1. Hercules of Sales
The Model on Best Theory

2. Session Outline
2
 The Maturity Continuum of a Sales Person
 Types of Sales Behaviours
 SALES CALL RELUCTANCE
 Symptoms of Call Reluctance
 Causes for Call Reluctance
 Strategies to overcome Call Reluctance
 Frame work to overcome Reluctance
 Become the Hercules- The BEST

3. Srimanth Kumar
About the Facilitator

4. Srimanth Kumar
He is an Engineer by education, trainer & coach by profession
and passionate about transforming human lives. “Being Human is
what is Humanity” becomes his strong motive and always demonstrates caring
& sharing. Proactive in building relationships and truly compassionate.
Srimanth comes up with a rich experience of 25+ years in teaching, training
and coaching in diversified fields. He was certified Trainer & Coach in
structured sales process, communication & behavioral skills and academic
counseling. His areas of expertise are Life Insurance, Banking, Telecom, Retail,
FMCG and Automobile and had served organizations like Reliance Life, HDFC
Life, Tata AIG Life, SUD Life, Pramerica Life, NIS Sparta, SML, Maruthi Suzuki,
Bharath Benz, VOLVO, Reliance Communications, Vodafone, L&T Finance,
Murugappa Group, TITAN, Future Retail and PEPSI. He was instrumental in
educational sector helping students to decide right career path and trained
students on life skills to get better placement. Counseling became his integral
part of life and helped people in all stages to overcome their challenges. Social
service and spiritual engagements are his daily rituals to serve humanity.

5. GYAANDEEP-
Engage, Enrich & Empower
An initiative by
Digital Excellence Academy of Learning

6. 6
ABOUT DEAL & GYANDEEP
GYAAN DEEP is an initiative of DEAL- Digital Excellence Academy of Learning.
We aim to empower our fellow citizens by strengthening and unlocking potential in
key areas. Our aim is to strengthen your understanding in the Personal, Professional,
Social, and Financial domains through enhanced life Skills.
At DEAL, it is our firm belief that - “Your earning ability today is largely dependent
upon your knowledge and skill as input and your ability to combine these two in a
manner to contribute value that customers are willing to pay for, as the output .”
Here is your opportunity to Enrich your Self with your choice of subject and topic.
This initiative is a Corporate Social Responsibility programme by the community for
the community.

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The IDEAL Approach
 Approaching the Customer
Selling to them
Getting them
interested
Finding and
Approaching
customers who
need our products

8. 8
Dependent
Co-
Dependent
Independe
nt
Inter
dependence The success of any
Sales training
program lies in
ENABLING the Sales
People in developing
Adaptive Capabilities
Maturity stage
The Maturity Continuum of a Sales Person
Approach to
Selling
Requesting to buy
Informing about
product and
services
Influencing and
persuading to buy
Positioning
Solutions
Selling Style Asking/Begging Telling Selling
Creating
Value/Education
Driver Survival Stability Success Significance
Prospects Closely Known
Extended Natural
Market
Natural & Referral
Market
Targeted Markets
Coping Mechanism Inactive Reactive Proactive Adaptive
Development needs
Low competence,
Low commitment
Some competence,
some commitment
More competence,
More commitment
High competence,
high commitment

9. 9
Types of Sales Behaviours
The
Inactive
The
Reactive
The
Adaptive
The
Proactive
Survival
Stability
Success
Significance

10. 80% of all new sales people fail in their first year
40% of successful sales people decided to quit the profession at
some point of time
Because of Lack of Prospecting
Survey Says
3 % 17 % 80 %
Produce Results
at will
Needs Mentoring help Need rigorous
management
Industry experience

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Story of realistic situation

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Reluctance
Symptoms of Call Reluctance
Causes for Call Reluctance
Strategies to overcome Call
Reluctance

13. 13
Symptoms of Reluctance
You always see
the worst case
scenario. You
won’t take risks
and you spend a
lot of time
protecting
yourself against
fictional danger.
(FEAR = “False
Events Appearing
Real”)
You are in a
constant state of
preparation. You
spend a huge
amount of time
getting ready and
end up sacrificing
sales
opportunities in
the name of
preparation
You avoid group
selling
situations. You
are afraid to
speak in public
or sell in front
of a group.
You are
secretly
ashamed to
be in sales.
You prefer
to think of
yourself as
an “Agent”

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Symptoms of Reluctance
You’re
intimidated by
people you
consider better
than you. You
are intimidated
by those with
wealth or better
education, so
you avoid selling
to these people.
You avoid
doing
business with
your friends
because you
believe that
friendship and
business
should never
be mixed.
.
You are
always
yielding to
other people.
You are afraid
of imposing
on others. You
don’t want to
push and you
are worried
that you’re
always
interrupting a
prospect

