R K consultant
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R K consultants - selling consultancy serviers
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R K consultant
- 1. R.K Consultants Selling consultancy services
- 2. Parties Involved RK Consultants 3M Hydraulics Rahul Deshpane (CEO) Arun Pande (VP) Srinivas Rao (GM)
- 3. Personal selling RK Consultants uses a promotional method in which one party (RK Consultants) uses: Skills and techniques for building personal relationships with other party (3M Hydraulics) This results in both parties obtaining value
- 4. The personal selling process Prospecting and qualifying Pre approach (pre call planning) Approach Presentation and Demonstration Overcoming objective Trial close/closing the sale Follow-up and services
- 5. Prospecting Referral from internal company sources Qualifying The probable prospect has need for the service being sold - Hot prospect - Pre -approach
- 6. Pre-approach Arun collected publicly available information through the website Arun met the manager of 2-M hydraulics and there German counterparts to understand their needs. Research on market potentials in metros and major cities Research on the competitors
- 7. Approach Initial contact was made by the prospective buyers Appointment : An appointment taken right after initial contact
- 8. Shortcomings in Approach/Pre approach German distributor were not contacted. A first hand knowledge from distributor could have helped The doubt about willingness of Indian distributor to perform multiple task as was not solved convincingly as Arun and R.K Consultant know the Indian market better than German managers. There might be a need of acculturation for German company.
- 9. Presentation and demonstration Understanding the buyer’s need Ask question as to : How many dealers are they looking for? What kind of distribution channel they are looking for? How much price they are offering for there product? What are the expectation from the dealers? What are the incentives they are going to offer to the dealers? Is the launch going to being selected city or PAN India? What kind of sales target they are looking for in the first year?
- 10. Consultative selling/ problem -solution presentation As the firm itself is a consultancy, it should use its core competencies and cross functional knowledge, projecting and highlighting it in the presentation.
- 11. Presentation Make the presentation covering following Needs of the client Various alternative available to the clients. The best and cost saving option available. Suggest reason for the option being best. The future outcome of the option being advised. Expectations being met from the suggested strategies.
- 12. Negotiation Negotiation should be done on these factors: Price being charged Term of the project Deliverables of the project Negotiation should be win – win so as to make the clients happy and pave the way for future contract.
- 13. Closing Trial close should focus on asking for any major objection. Summary of the benefits closing List out the possible benefits from suggested strategies. List out the financial out comes from the suggested strategies. List out the target being met through the strategy. Highlights the role of selling strategy in the firm’s overall strategy. closing should be either based on summary - of – benefits or T account approach.