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Presentation on Sales Process

Presentation on Sales Process

Published in: Business, Technology
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Transcript

  • 1. Sales Process
    Kiran Kumar Ananth
    Project Manager – Sr . Consultant
  • 2. UNDERSTAND
    SALES PROCESS
    UNDERSTAND RELATIONSHIP
    Understand Customers
    Understand Change
    Understand Competitors
    Understand Company
  • 3.
  • 4. T
    T
    T
    Service
    Ethical
    T
    T
    T
    T
    T
    T
    T
    T
    Builds
    T r u e
    Relationships
    T
    C
    I
  • 5.
    • Learning attitude
    • 6. Realistic expectations
    • 7. Learning job responsibilities
    • 8. Need to make the initial adjustments
  • Salesperson Differences
    • Traditional Salesperson
    Guided by self-interests
    • Professional Salesperson
    Takes care of customers
    • Golden Rule Salesperson
    Others interests most important
  • 9.
  • 10.
  • 11. What Salespeople are Paid to Do
    • Salespeople are paid to sell – that is their job
    • 12. Performance goals are set for:
    • 13. Themselves – In order to serve others and earn a living and keep their job
    • 14. Their employers – So the companies will survive
    • 15. Their customers – To fulfill needs and help organizations grow
  • How Do You Sell Someone and Remain Friends?
    • Salespeople need to close sales and at the same time maintain a great relationship with their customers
    • 16. What does this require?
    • 17. This is what you should learn
  • Personal Characteristics Needed to Sell for Building Long-term Relationships
    Joy in work
    Caring for customer
    Harmony in relationship
    Self-control in emotions
    Patience in closing the sale
    Salesperson
    Fairness in the sale
    Kind to people
    Faithful to your word
    Morally ethical
  • 18. Personal Characteristics Needed to Sell for Building Long-term Relationships
  • 19. Putting the Customer First Requires Salespeople to Have Personal Characteristics That Allow Them To:
    • Care for the customer
    • 20. Take joy in their work
    • 21. Find harmony in the sales relationship
    • 22. Have patience in closing the sale
    • 23. Be kind to all people
    • 24. Have high moral ethics
    • 25. Be faithful to one’s word
    • 26. Be fair in the sale
    • 27. Be self-controlled in emotions
  • How Would You Answer These Questions?
    • Do these success characteristics describe you?
    • 28. Do you have all, or part, of them?
    • 29. Can you develop the missing ones?
  • Connect the Dots
    • The following puzzle illustrates how you can be held back from breaking through. The challenge is to connect all nine dots with four straight lines, without lifting your pencil from the paper. Try it!
  • Go Beyond the Limits!
    2.
    3.
    Start Here
    1.
    To reach your goals
    4.
  • 30. Relationship Selling
  • Exhibit 1.12: The Customer is at the Center of the Sales System: ABC’s
  • 36. Kiran Kumar Ananth
    TechnoCrant Consulting Services

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