Selling Techniques


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Selling Techniques

  1. 1. Selling Techniques
  2. 2. Company Strategy for Selling
  3. 3. Company Strategy for Selling
  4. 4. Mass Awareness Program
  5. 5. One-to-One Sales
  6. 6. Planning for Successful Sales "A battle well prepared is half won"
  7. 7. Planning for Mass Awareness Program <ul><li>Plan the number of villages to be targeted on a monthly, weekly and daily basis. USE THE SALES PLAN </li></ul><ul><li>From the Sales Plan, find out the size of the village and approximate number of households </li></ul><ul><li>Find out the key places where the demo could be conducted, such as market place, village center, near temple etc </li></ul><ul><li>Based on the above information, calculate the number of Mass Awareness Programs that can be conducted in the village </li></ul>
  8. 8. Planning for Mass Awareness Program <ul><li>The Calculations are as follows: </li></ul><ul><li>Maximum Duration of Awareness Program: 1 hour </li></ul><ul><li>Maximum Travel time between various parts of the village: 20minutes </li></ul><ul><li>Breaks between Awareness Program: 10 minutes </li></ul><ul><li>Total Duration of Program = (Program Length + Travel Time+ Break) </li></ul><ul><ul><li> = 1 hour, 30 minutes </li></ul></ul><ul><li>Maximum Number of Sessions in the evening = 2 </li></ul><ul><li>Number of Sessions in the morning = 2 </li></ul><ul><li>Therefore, Maximum Number of Sessions covered during the day = 4 </li></ul><ul><li>Once the number of Programs are fixed, update the Sales Plan </li></ul><ul><li>Communicate the Plan, schedule and venue with your Sales Colleague </li></ul>
  9. 9. Planning for One-to-One Sales <ul><li>The Calculations for planning the number of households are as follows: </li></ul><ul><li>Maximum duration of One-to-One Interaction per household: 30 minutes </li></ul><ul><li>Maximum Travel time within the village: 10-20 minutes </li></ul><ul><li>Total duration of sales activity = 40-50 minutes </li></ul><ul><li>Lunch Breaks / Tea Breaks during the day = 1 hour </li></ul><ul><li>Assuming that sales can be carried out from 9 am to 7 pm with breaks </li></ul><ul><li>Minimum Number of households that can covered per person = 9 </li></ul><ul><li>Maximum Number of households that can be covered by two sales personnel = 18 </li></ul><ul><li>Schedule your visits, where you first target high priority Leads, then consequently plan visits for other categories of Leads and follow-ups </li></ul><ul><li>Divide the households that would be targeted between the two of you </li></ul><ul><li>Update the Sales Plan </li></ul><ul><li>Communicate the Plan, schedule and venue with your Sales Colleague </li></ul>
  10. 10. Components of Successful Sales <ul><li>Working your way to Sales </li></ul><ul><ul><li>Have you asked yourself, &quot;what do I want from my life and work&quot;? </li></ul></ul><ul><ul><li>Do you have, &quot;If I think I can, then I can&quot; approach? </li></ul></ul>Having the right approach and attitude
  11. 11. Preparation <ul><li>First impression </li></ul><ul><li>Clothes - Neat and Pressed </li></ul><ul><li>Shoes - Shined </li></ul><ul><li>Jewellery - Understated </li></ul><ul><li>Grooming </li></ul><ul><li>Eye contact </li></ul><ul><li>Posture - Stand Tall </li></ul><ul><li>Smile </li></ul>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.
