The Sales Mindset is a full day workshop on harnessing sales mindset focused on - enquiry tracking, user v/s buyer, enhancing relationships, negotiation in sales, and persuasion.

1. Create a TIMELINE

3. Average Mentality

4. ufF8]
afgL

6. BITTER TRUTHS
aboutourlife

7. You are under
tremendous stress. You deal with
unreasonable
customers.
You don’t have
authority.
You feel constrained
by company policies.
Your suggestions
are ignored.
You always feel that
customers are angry
as you don’t get
timely approval.

9. Sales is all about
rejections&objections!

10. 5mostdifficult
situationsinsales

12. RAJIVSHARMA PRAYASRAJOPADHYAYA ABHINAVSHARMA

13. What is
SALES?

14. Prospects
Identifying

15. Sources
of
Prospects

16. “So often, we focus on selling so much that we
forget the buying process.

19. WHAT
WENT
WRONG?

20. ROLE OF TEAM MEMBERS IN SALES

21. WHERE TO FOCUS?
USER BUYER Influencer

22. CLIENT
PERSONALITIES
DIRECTOR ANALYTICAL RELATER
(BELONGING)
SOCIALIZER

23. Negotiation in sales

24. assertive
how
are you?

25. Customer Attitude
OBJECTION SKEPTIC INDIFFERENT ACCEPTANCE

26. DISTRIBUTIVE
NEGOTIATION
INTEGRATIVE
NEGOTIATION

27. NEGOTIATION PITFALLS
OVERVALUATION
ENDOWMENT/SACREDNESS
PRICE
FOCUS
ETHICS
COMPROMISE

28. COMMON MISTAKES
Lack of preparation
Impatience
Losing temper
Argue > Influence
Indifferent body language
Listen < Talk

29. “Is it okay to smoke
while praying?”
“Am I allowed to pray
while I’m smoking?”

30. Both parties are
satisfied
Prospect - Unhappy
Salesperson - Happy
& Satisfied
Both parties are
dissatisfied
Prospect - Happy
Salesperson -
Unhappy
Negotiation outcomes
PROSPECT
SALESPERSON
WIN LOSE
WINLOSE

31. 4P
Mike Del Ponte, Founder of SOMA

32. 4P
Promise
Mike Del Ponte, Founder of SOMA

34. 4P
Promise
Picture
Mike Del Ponte, Founder of SOMA

35. paint an
EMOTIONAL
PICTURE

36. “We buy with emotions
and justify with logics.

41. 4P
Promise
Picture
Proof
Mike Del Ponte, Founder of SOMA

42. APPLE

43. “Show me, don’t tell me.”

44. 4P
Promise
Picture
Proof
Mike Del Ponte, Founder of SOMA
Pitch

45. Selling FEATURES
Selling EXPERIENCES

46. Steve Jobs
The world’s greatest
corporate story-teller

47. THE SALES STORYTELLING

48. TheSalesFunnel

49. Influence: Getting to YES!
RECIPROCITY SCARCITY AUTHORITY LIKEABILITY CONSENSUS
adapted from Dr. Robert Cialdini’s book “Influence: The Psychology of Persuasion”

50. Need Assessment

51. WHO ARE YOU
FOR THE CLIENTS?

52. STRATEGIC
PARTNER
TRUSTED
ADVISOR
PROBLEM
SOLVER
CREDIBLE
SOURCE
VENDOR

53. RAISE CREATE
ELIMINATEREDUCE
STRATEGIC SALES GRID

54. and finally…

55. THE Porcupine story