Sales team raining program

1. Field Sales Executive
Engagement Program
Hathway – Chennai
v. Baktha sabari rajan

2. How to convert

3. What will U get from this training
Learn how to improve your prospect from NOT interested to Interested
THE 3 Crucial methods to counter attack the “Top 3 Reasons” why your
prospect will not likely be “ NOT Interested” and how to turn them around
“ the Action Plan” to Turn things around
How to Increase “ customer Engagement”
The Proper MINDSET !” yes, it’s all about mindset .

4. Over view of Not Interested to Interested
Understand why they are telling you this .
Learn “ not to take it Personally”
Must believe you can overcome this
Shift your thoughts on how to react when you get rejected
Be open to the thought that the problem is your presentation
Learn to Agree with them, After all Why would they be interested

5. Over view of Not Interested to Interested
Always Remember “ you haven’t lost what you Don’t have”
Are you acting like a pushover? How to overcome this ..
Where and how you will be standing …
Did they confirm “ you are a typical Sales person”
You need to change what is not working ..
Don’t be afraid to Fail at A DOOR ! It’s a Win !

6. Understanding NOT Interested … 😌
• People don’t want to be bothered
• They are Scared of Dealing with strangers
• You Sound like a Sales Person
• They Sense all You want to Do is Make Money off Them
• They don’t have a clue what your product / service
Really is ..
• They don’t have interest in what you have to offer
• They don’t like, but they also may not hate you
• They don’t trust you ..
• They are scared to decide and be wrong
• They haven't done any research or due diligence

7. Don’t take it Personally … 😖
 Its just how the majority are programmed
 Beating yourself up Only Affects what you do at the Next
Door
 Leads to the bullshit that “ It Just isn’t for you”
 You start to change everything about your pitch
 Excitement diminishes
 Leads to failure, giving up and Quiting
 SHRUG IT OFF REMEMBERING THAT YOU ARE NO DIFFERENT
THAN THE PERSON SUCCEEDING, ITS JUST THEY ARE DOING
THINGS WHICH YOU ARE NOT
 Figure out what they are doing and unlock your success

8. How do you React 😡 to NOT Interested …
 Do you beat yourself up
 Does your belief go down
 Do you get pissed off and frustrated
 Do you take your time getting to that Next Door
 Do you take break
 Do you jump on your phone
 Do you blame the neighborhood
 Do you blame the service or the product you sell
 Do you start to think of all the reasons “ why this is
happening to you ! “

9. Don’t be a pushover … 😠 😞
 If they sense they can easily get rid of you, they will !
 No one wants to buy from people who aren’t confident
 Confidence builds over time, but can also be turned on instantly
 Keep your goals in mind
 Learn from your rejections
 Know that it is a number game to start until you increase your closing ratio
 The past door has nothing to do with the next
 Sales is the transfer of energy and emotion
 Learn how to properly deal with people and become a better communicator
 Don’t be rude with prospects just build a back bone learn how to verbally spare

10. How to turn them around …
 You now have their attention and they know you aren’t
pushover
 They are forced to listen to you
 You have to create curiosity, sell the sizzle ..
 You need to build value in what you have to offer
 The need to see and feel the value
 You do a powerful presentation

11. Always agree with them .. 😊 👍
 Your goal is to be on their side
 Do not battle your customer or else you lost
 Agree always with them, this puts them at ease
 You are gasping for air and all you need to do is get some … (
yes air )
 Once alive you now have a chance
 This puts you on their side instead of the opposing side

12. “
”
Always Agree With
Them!
----------------------------
How Can You Fight with someone who agrees with you.

13. Door 2 Door
Door 2 Door
Always Agree with Them
Top Sales People Win Trust,
Time and Like ability because
they agree with their potential
clients. Not Battle them.
 Win Your Customer respect
 Ease their mind
 Let them feel they have an out
 Buy Yourself time
 Give them confidence
 You are Not a Pushy sales person
 Smooth moving forward transition
Customer :- Sorry! I’m busy .
You :- Not a Problem I totally understand. I
know how it feels to be busy. Btw …..

14. If they Know everything quick , You lost !

15. Door 2 Door
Create Curiosity
People are dying to know
what they don’t know when
you peak interest !
Human behavior studies show that we
hate not knowing we want to know
They thought you were a typical sales
person. But now they are second
guessing.
Stand back far back
Don’t answer right away
Refrain from run on sentences
Ask questions
Be assertive
Talk slow
Stay calm

16. This is what hooks them to buy, Nail it !

17. Door 2 Door
Do a Powerful
Presentation
Get them seeing eye to eye
with you.
Yes please, having what you
offer will make my life better.
You know all your product
features
You present to them how they
can benefit from each of the
features
You now know their hot
buttons
Focus on their hot buttons,
This is why they Buy !
Build that relationship so they
like and trust you !

18. How to improve Customer Engagement
Use an assertive tone
Don’t sound too friendly to start
If you are talking and they aren’t listening then there’s No point.
The way to know they are listening is to ask questions
Dogs are barking, stay quiet. Wait for them to do something
about it
Cats are running all over place
Kids are creaming and crying
Eyes are rolling all over the place
No eye contact is made
What you are saying is not even making sense to them
Make sure Your message is “delivered Clearly” and it “makes sense”

19. Belief I Potential I Result I
If you believed with 100% certainty that you are going t crush it
selling door 2 door. You knew that No matter what , everyday you go
out into the field will close a sale. Every door you got rejected on, it
only meant that you are that much closer to your next sale … seeing
others get results increase belief as well
You would use so much more of your true potential. When you are
maximizing your potential, meaning you are giving your all. What
happened to your odds of getting a sale?. Simply put, you are
knocking more doors. You are pushing to get the sale and hence ..
You get a Sale ..
When you get the Result, what happened to
your belief now? Potential ?