Sales Soft Skills Training

Balasubramanian Jayaraman

Agenda

• Cardinal Rule/Thumb Rule• Steps for a Sales Pitch• Examples for a pitch• Action Required

Cardinal Rule

Sales Pitch – Simple Pitch to the right audience

4 calls before the average Sale Stay in touch and you will discover new needs Always end the call with an AR

4

Sales Pitch

Step 8Follow up

Step 1 Get

Attention

Step 2Identify the

Problem

Step 3Build

Interest & ExcitementStep 4

Give a Testimony

Step 5Validate

their Objections

Step 6Create Desire

Step 7Move them

to Action

Step 1 - Get Their Attention

80% Success for a Sales Pitch ExampleFinancial Institution: We work with Citigroup and many other banks and since your Organization is in the same vertical thought let me connect with you

Step 2 - Identify the Problem

Clearly - ListenExampleTalk about their website or pain point in-depth and have them acknowledge that. Once you have identified their problem you need to listen more than talk over here.

Step 3 - Build Interest and Excitement

Solution to their problemExampleGive a statement: “We might have the right solution for that.”

Step 4 - Give a Testimony

Let them see what others have to sayExampleIn fact Citigroup had a similar issue and we resolved it in 3 months and “Throw in a few statistics here” related to their vertical.

Step 5 – Validate their Objections

Make them feel good throughout the PitchExampleMake them Trust youGive a small background about the Company & the Experience/Exposure

Step 6 – Create Desire

ExampleHelp the Prospect to reach a decisionTalk to them about the WebEx & Subject Matter Expert

Step 7 – Move them to Action

Biggest Reason to lose sales Be Proactive and ask for the order Throw in an incentive if required

Example:All you need to do is give me a date and time and I’ll setup a WebEx for you and let us take it from there. Sounds Good? Ok?

Step 8 – Be Sure to follow up

Stay in touchExample:

How did the WebEx go? Hope you are satisfied/Happy? Looking forward for your business etc.

Even Email post sales/call is also good

Action Required

Emailbenandale@gmail.com

for any clarifications/Feedback