Sales Call


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Sales Call

  1. 1. Overview Of The Sales Call
  2. 2. Ability To Go Beyond Normal Limits <ul><li>Connect all the nine dots with four straight lines,with out lifting your pen/pencil from the paper. </li></ul><ul><li>* * * </li></ul><ul><li>* * * </li></ul><ul><li>* * * </li></ul>
  3. 3. <ul><li>* * * </li></ul><ul><li>* * * </li></ul><ul><li>* * * </li></ul>
  4. 4. Ability To Go Beyond Normal Limits <ul><li>Lesson </li></ul><ul><li>When one goes Beyond The Limits </li></ul><ul><li>The Impossible becomes Possible </li></ul>
  5. 5. Communication Model <ul><li>Objective / Rational level </li></ul><ul><li>Sender Receiver </li></ul><ul><li>Self-revelation Appeal </li></ul><ul><li> Human Relations/ Emotional level </li></ul>Information Message
  6. 6. Needs, Wants, and Demands <ul><li>Needs </li></ul><ul><ul><li>A state of felt deprivation. </li></ul></ul><ul><li>Wants </li></ul><ul><ul><li>The form taken by human need as shaped by culture and individual personality. </li></ul></ul><ul><li>Demands </li></ul><ul><ul><li>Human demands that are backed by buying power. </li></ul></ul>
  7. 7. Always Remember <ul><li>You do not purchase the product </li></ul><ul><li>But </li></ul><ul><li>You purchase what it provides to you. </li></ul>
  8. 8. Buying Motives <ul><li>An inner force that directs a customer to buy a particular product in order to satisfy a need . When the benefit(s) of a product match with the customer’s motive(s) , he buys the product. </li></ul><ul><li>Motive may be rational or emotional. </li></ul><ul><li>No body does anything with out a motive. </li></ul><ul><li>There are six buying motives. </li></ul>
  9. 9. Buying Motives 6. Gaining Social Approval, Prestige 5. Boosting Self- Satisfaction, Pride Recognition 4. Fear of Pain, Worries, Problems 3. Having Pleasure, Enjoyment, Comfort, Convenience Experience 2. Fear of Loss 1. Making A Gain Possession
  10. 10. <ul><li>A customer can have a cluster of motives. </li></ul><ul><ul><li>But one motive will be decisive. </li></ul></ul><ul><li>To find buying motives. </li></ul><ul><ul><li>Avoid over hasty conclusions. </li></ul></ul><ul><ul><li>Ask questions. </li></ul></ul><ul><li>After identifying buying motives. </li></ul><ul><ul><li>Tell the benefit of your product, which should appeal to all identifying buying motives. </li></ul></ul><ul><li>Let customer buy for HIS REASONS not yours. </li></ul>Buying Motives
  11. 11. Buying Motives – Product Features or Benefits <ul><li>A physical, chemical or technical characteristics which describes what a product is. </li></ul><ul><li>A fact about the product not an assumption/opinion. </li></ul><ul><ul><li>A customer is not interested in the product feature he is interested in the benefit . </li></ul></ul><ul><ul><li>Each feature gives some benefit to customer which motivate him to buy the product. </li></ul></ul>
  12. 12. Buying Motives – Product Features or Benefits <ul><li>The key to successful selling is converting features into benefits. </li></ul><ul><li>First state a “Product Feature” and then use the phrase “which means that it will give such and such benefit to you”. </li></ul><ul><li>Salesmen often fails because they present features only. </li></ul><ul><li>It is the benefit of product which satisfy the customer needs. </li></ul>
