Selling Techniques
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Selling Techniques

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Selling Techniques Selling Techniques Presentation Transcript

  • Selling Techniques
  • Company Strategy for Selling
  • Company Strategy for Selling
  • Mass Awareness Program
  • One-to-One Sales
  • 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 2. Know your product 3. 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
    Introduction Discovery Demonstrate Convince Close
  • 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
    Introduction Discovery Demonstrate Convince Close
  • 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 Introduction Discovery Demonstrate Convince Close
  • 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
    Introduction Discovery Demonstrate Convince Close
  • 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
    Introduction Discovery Demonstrate Convince Close
  • 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
    Introduction Discovery Demonstrate Convince Close
  • 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? New Lead Current Customer When the sale is over, take a moment to ask the customer a few questions 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
  • Who is Buying? TYPES OF CUSTOMERS
  • The Influencers
    • Every member within a Family Circle will have an influence on the Buying Decision
    • Every member will influence different aspects of buying
    • 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 Decision-Maker A Decision-Maker can be the one who is paying for the Product, BUT… SOMETIMES… An Influencer can also be a 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
  • Sales Pitch: The Presentation
    • 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
  • Sales Pitch: The Presentation
    • 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
    • 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
    Whether the answer is Yes or No don’t let your politeness go!
  • Sales Pitch: The Close
    • 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
    Whether the answer is Yes or No don’t let your politeness go!
  • 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 ?