people don't even shoot - Robert Townsend

Presented by - Santosh Kasture 17

Cold Calling Tips

• Focus on the goal

• Research and target your market

• Target your customer

• Prepare an opening statement for you cold call

• Prepare the cold calling script with all the details

• Do prefer to call early in the morning

• Be pleasant and greet the person who pick up the phone

• Get in touch with the decision maker

• Do not argue with client

• Ask for an appointment with specific time / Sell the appointment

• End the call on positive note

• Be persistent when cold calling…Do not give up !!

• Tough times never last, but tough people do - Dr Robert Schuller

Presented by - Santosh Kasture 18

8 Steps for Effective Sales call

• Sales is a numbers game. The more potential clients you reach, the more sales you

will make. The important thing is how you make your sales call more effective and

successful.

• Below are the 8 steps for Effective sales call which will get you more customers

every call:-

1. Get the attention in 15 seconds

2. Create excitement / aspiration for product

3. Be customer friendly

4. Use the customer name or their favorite word

5. Do not allow him to say No, give solution

6. Provide USP or Value

7. Use emotion

8. Close order with smile

Presented by - Santosh Kasture 19

7 Steps to identify qualified leads

• Every person can not be a buyer for your product or service. If you're approaching to

people who truly don't need or can't buy what you have to sell, you're wasting your

time. So its important to qualify your leads before moving ahead for the sales

presentation.

• Below are the 7 steps to identify the qualified leads:-

1. Are they the decision maker ?

2. Do your product aspire them ?

3. Can they afford ( initial and recurring cost ) your product ?

4. What do they have currently ?

5. How do they feel about their existing product ?

6. Are they able to switch ?

7. Is your product really better than their existing one ?

Presented by - Santosh Kasture 20

Stop Selling - Build relationships

• If you wish to achieve the success in sales month after month, you need to be

innovative and creative in your approach.

• You just cannot force your products or services to the customer for achieving your

sales target. You can do it once in while but it cannot give you success in all the

cases.

• Below tips on Stop selling - Build relationship approach will help you realizing more

customers and more sales :-

• Understand your customer

• Start a conversation with greeting the customer

• Understand his aspirations and needs

• Show the customer - good fit for your product

• Do not argue / challenge the customer

• Never defend yourself or what you have to offer

• Do not chase the customer…. Build a relationship

• To handle yourself, use your head; to handle others, use your heart -

Donald Laird

Presented by - Santosh Kasture 21

7 Sales mistake to avoid

• Salesman cannot afford to make any mistake. Any mistake of the sales person

results in direct revenue loss for the organization.

• The 7 sales mistake every salesman must avoid :-

1. Not being prepared / Not on time

2. Not completing pre meet research ( Identification of qualified lead )

3. Allowing a customer to lead the sales process

4. Talking too much / too less

5. Giving client the irrelevant information

6. Neglecting to ask for sale

7. Failing to identify / find potential customers for future

Presented by - Santosh Kasture 22

Selling Skills books

• Stop Telling, Start selling - Linda Richardson

• The Science of sales success - Josh Costell

• Sales Bible - Jeffrey Gitomer

• How to master the art of selling - Tom Hopkins

• Why people don’t buy things - Harry Washburn

• Getting the second appointment - Anthony Parinello

• Cold calling techniques - Stephan Schiffman

• Unlimited selling power - Donald Moine

• Close more sales - Mike Stewart

Presented by - Santosh Kasture 23

Thank You

Your life is a sequence of big and small Opportunities, Options, Choices, Challenges

and decisions. Your success is the result of how best you yourself understand,

analyze, decide and manage them and not allow someone else to take control of

your life.

Think Business Growth….Think Fast Track>>

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Pls drop in a email for all your corporate training needs - santoshk@fasttrackconsultants.com