Sales and distribution management : how to sell well

1. HOW TO SELL WELL
PRESENTED BY : VISHAKHA CHOUDHARY

2. How to sell well
• The 80:20 principle on selling
• 80% of the sales come from 20% of the sales people
• Be brilliant on the basics
• Build personal relationships

3. Old model of selling
Approach
Qualify
Present the product
Close the deal

4. New model of selling
Building trust
Identify needs
Present the
product
Close the
deal

5. Personal management - I
Quantify your goals
Activities which leads to goal
Use 80:20 principle for setting priorities
Sense of urgency in reacting
Become result oriented

6. Product knowledge
Use it
yourself
Who are
the users?
Why
should
one use
the
product?
Who is
the
competito
r?
Unique
prepositio
n?

7. Competitive analysis
Competitors
strength
Competitors
weakeness
and work on
it by
yourself
What your
competitors
do right
Imitate
creatively
Offset
competitors
advantage!
ANALYSE :

8. Competitive advantage
 Foundation of being successful in the market
 It talks about superiority of the product/services
Keys to competitive advantage:
speed
friendliness
Follow-up

9. Keys to successful strategy
Specialization
• Becoming
excellent in
something
Differentiation
• Positioning in
the minds of
customer
Segmentation
• In which
segment u can
provide
greater value
Concentration
• Focusing on
certain
market areas
and providing
values

10. Key to sales success
• Identify/ Evaluate basic key skills
Personal Attitude
Personal Management
Product Knowledge
Prospecting
Needs
Presenting
Objections
Asking
Follow- up

11. Key to sales success
•Identify/ Evaluate basic key skills
Personal Attitude
Personal Management
Product Knowledge
Prospecting
Needs
Presenting
Objections
Asking
Follow- up

12. • Personal Motivation
Positive Expectation
Positive self talk
Positive imagery
Positive mental food
Positive people
Positive personal development

13. •Personal management- II
Early
Contacts
Every minute count
Concentration
Second effort
Extra mile
Health/ Appearance

14. • Prospecting
• Why people buy.
Improvement
Save time, money, effort
Status, prestige, popularity
Security

15. • Qualify
Start strong
Focus questions
Go in naked
First call- No!

16. • Friendship factor
Like, trust, believe
“Doctor of selling”

17. • Persuasion
• 3 keys of persuasion
Reciprocity- “go giver”
Social proof- testimonials
Liking

18. Presenting skills
• Explain/demonstrate
• Involvement
• What this means to you
• Trial close

19. Power of suggestions
• Positive attitude
• Strong voice
• Attractiveness
• Product in best light

20. Mega Credibility
• Testimonial letters
• Names of clients
• List of clients
• Stories of the costumer
• Indipendent verificaTION

21. Objections
• Law of six
• Questions
• Listen respectfully
• Feel, felt, found
• evidense

22. Actions
• Invitation
• Assumption
• Minor point
• Attentive
• Hot button

23. Follow up
• Fast
• Inform
• Thankyou card
• Last contact

24. Referrals
• Golden chain
• Assure no pressure
• Service your client

25. 80/20 rule
• Consideration
• Care
• Courtesy