To excell in Sales one should undergo this program which empowers fresh salespersons on the DNA of sales.

1. Mr. Sanjay Singh
Sanjay is a nationally renowned Management Coach with the
proud privilege of mentoring brands like ICICI Bank, Airtel,
Godrej & Boyce, Osborne Lippert, Grindmaster, Bosch,
SuKam, Cahor and many more.
He is a visiting faculty of IIM, Kolkota.
Sanjay has publications like “Beg, Borrow or Sell” , “The
Grass is always Green” and “The Silos of Customer
Relationship Management”.
Sanjay has a working experience of 31 years in countries like
USA , W Africa and now India. He has done his BE, MBA.
Presently he is the Chief Knowledge Resource of Strategic
Concepts (I) Pvt Ltd and closely works with Small and
Medium Enterprises.
9970506000
mindtandoor@gmail.com
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2. The Science of Sales
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3. The d.n.a. of a salesperson
The ABC of Selling
(Awareness Before Change)

4. How do you answer a question?
Salesman always answers
a Question with a
relevant Question.
Salesmen who answer a question with an answer are never
in control of the sales call.

5. www.consult4sales.com

6. What is your role?
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7. www.scipl.info
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You Must

8. There is no right answer.
• Questioning Skills
• Ask Questions even if you know
the answer
• Listen to the complete answer
even if you know the answer
• Don’t stop the customer from
answering even if his answer is
wrong
Ask Questions to find
out the right answer
for a particular
customer.

9. Do you set your own
targets ?
Hit Ratio = 5 : 1
Average sale to one customer= Rs 3000/-
Target for the month = Rs 100000/-
No of customers req.= 33
No of sales calls for one cust = 5
No of sales call for 33 cust = 165
No of working days = 25
Min no of Calls/day = 165/25
= 6.6 = 7
How do you do
Demand Forecasting?
What is your MNOC?
(Min. No. of
Calls/day)

10. HIT RATIO 19:1
TARGET “X”
TOTAL NO OF CALLS TO BE MADE 19X
NO OF DAYS AVAILABLE 26
MIN. NO of CALLS/DAY (MNOC) 19X/26
NO. OF SALESPERSONS REQUIRED ?
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How many Salespersons required in the team?

12. Do you Cross Sell ?

13. Do you do Reference
Selling?

14. Customer Complaint is a Gift.
Do you run away from
customer complaints?
Do you know the
process of handling
customer complaints?
5S
Process

15. Do you follow CRM ?
SWITS
• Sorry
• Wish
• Inform
• Thanks
• Share
CRM
• Customer Loyalty
• Recency
• Frequency
• Customer Retention
• No of customers
• Customer Attrition
• Churn from competition
• Churn to competition
• Customer Satisfaction
• Customer Satisfaction Index

16. The Sales process
Making good sales call is as important as
making more no of sales calls.

17. Do you follow any Sales
Process ?

18. The 4 Questions of
Customers
Follow the “From –
To” Approach in
answering the 4
questions raised by
customers.
1. No I don’t want
your product.
(11%)
2. Your price is very
high (33%)
3. Your service is not
good. (66%)
4. Your discount is
not good. (99%)

19. A good Sales Funnel
Contacts, Leads, Enquiry
Opportunities
Proposals
Negotiation
Contact
Reservoir
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20. Routine Sales Figures Reference Sales Figures Cross Selling Sales Figures
Lost Case Analysis Prospect Clouds Sales Funnel
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The Sales Manager must track this for
each salesperson/

21. In a nutshell !