Mastering target sales

2. Why ?
We Desire to-
 be the Boss
 achieve Targets
 have Reputation
 get Rewards
 become Successful
 be Happy

3. How ?
 By providing highest efforts
 By using the best of your potentials
 By acquiring skills set required
 By turning skill into achievement; success

4. Few Concepts
Knowledge: Any Useful Information
Skill: Application of Knowledge
Job: Systematic Use of Knowledge & Skill to produce
desired result
Need: The Felt State of Self Deprivation
Want: The Stimulus or Product that Satisfies the Need
Demand: That Want which is Backed by Necessary
Purchasing Power

5. Can you figure this out?
Q1. X is father of Y, but Y is not the son of X, what X to Y?
Q3. I am male. Add a letter I am female. Add another letter and I am
male again. Add 3 more letters and I am female again. What am I?
Q2. What is black when you buy it, red when you use it, and gray when
you throw it away?
Q4. What was your aim in life? And now what is?
Q5. Mention five strengths you have.

6. Competence
Commitment
Performance Success
P=C2
Success???

7. Think…
You are driving a car on one big storm
night, you are passing a station, there
are three people who are waiting for the
bus; one old lady who is dying, one
doctor who saved your life before, one
woman who is someone you have been
dreaming to be with. You can only take
one passenger, which one you will
choose? Please explain.

9. Behavior
Cycle
Belief
Limiting/
exploring
Thought
Action
Behavior
Information,
Knowledge
Resource,
Skill
Reinforcement
Response
Reaction

10. Job is very
important
for achieving
our future
goal

11. Actualization
Esteem
Social
Security
Basic
Need Hierarchy

12. Need
Hierarchy
What family
give
What job give Why job give
Actualization Explore talents,
Hobbies
Responsibilities of new
projects
Sustainability of
achievement, credibility
or reliability
Esteem Identity, Honor Identity, Promotion, Power,
Status, Increased
responsibility
Differentiation through
higher achievement
Social Affection, Love,
Values
Friendship, Networking,
Teamwork, Clients, Co-
workers
Establishing and
maintaining good terms
with colleagues, Good
behavior & cooperation
Security Asset, Succession Fixed income, experience,
provident fund, leave,
incentives, retirement
benefits
Continuous
performance, reputation
and integrity
Basic Food, Clothing,
Shelter, Treatment,
Education
Salary/ Wages,
Compensation for food,
clothing, shelter , treatment
Delivering regular duties
and responsibilities
What job offers us ?

13. Vedio-1

14. Input Activities Output Outcome Impacts
• Resources
dedicated to
or consumed
by you
• Usually a
NOUN staff,
facilities,
money,
time…
• What you do
with the
input to
fulfill your
mission
• Usually a
GERUND like
visiting,
speaking,
enabling,
handling,
reviewing…
• The volume
of work
accomplish-
ed
• Usually a
QUANTITY
the number,
the
production,
the sales, the
collection…
• Benefits or
changes in
customer
(internal/ext
ernal)
• Usually a
CHANGE,
better
production,
better sales,
better
collection…
• The long
term
consequ-
ences of the
engagement
• Usually a
fundamental
change
intended or
unintended
in business
process…
Your Planned Work Your Intended Result
The Logic Model Approach of work

15. PRiDE
Personal
Responsibility
in
Delivering
Excellence
6 P’s
Proper
Prior
Planning
Prevents
Poor
Performance
keep in mind
always

16. Few Terms used in Sales
Sales: Change of ownership at a cost
Business: Any activity seeks profit by providing
needed goods & services to customers
Customer: The Person (s) who has the need of
particular products, who wants & is able to buy
Market: All Current or Potential Buyers and Sellers
Interested in a Product (Group)
Product: Which can be offered to satisfy want or
need

17. Features/Benefits
•Feature – What it is; An attribute of
the product (i.e., size, color, etc.)
•Benefit – What it does; The value
the customer receives from the
attribute
Only 4 benefits-
Efficacy, Safety, Convenience
& Cost Effectiveness

18. Few Terms used in Sales
Selling: Process of inducing & assisting a
prospective customer to buy goods or services or to
act on an idea that has commercial significance for
the seller
Marketing: Process by which individuals and
groups obtain what they need and want through
creating and exchanging products and value with
others.
Creating, Communicating & Delivering Value to
Others (Customer)

19. Few Terms used in Sales
Buying Motives: Something which influence
people to buy a product or service
• to avoid loss
• to get pleasure
• to make a gain
• to have social approval
• to have pride
• to avoid pain

20. Buyer
Seller
Something of Value:
goods, services, ideas
Something of Value:
money, labor, goods
Product, Place, Price, Promotions
Marketing Mix
Exchange
• The Sales Force serves as a critical link:
– represent the company to customers, &
– represent customers to the company

21. Personal
Selling is
most
effective
because
sales-
people can:
probe customers to learn more about
their problems,
adjust the marketing offer to fit the
special needs of each customer,
negotiate terms of sale,
build long-term personal relationships
with key decision makers

22. Order Taking
(department store salesperson)
Order Getting
(engaged in creative selling)
Missionary Selling (building
goodwill or educating buyers)
The term salesperson covers a wide spectrum
of positions from:

23. Task of a Professional Salesman
Basic
• Sales
Promotion
• Sales
Achievement
• Credit
Realization
Intermediaries
• Market
Growth
• Market
Penetration
• Market
Share
Advanced
• Effective
Sales
• Profitable
Customers

24. Why are some
Salespeople so Successful?

25. Optimism
Optimism is a
result, or effect,
of the seven
key qualities of
top sales
people

26. Seven Qualities of Top
Salespeople

27. Ambition
A strong desire to
gain a particular
objective;
specifically, the drive
to succeed or to
gain fame, power,
wealth, etc.

28. Seven Qualities of Top Salespeople

29. Courage
Everyone is afraid.
The best salespeople
do it anyway! Ask
for the sale…
The top people
confront their
fears.

30. Seven Qualities of Top Salespeople

31. Commitment….
• Caring is the key element in
successful selling.
• Selling has often been defined as a
“transfer of enthusiasm”.

32. Law of
Correspondence
The more you believe
in what you sell, the
easier it is for you
to convince
someone else.

33. Seven Qualities of Top Salespeople

34. Consultant stance…
• People accept you at the way you
present yourself.
• Act like a consultant in everything
you do and say.
• What does a consultant do?

35. Forbidden Phrases
“WHY DO
YOU NEED
TO
KNOW?”
“NO.
”
“YOU’RE
WRONG.”
“WE’VE
NEVER DONE
IT THAT WAY.”
“YOU’LL
HAVE TO.”
“THAT’S
NOT MY
JOB.”
“THAT’S
AGAINST
COMPANY
POLICY.”
“I DON’T
KNOW.”

36. What makes
people
remember?

37. 7 Qualities of Top Salespeople-summary
Be ambitious
Be courageous
Be committed
Be professional
Be prepared
Engage in continuous learning
Be responsible

38. • Knowledge of the
Product/Market/Competitor!
Knowledge
• Skills to Influence the Prospect!
Skills
• Disciplined to Foster
Productivity!
Discipline
• Leadership to Manage the
Influencers!
Leadership
Professional salesmanship is a
combination of four aspects

39. Effective Sales Call for Success
Sales Call
•A short interview
• to gain commitment
• in favor of salesman’s product