15. 15
Symptoms of Reluctance
You avoid doing
business with
your family.
You don’t ask for
referrals. Or you
are constantly
waiting for a
better time to
ask… which never
comes.
You are afraid of
using the telephone
as a prospecting
tool. You hate making
cold calls and avoid
the phone like the
plague.
Difficult to Train
and Coach.
Become
defensive and
start justifying

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Interesting story
“Son,” said the Sales Manager, “let me give
you a piece of advice: your job is not to
make him drink. It’s to make him thirsty.”
Young Salesperson had lost an important sale.
He was very upset.
When speaking about this with his Sales
Manager, the young sales person shrugged. “I
guess,” he said “it just proves that you can lead
a horse to the water, but you can not make him
drink.”

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Reluctance
Reactance Skepticism
Inertia
The Process itself-
• Generate
prospects,
• Ask for
appointment,
• Objections,
• Negotiation,
• Rejections
• Will this prospect buy
from me?
• Is it worth calling this
lead?
• Will he take at this
price?
• Will it happen now?
• Why should I make new efforts,
• Looking for a easy way
Not Driven by a Compelling Purpose
Causes of call Reluctance

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SB TE
• In you
• In Your
Profession
• In Your
Product/Service
• Goals
• Physiology
• Grooming
• Managing Time
• Planning
• Scheduling
• Clarity on Target
buyers
• Scripts
• Sales Burgers
• The 100 Point Plan
Belief Enthusiasm
Time Systems
Frame work to overcome Reluctance

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Mindset of Sales Professional
▪ Belief
▪ Some Will
▪ Some will Not
▪ Some Where
▪ Someone is Waiting
B

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Fuels your Motivation
▪ Enthusiasm
▪ Driven by Goals
▪ Pepped up by your Physiology
▪ Reflected in your Grooming
E Persiste
nce
Intensity
Activatio
n
If you want to succeed, set a goal that commands your thoughts, liberates your energy
and inspires your hopes. —Andrew Carnegie.
What is one thing that looks impossible today, if can be done, will change your life
forever?

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S
Structured and Systemic
 Clarity on Target buyers
 Scripts to drive a point
 Sales Burgers (BAFing)
 The 100 point Plan(Funnel Management)

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Clarity on Target Buyers
What do I have?
Whom does it Help?
Why do they need it?
When do they need it ?
Geographic Segmentation
• Location
• Language
Demographic
Segmentation
• Age
• Income
• Gender
Behavioral Segmentation
• Occasion
• Triggers
Psychographic
Segmentation
• Value
• Beliefs
• Interests

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T
Either you run the
day or the Day runs
you?
15% - Past
pending
50% - Present Face
to face selling
35%- Future
Building
1.5 Hours - Submission,
Pending follow up, Service
response
5.0 Hours - Face to face
selling
3.5 Hours - Lead Generation,
Calling follow up cases, Asking
for references, conducting
activities
Time Management

24. 2424
Leads from the
events
References from existing clients
Cold calling on walk ins
Cold calling on open
Data
Networking
Day Monday Tuesday Wednesday Thursday Friday Saturday
Time
Prospecting – the heart beat of a sales person

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3 DOORS In the life of a Sales person
Door of your Home
Leave it as early as
possible
Door of your Office
Spend As little time as
possible
Door of your customer
This is where you belong
to!
The Most Important tool for a sales person is COLD CALL

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Preparation
Introduction
Questioning
Objectivity Listen and interpret
Inform and educate
Involve & coordinate
Keep in touchself, environment,
knowledge, and who
you represent
key phrases explaining
and positioning yourself
and your purpose
help, facilitate and enable
rather than assume, sell
and push
do not sell do not sell
do not sell
do not sell
keep notes and keep
informed
Important Cold Calling Techniques

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F A
B
CD
E
Shift your mindset
from 'making the sale' to
whether the fit exists or
not. Do not force or
persuade.
Be a helper
not a pitcher. Help
your prospect, instead
of referring to
features and benefits .
Stop chasing prospects
behave with dignity. Create an
open pressure-free atmosphere -
set a tone of equality and mutual
respect
Connect with your prospects
rather than work through
a list. Focus on how to
make a true connection
with each prospect
Change your language
away from 'sales speak' to
natural language that
connects with people.
Focus on the beginning
not the end. Be sensitive to the
early interaction with your
prospect
Important Cold Calling Techniques

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There are 3 kinds of people
A Sales Man’s job is to find the category 3 every day
Those who listen
to your advice
Those who don’t
listen
Those who never
heard you

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ALL THE
SB TE
Become the Hercules

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Thanks!
Our Mission- Engage , Enrich & Empower
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