THE TRUTH ABOUT BUILDING A PROFITABLE SALES FORCE PRESENTED BY: ABHISHEK RAI

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 Personality

Types 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 Selling

Focus 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 Tips7 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……..