  12. 12. 3 things to know before making a sales call 1. Know your company 2. Know your product 3. Know your customer <ul><li>Solar-backed lighting solutions </li></ul><ul><li>Facilitating the rural India </li></ul><ul><li>Management top leaders in India </li></ul><ul><li>Understands common problems people have in rural India </li></ul><ul><li>What state / part of India does they belong? </li></ul><ul><li>General beliefs, value systems, language? </li></ul><ul><li>State of infrastructure, power conditions? </li></ul><ul><li>Primary sources of income; general economic conditions </li></ul><ul><li>How well are villagers connected is it to the nearest town / city? </li></ul><ul><li>How does ZonLight replace alternate sources of light? </li></ul><ul><li>How cost-effective the solution is? </li></ul><ul><li>What are its features, benefits? </li></ul><ul><li>How easy it is to operate and maintain? </li></ul><ul><li>Customer Support services </li></ul>
  13. 13. The Sales Call Introduction Discovery Demonstrate Convince Close A five-step approach to Selling
  14. 14. The Introduction <ul><li>Carry a pleasant look </li></ul><ul><li>Ask for some time or seek permission to talk or enter </li></ul><ul><li>Exchange greetings </li></ul><ul><li>Tell your name, organization </li></ul><ul><li>Clearly state the purpose of your visit </li></ul>Introduction Discovery Demonstrate Convince Close
  15. 15. Discovery <ul><li>Ask open ended questions about your customer’s needs, problems regarding power conditions etc </li></ul><ul><li>Find out what alternate source of lighting arrangement is used when the power is cut off </li></ul><ul><li>Let the villagers explain. Draw out answers from them rather than forcing answers from them </li></ul><ul><li>Listen carefully. Nod your head. If it is a mass demonstration, then DO NOT focus only on single person </li></ul>Introduction Discovery Demonstrate Convince Close
  16. 16. Discovery <ul><li>Explain about ZonLight in brief – its features, benefits and cost effectiveness </li></ul><ul><li>DO NOT start off with pricing </li></ul><ul><li>Create an awareness about the product </li></ul>YOU ARE SELLING A SOLUTION NOT A PRODUCT Introduction Discovery Demonstrate Convince Close
  17. 17. Demonstrate <ul><li>Demonstrate how easy it is to operate ZonLight </li></ul><ul><li>Discuss product quality, reliability. You may drop the piece </li></ul><ul><li>Talk about trouble shooting, replacing the batteries and maintenance </li></ul><ul><li>Demonstrate how quick Customer Service responds to the request </li></ul>Introduction Discovery Demonstrate Convince Close
  18. 18. Convince <ul><li>Show your customer you are listening by addressing each and every issue that was stated by the customer during discovery </li></ul><ul><li>Once again allow the customer to raise questions, doubts </li></ul><ul><li>Get the customer to imagine how much easier his life will be by using our product </li></ul><ul><li>Get your customer feedback on the product </li></ul>Introduction Discovery Demonstrate Convince Close
  19. 19. Close (One-to-One sales) <ul><li>Once you feel confident you have addressed all the concerns of the customer, Close </li></ul><ul><li>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 </li></ul><ul><li>Don’t be afraid to close more than once </li></ul><ul><li>If you have made a sale, THANK your customer </li></ul><ul><li>Leave your VISITING CARD with the customer </li></ul>Introduction Discovery Demonstrate Convince Close
  20. 20. 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 <ul><li>Ask your customer if there is another person they know who would benefit from the product. </li></ul><ul><li> OR </li></ul><ul><li>You can simply use the reference of the existing customer to a new customer </li></ul>
  21. 21. Do you get frustrated when you feel you are not convincing enough to make a Sale? Here are some guidelines!
  22. 22. What do customers care about <ul><li>THEMSELVES!! </li></ul><ul><li>Wants, Needs, Desires </li></ul>
  23. 23. What do they Buy <ul><li>SOLUTIONS </li></ul><ul><li>Not Products! </li></ul>
  24. 24. Your Customers <ul><li>Say, you have made enough background research on the culture, tradition, language etc … </li></ul>BUT, when you are dealing on a One-to-One basis: OOPs! The equations are different !