  13. 13. Steps of the Sales Call <ul><li>Prospecting. </li></ul><ul><ul><li>F ind or identify the customer. </li></ul></ul><ul><ul><li>Q ualify – as per potential (to meet or not). </li></ul></ul><ul><ul><li>C lassify – as per the specialty. </li></ul></ul><ul><ul><li>C atageries – as A, B, C. </li></ul></ul><ul><ul><li>TM is the main link in prospecting. </li></ul></ul><ul><ul><li>Prospecting is a continuous process, Changes must be known at all relevant levels. e.g. In the potential of dr. </li></ul></ul>
  14. 14. <ul><li>Preparation. </li></ul><ul><ul><li>Preparation is based on the post call analysis of last call. </li></ul></ul><ul><ul><li>Benefits of preparation. </li></ul></ul><ul><ul><ul><li>Job of TM is easier. </li></ul></ul></ul><ul><ul><ul><li>Job of TM is more effective. </li></ul></ul></ul><ul><ul><li>Two parts. </li></ul></ul><ul><ul><ul><li>Objective setting. </li></ul></ul></ul><ul><ul><ul><li>Call planning. </li></ul></ul></ul>Steps of the Sales Call
  15. 15. <ul><li>Approach. </li></ul><ul><li>It is a thing which can make your call or can lock your call. </li></ul><ul><ul><li>Purpose of approach. </li></ul></ul><ul><ul><ul><li>Gain attention. </li></ul></ul></ul><ul><ul><ul><li>Awake positive interest. </li></ul></ul></ul><ul><ul><li>Parts or approach. </li></ul></ul><ul><ul><ul><li>Greeting and introduction. </li></ul></ul></ul><ul><ul><ul><li>Purpose. </li></ul></ul></ul><ul><ul><ul><li>Ask questions. </li></ul></ul></ul><ul><ul><ul><ul><li>To start a positive two way communication. </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Gain interest of dr. </li></ul></ul></ul></ul>Steps of the Sales Call
  16. 16. <ul><li>Presentation. </li></ul><ul><ul><li>Two phases. </li></ul></ul><ul><ul><ul><li>Identify needs / buying motives. </li></ul></ul></ul><ul><ul><ul><li>Tell the relevant features and benefits of products. </li></ul></ul></ul><ul><ul><li>Always try to develop a positive two way communication. </li></ul></ul><ul><ul><li>Should know the features and benefits of your products. </li></ul></ul><ul><ul><li>Always ask relevant questions. </li></ul></ul>Steps of the Sales Call
  17. 17. <ul><li>Response handeling. </li></ul><ul><ul><li>Listen and understand the responses / reactions. </li></ul></ul><ul><ul><li>Listen to the buying signals. </li></ul></ul><ul><li>Closing. </li></ul><ul><ul><li>Closing means ask for order and commitment. </li></ul></ul><ul><ul><li>Ask for order and shut up. </li></ul></ul><ul><ul><li>If there is a positive response, pick up the positive, use it and go towards closing. </li></ul></ul>Steps of the Sales Call
  18. 18. <ul><li>Post Call. </li></ul><ul><ul><li>Objective of post call. </li></ul></ul><ul><ul><ul><li>Personal evaluation of sale call. </li></ul></ul></ul><ul><ul><ul><li>Prospecting. </li></ul></ul></ul><ul><ul><li>Cycle of selling. </li></ul></ul><ul><ul><li>Post call should be immediately after the call. </li></ul></ul>Steps of the Sales Call
  19. 19. Time management <ul><li>A well conducted sales call consists of: </li></ul><ul><ul><li>80% questions. </li></ul></ul><ul><ul><li>20% statements. </li></ul></ul><ul><li>The ideal talk ratio is: </li></ul><ul><ul><li>60% prospect. </li></ul></ul><ul><ul><li>40% salesman. </li></ul></ul>
  20. 20. Steps Of Sale Call Evaluate 7 .Post Call Needs/wants Ask commitment 6 ,Close Understand Listen,buying sig 5 .Response Wants/ will benefits Find need, motives. Fs,Bs 4 .Presentation Willing to see/ listen Gain attention, awake interest. 3 .Approach Set object, Plan 2 .Preparation Find & Classify 1 .Prospecting Prospect’s Dec Sales man’s Act Call Steps
  21. 22. <ul><li>Thanks </li></ul>[email_address]