selling techniques

Selling Techniques

Company Strategy for Selling

Selling Strategy

Mass Awareness Program

One-to-One Sales

Sales Plan Sale

Company Strategy for Selling

Create Awareness

Educate Customer

Give Product Brief

Discuss Benefits

Demonstrate Benefits

Generate Interest Meet customer needs Build Trust and Confidence

Sales Approach in Rural Market

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Mass Awareness Program

Mass Awareness ProgramPLAN THE PROGRAM

PREPARE GIVE DEMOCOLLECT

FEEDBACK AND LEADS

Sales PlanOne-to-One

Sales

One-to-One Sales

ASSESS LEADS

PLANONE-TO-ONE

SALES

GIVE DEMO / SELL

CLOSE THE SALE

One-to-One SalesMass

Awareness Program

Sale Achieved

Planning for Successful Sales

"A battle well prepared is half won"

Planning for Mass Awareness Program

• Plan the number of villages to be targeted on a monthly, weekly and daily basis. USE THE SALES PLAN

• From the Sales Plan, find out the size of the village and approximate number of households

• Find out the key places where the demo could be conducted, such as market place, village center, near temple etc

• Based on the above information, calculate the number of Mass Awareness Programs that can be conducted in the village

Planning for Mass Awareness Program

The Calculations are as follows:

• Maximum Duration of Awareness Program: 1 hour• Maximum Travel time between various parts of the village: 20minutes• Breaks between Awareness Program: 10 minutes• Total Duration of Program = (Program Length + Travel Time+ Break)

= 1 hour, 30 minutes• Maximum Number of Sessions in the evening = 2• Number of Sessions in the morning = 2• Therefore, Maximum Number of Sessions covered during the day = 4

Once the number of Programs are fixed, update the Sales Plan

Communicate the Plan, schedule and venue with your Sales Colleague

Planning for One-to-One Sales

The Calculations for planning the number of households are as follows:

• Maximum duration of One-to-One Interaction per household: 30 minutes• Maximum Travel time within the village: 10-20 minutes• Total duration of sales activity = 40-50 minutes• Lunch Breaks / Tea Breaks during the day = 1 hour • Assuming that sales can be carried out from 9 am to 7 pm with breaks• Minimum Number of households that can covered per person = 9• Maximum Number of households that can be covered by two sales personnel

= 18

Schedule your visits, where you first target high priority Leads, then consequently plan visits for other categories of Leads and follow-ups

Divide the households that would be targeted between the two of you

Update the Sales Plan

Communicate the Plan, schedule and venue with your Sales Colleague

Components of Successful Sales

Working your way to Sales

– 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?

Having the right approach and attitude

Preparation

First impression

• Clothes - Neat and Pressed

• Shoes - Shined

• Jewellery - Understated

• Grooming

• Eye contact

• Posture - Stand Tall

• Smile

Boosts your confidence

Your first impression determines whether you have a chance to make a sale.

Most people make a decision about you in the first 10 seconds.

3 things to know before making a sales call

1. Know your company 1. Know your company 2. Know your product2. Know your product

3. Know your customer3. Know your customer

• Solar-backed lighting solutions

• Facilitating the rural India

• Management top leaders in India

• Understands common problems

people have in rural India

• What state / part of India does they belong?

• General beliefs, value systems, language?

• State of infrastructure, power conditions?

• Primary sources of income; general economic conditions

• How well are villagers connected is it to the nearest town / city?

• How does ZonLight replace

alternate sources of light?

• How cost-effective the solution is?

• What are its features, benefits?

• How easy it is to operate and

maintain?

• Customer Support services

The Sales Call

Introduction Discovery Demonstrate Convince Close

A five-step approach to Selling

The Introduction

• Carry a pleasant look

• Ask for some time or seek permission to talk or enter

• Exchange greetings

• Tell your name, organization

• Clearly state the purpose of your visit


Discovery

• Ask open ended questions about your customer’s needs, problems regarding power conditions etc

• Find out what alternate source of lighting arrangement is used when the power is cut off

• Let the villagers explain. Draw out answers from them rather than forcing answers from them

• Listen carefully. Nod your head. If it is a mass demonstration, then DO NOT focus only on single person


Discovery

• Explain about ZonLight in brief – its features, benefits and cost effectiveness

• DO NOT start off with pricing

• Create an awareness about the product

YOU ARE SELLING A SOLUTION NOT A PRODUCT


Demonstrate

• Demonstrate how easy it is to operate ZonLight

• Discuss product quality, reliability. You may drop the piece

• Talk about trouble shooting, replacing the batteries and maintenance

• Demonstrate how quick Customer Service responds to the request


Convince

• Show your customer you are listening by addressing each and every issue that was stated by the customer during discovery

• Once again allow the customer to raise questions, doubts

• Get the customer to imagine how much easier his life will be by using our product

• Get your customer feedback on the product


Close (One-to-One sales)

• Once you feel confident you have addressed all the concerns of the customer, Close

• If the customer is still not ready to move forward, then find out the ‘real’ issues that the customer is facing – lack of confidence / no money. Address these issues if you can

• Don’t be afraid to close more than once

• If you have made a sale, THANK your customer

• Leave your VISITING CARD with the customer


You made a sale ! Now what?

When you make a sell to a new customer you have already won that customers’ trust. Why not use this to make more sales?