  25. 25. What do you need to know about your customers <ul><li>Type of Customer: Who are they – Decision maker, Influencer? </li></ul><ul><li>Needs, Wants: What do you need to solve? </li></ul><ul><li>Value Perception: Their perceived value equation </li></ul><ul><li>Value = Benefit/Cost </li></ul>
  26. 26. Who is Buying? TYPES OF CUSTOMERS
  27. 27. The Influencers <ul><li>Every member within a Family Circle will have an influence on the Buying Decision </li></ul><ul><li>Every member will influence different aspects of buying </li></ul><ul><li>The power of influence will vary depending on the degree of ‘closeness’ </li></ul>
  29. 29. 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
  30. 30. 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
  31. 31. The Sales Pitch
  32. 32. Sales Pitch: The Opening <ul><li>Eliminate possible distractions </li></ul><ul><li>Lead with a question to involve client </li></ul><ul><li>State the purpose of visit in terms of your customers need </li></ul><ul><li>Get an agreement on the need </li></ul><ul><li>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 </li></ul>
  33. 33. Sales Pitch: The Presentation <ul><li>Sell benefits not features </li></ul><ul><li>Make it logical and end the Demo / Talk by filling the need </li></ul><ul><li>Try to consume as little time as possible </li></ul>
  34. 34. Sales Pitch: The Presentation <ul><li>Every Situation boils down to a Personal Situation </li></ul><ul><li>Your talk should reflect confidence and care </li></ul><ul><li>Listen more and talk less </li></ul><ul><li>Never belittle / demean what your customers say or point out </li></ul>
  35. 35. Sales Pitch: The Presentation <ul><li>Use all senses possible </li></ul><ul><li>Be aware of clues — body language, questions, etc </li></ul><ul><li>Control the flow of conversation </li></ul><ul><li>Observe Customer's nature to adjust your sales pitch: -- Complaining -- Demanding -- Soft spoken -- Argumentative -- Half-convinced </li></ul>
  36. 36. Sales Pitch: The Negotiation <ul><li>Objections are the customers telling you how to sell them </li></ul><ul><li>Restate the objection </li></ul><ul><li>Answer in terms of your product’s benefits and value </li></ul><ul><li>Have a Compassionate Attitude: “Please tell me because I want to help you” </li></ul>
  37. 37. Sales Pitch: The Negotiation <ul><li>End body of presentation with trial close </li></ul><ul><li>If you get a “yes”-- stop selling and start writing </li></ul><ul><li>If you get a “no” ask “why not” </li></ul><ul><li>Answer objection, negotiate, and trial close again </li></ul><ul><li>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 </li></ul>
  38. 38. Sales Pitch: The Close <ul><li>If you have made a Sale: </li></ul><ul><li>Thank your customer. Ask: “ Would you like to start using the product from today itself?” </li></ul><ul><li>Restate operating terms, warranty conditions etc </li></ul><ul><li>Confirm and Assure the customer: “You will stay in the loop” “In case of any problems, you are just a call away” </li></ul><ul><li>Ask for referrals. Leave your VISITING CARD behind </li></ul>Whether the answer is Yes or No don’t let your politeness go!
  39. 39. Sales Pitch: The Close <ul><li>If the answer is “No”: </li></ul><ul><li>Thank your customer. Ask: “Is that the only thing that is stopping you from buying?” </li></ul><ul><li>Restate need and feature/benefit </li></ul><ul><li>Leave a way back in . Always, always ask when you can meet again </li></ul><ul><li>Ask for referrals. Leave your VISITING CARD behind </li></ul>Whether the answer is Yes or No don’t let your politeness go!
  40. 40. After Sales: Update Records <ul><li>Update your Sales Plan </li></ul><ul><li>Keep Records of customers details </li></ul><ul><li>Keep a note of all the objections raised, feedback, suggestions -- this will help you in preparing for the next sales pitch </li></ul><ul><li>Follow-up consistently </li></ul><ul><li>Keep your promised dates </li></ul>
  41. 41. After Sales: Keep your Customer <ul><li>Never take your customers for granted </li></ul><ul><li>Stay in touch </li></ul><ul><li>Stress benefits of your product </li></ul><ul><li>Ask them if they are happy — if not, FIX IT NOW </li></ul><ul><li>Follow-up; follow-up; follow-up </li></ul>
  42. 42. After Sales: Customer Service <ul><li>Answer the phone </li></ul><ul><li>No voice menus -- no lengthy holds </li></ul><ul><li>Resolve problems now </li></ul><ul><li>Honor your time frames </li></ul><ul><li>Complaints are your friend — you get to show how good you really are </li></ul>
  43. 43. After Sales: Handling Complaints <ul><li>Don’t argue </li></ul><ul><li>Apologize even if you’re not wrong </li></ul><ul><li>Restate problem </li></ul><ul><li>Give time frame to resolution </li></ul><ul><li>If you can’t meet time, call and extend </li></ul><ul><li>Let them know you care and that you are involved </li></ul>
  44. 44. A few facts to ponder about: <ul><li>More than 50% of sales people do not achieve their sales targets </li></ul><ul><li>At least 90% of sales opportunities do not close as forecasted </li></ul><ul><li>70% to 80% of leads generated are never followed up </li></ul><ul><li>Only 29% of salesperson's time is actually spent selling </li></ul><ul><li>Only 38% of sales people capture accurate and comprehensive customer data </li></ul><ul><li>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. </li></ul><ul><li>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. </li></ul>
  45. 45. 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.
  46. 46. ANY QUESTIONS ?