Sales

Organizations survive because of Sales

Different Kind of Sales

Highest

Business Partners
Telesales

Agents, High but fixed Companies, brokers,

E-channel

Which channel ?

Depends upon product and sales strategy One to Many Many to One Both if you have grown

SALES MANAGEMENT

THE DYNAMICS OF SELLING PROCESS OF SELLING

2 . P R E A P P R O A C H

3 . A P P R O A C H

4 . P R E S E N T A T IO N

5 . T R IA L C L O S E

6 . D E T E R M IN E O B J E C T IO N S

7 . M E E T O B J E C T IO N S

8 . T R IA L C L O S E

9 . C L O S E

1 0 . F O L L O W

U P

SALES MANAGEMENT

1. PROSPECTING A Prospect is a qualified person or business that has the potential to buy your product or service. Prospecting is identifying potential customer and their demographic knowledge. PROSPECTING METHODS COLD CANVAS Law of averages ENDLESSS CHAIN Referral from old customers DEMONSTRATION/EXIB Trade show, demo at meet. CENTRE OF INFLUENCE Trade Chambers, Organize DIRECT MAILING Mailings to customers TELEPHONE Contacting people on phone OBSERVATIONS Keeping close watch

1. 2. 3. 4. 5. 6. 7.

MODEL PROSPECTING METHOD CUSTOMIZE METHOD ( SUITABLE TO PROD.) CONCENTRATE ON HIGH POTENTIAL CUSTOMERS CALL BACK ON PROSPECTS (NON BUYING ALSO)

SALES MANAGEMENT

PREAPPROACH Pre-approach activity is known as actual sell call planning. BENEFITS OF SALES CALL PLANNING 1. Builds sales confidence. 2. Develops Goodwill. 3. Increases sales. STEPS / ELEMENTS OF SALES CALL PLANNING. 1. Determine sales call objective. 2. Developing customer profile. 3. Decide customer needs / Product benefits (FAB) 4. Decide sales presentation method. (A) OBJECTIVE (C) CUSTOMER PROFILE (E) BUSINESS PROPOSAL (B) PRODUCT (D) FAB

1. 2. 3. 4. 5.

HOW DOES PRESENTATION WORK CATCH Attention DEVELOP Interest CREATE Desire ESTABLISH Conviction SUGGEST Action.

One to Many Approach

Benefits

Loyal customers vs. Price Sensitive Customers

A firm who is successful in developing strong relationship with the customers, secure important and durable advantage, that are hard for competitors to copy and implement

Customer Requirement

A Customer has
Requirement

Expectations
Preference

Expectation

Rewards from the product Rational Sensory Social Ego-satisfaction Visualising these rewards from

Result of Use -experience

5 Principles

Do this and you would be Welcome Anywhere

Principle 1

Get Genuinely interested in your prospect You can make friends in two months by becoming interested in other people, than you can in TWO YEARS, by trying to get them interested in you Because We all like people who admire us.

Principle 2

Action Speaks louder than words and.. A Smile silently says.... I like you, you make me happy & I am glad to see you. General RULE Everybody wants happiness

Principle 3

A Man's name is to him the sweetest and important sound in any language

Principle 4

Everybody wants a listener

Exclusive attention to the person speaking to you is important.

Principle 5

Find out his areas of interests. Get him Warmed up. Talk about things which he knows and interests him. By this he would engage you in the conversation.

SALES MANAGEMENT

1. STRUCTURED OR 2. FORMULA OR MEMORIZED SEMISTRUCTURED 1. Sales talk is prefabricated 2.Sales people mug it up and reproduce 1. Is persuasive selling.

UNSTRUCTURED OR NEED SATISFACTION 1. This is a inter active presentation 2. Probing is used.

2. Same prospect, same situation, same pres. 3. 80-90% sales man 3. Prospect has fair talk, prospect talk opportunity to talk. about 10% per 4. It is useful in door to 4. Prospect and sale door sales telephone man are known sales.

CUSTOMIZED OR PROBLEM SOLUTION 1. It involves in depth study or prospects need. 2. Well planned presentation. 3. Designed to very specific need. 4. Suited for insurance, office equipments, computer. 5. Useful for high cost technical products.

3. Designed to do, Need development, awareness, fulfillment. 4. Suitable for industrial and technical goods, high price prd. 5. Used for simple prd. 5. Suitable for re-buy, 5. Useful in industrial for less time of situations and for products. presentation duration. FMCG products. 6. Useful when you have accurate information.

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SALES MANAGEMENT

Participation

SALES PRESENTATION MIX

Visual Aids
ESSENTIAL STEPS IN PRESENTATION 1. Fully discuss product Features, Advantage, Benefits 2. Present your marketing plan a) How to use it b) How to resell 3. Explain business proposition Whats in it for customer ?
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SALES MANAGEMENT

5. TRIAL CLOSE Trial close is used to check the pulse of your prospect towards SALES PRESENTATION. This technique can be used during sales presentation at following times. 1. 2. 3. 4. After making U S P in presentation After the presentation. After answering an OBJECTION. Immediately Before you move to close.

HENCE SELLING IS

L
Lead them into benefit

L
Let customer talk
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Show Explain Feature Advantage

SALES MANAGEMENT

6. DETERMINE OBJECTIONS
Types of Objection 1. HIDDEN OBJECTIONS Are not openly asked questions or some times they are concealed. 2. STALLING OBJECTIONS Is a question designed to get rid of you. 3. NO NEED OBJECTIONS These objection may include hidden objection / or a stall or both. 4. MONEY OBJECTION It encompasses many forms of economic excuses.

TECHNIQUES OF HANDLING OBJECTIONS

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SALES MANAGEMENT

7. MEETING OBJECTIONS NINE TECHNIQUES OF MEETING OBJECTIONS 1. PASS UP Prospect raise objection to make you Go and STOP and Respond. 2. REPHRASE AS QUESTION. Most objections can be rephrased as questions. Feel - Felt - Found. 3. FORESTALLING OBJECTION Prospect skip ahead of your presentation Politely fore stall the objection. 4. BOOMRANG METHOD. Convert an objection into benefit / reason to buy. 5. ASK QUESTIONS Intelligent questioning can impress a prospect in several ways. Prospect thinks, / realize that sales person knows his business. Use it very carefully. 6. ANTICIPATING QUESTIONS These question you anticipate with experience. Convert it to advantage. 7. COMPENSATION Some times objection is justified. Your compensate it.

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SALES MANAGEMENT

8. CLOSE
1. part
2. 3.

Determine objection and go back to relevant

OR
Customer is ready to buy then ask for order, take order and go about next call. GUIDELINES FOR EFFECTIVE CLOSE.

1. 2. 3. 4.

Never stop at the first go. Learn to recognize buying signals. Before you close, attempt a trial close. Ask for order.

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SALES MANAGEMENT

9. FOLLOW- UP Follow up and services after sales provide an opportunity into repeat sales and account penetration and good will. The ability work and contact people through the account is referred as Account Penetration. FOLLOWING STEPS HELP YOU TO IMPROVE PENETRATION 1. Uncover the needs of customer / account. 2. Contact old and new accounts regularly. 3. Handle your customers complaints promptly. 4. Keep your promises. 5. Provide your account problem - solving ideas and products. 6. Show your appreciation to customer. 7. Provide them service royally.

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