NewLead

CurrentCustomer

When the sale is over, take amoment to ask the customer a fewquestions for his suggestions

• Ask your customer if there is another person they know who would benefit from the product.

OR• You can simply use the reference of the existing customer

to a new customer

Do you get frustrated when you feel you are not

convincing enough to make a Sale?

Here are some guidelines!

What do customers care about

THEMSELVES!!

Wants, Needs, Desires

What do they Buy

SOLUTIONS

Not Products!

Your Customers

Say, you have made enough background research on the culture, tradition, language etc …

BUT, when you are dealing on a One-to-One basis:

OOPs! The equations are different !

What do you need to know about your customers

• Type of Customer: Who are they – Decision maker, Influencer?

• Needs, Wants: What do you need to solve?

• Value Perception: Their perceived value equation

Value = Benefit/Cost

TYPES OF CUSTOMERS

Who is Buying?

1. Every member within a Family Circle will have an influence on the Buying Decision

2. Every member will influence different aspects of buying

3. The power of influence will vary depending on the degree of ‘closeness’

The Influencers

THEREFORE, YOU ARE NOT

JUST SELLING TO 1 BUYER ONLY…

BUT TO ALL HIS INFLUENCERS

AS WELL

The Influencers

A Decision-Maker can be the one who is paying for

the Product,

BUT…

SOMETIMES…

An Influencer can also be a Decision Maker

The Decision-Maker

The User

A User is the one who is finally going to use the

product

AND…

MAJORITY OF TIMES…

He may have a final say whether to Buy or Not to

Buy!

He could be the influencer, decision-maker or both

The Sales Pitch

Sales Pitch: The Opening

• Eliminate possible distractions

• Lead with a question to involve client

• State the purpose of visit in terms of your customers need

• Get an agreement on the need

• Never push to talk to a busy customer. If the prospective says he does not have time: Ask the prospective for the best time to meet. Get a commitment from him / her

Sales Pitch: The Presentation

• Sell benefits not features

• Make it logical and end the Demo / Talk by filling the need

• Try to consume as little time as possible


• Every Situation boils down to a Personal Situation

• Your talk should reflect confidence and care

• Listen more and talk less

• Never belittle / demean what your customers say or point

out


• Use all senses possible

• Be aware of clues — body language, questions, etc

• Control the flow of conversation

• Observe Customer's nature to adjust your sales pitch:

-- Complaining-- Demanding-- Soft spoken-- Argumentative-- Half-convinced

Sales Pitch: The Negotiation

• Objections are the customers telling you how to sell them

• Restate the objection

• Answer in terms of your product’s benefits and value

• Have a Compassionate Attitude:“Please tell me because I want to help you”

Sales Pitch: The Negotiation

• End body of presentation with trial close

• If you get a “yes”-- stop selling and start writing

• If you get a “no” ask “why not”

• Answer objection, negotiate, and trial close again

• Don’t push unnecessarily if the answer is “No”, in spite of answering the objections; Don’t try to extend the sales call. Move on

Sales Pitch: The Close

Whether the answer is Yes or No don’t let your politeness go!

If you have made a Sale:

• Thank your customer. Ask:“Would you like to start using the product from today itself?”

• Restate operating terms, warranty conditions etc

• Confirm and Assure the customer:“You will stay in the loop”“In case of any problems, you are just a call away”

• Ask for referrals. Leave your VISITING CARD behind

Sales Pitch: The Close

Whether the answer is Yes or No don’t let your politeness go!

If the answer is “No”:

• Thank your customer. Ask:“Is that the only thing that is stopping you from

buying?”

• Restate need and feature/benefit

• Leave a way back in. Always, always ask when you can meet again

• Ask for referrals. Leave your VISITING CARD behind

After Sales: Update Records

• Update your Sales Plan

• Keep Records of customers details

• Keep a note of all the objections raised, feedback, suggestions -- this will help you in preparing for the next sales pitch

• Follow-up consistently

• Keep your promised dates

After Sales: Keep your Customer

• Never take your customers for granted

• Stay in touch

• Stress benefits of your product

• Ask them if they are happy — if not, FIX IT NOW

• Follow-up; follow-up; follow-up

After Sales: Customer Service

• Answer the phone

• No voice menus -- no lengthy holds

• Resolve problems now

• Honor your time frames

• Complaints are your friend — you get to show how good you really are

After Sales: Handling Complaints

• Don’t argue

• Apologize even if you’re not wrong

• Restate problem

• Give time frame to resolution

• If you can’t meet time, call and extend

• Let them know you care and that you are involved

A few facts to ponder about:

• More than 50% of sales people do not achieve their sales targets

• At least 90% of sales opportunities do not close as forecasted

• 70% to 80% of leads generated are never followed up

• Only 29% of salesperson's time is actually spent selling

• Only 38% of sales people capture accurate and comprehensive customer data

• 41.6% of all customers in movie theaters from 11:00 am to 4:00 pm during the week are salesmen who are afraid to CLOSE.

• 80% of all salesmen make 3 calls on a customer and give up. However, 80% of all sales are made after the 4th sales presentation.

Reach for that “pie in the sky” number in 2008

We are the industry leader in solar-backed lighting solutions;

with the best people; product and support.

Use these advantages when dealing with your customers to

reach your goals this year.

ANY QUESTIONS ?

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