Sales !


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Sales !

  2. 2. OBJECTIVES By the end of the session, you will be able to: List down the process of Sales. Answer open and closed ended deals. Sell a product in 2 minutes.
  3. 3. What is SALES?  Sales is the act of exchanging a commodity/product/good/service in return of money or items of money worth.  In simple terms sales means to exchange any product/service for money.
  4. 4. SALES Process
  5. 5. STEPS in SALES Market Research: Segmentation, Identification & SnD. Cold Calling: Sales pitch, Company Profile, Elevator Pitch. Appointment: Product knowledge, Company profile, Know what you want to sell, Corporate behavior. Follow up: Continuous contact, Mention date & time, Be professional.
  6. 6. The Golden Circle Why How What VISION MISSION GOAL The GOAL is not to do business with people who need what you have but the goal is to do business with the PEOPLE who believe in what you believe! “
  7. 7. Responses from CLIENT! OPEN ENDED RESPONSES • Our GM is not in town. • Please come back on a later time. • We do not have requirement presently. • I am interested but can we carry on the deal later? • Time investment on training. CLOSE ENDED RESPONSES • We don’t have requirements right now. • The cost is too high. • We want Indians.
  8. 8. HOW TO DEAL? Just ask WHY??
  9. 9. ELEVATOR PITCH Before we move on to the topic of discussion, let’s watch this VIDEO: Elevator pitches are developed to relay just enough information to cause your interlocutor to ask, "Tell me more." If you're lucky, the CEO will remain on the elevator and say, "If you have a few minutes, I want to hear more." If you're even luckier, your prospective VP will ask you to set up an appointment the next day to meet with him. All of that from the development, memorization, and tweaking of a few simple yet incredibly powerful words.
  10. 10. ELEVATOR PITCH Building an elevator pitch consists of three steps:  Step 1: The five W's  Step 2: Iterating  Step 3: Adjusting to your audience
  11. 11. ELEVATOR PITCH Step 1: The five W's The first step is to develop answers to the following questions:  What does your company do? (For example, begin your answer with "We provide.")  Whom does your company do it for? (For example, begin your answer with "For small and midsized healthcare providers.")  Why do they care? Or, What's in it for them? (For example, include in your answer "so that they can," "who can no longer afford," or "who are tired of.")  Why is your company different? (For example, begin your answer with "As opposed to" or "Unlike.")  What is your company? (For example, begin your answer with "My company is an insurance.")
  12. 12. ELEVATOR PITCH Step 2: Iteration  It looks simple, but the hard part is getting your elevator pitch to contain 35 words or less. Keep editing it; rehearsing it; practicing it by saying it to your spouse, your friend, and people inside and outside your industry.  Make sure that they get your elevator pitch. Smile when they ask, "What do you mean by … ?" or "Does that mean you can help me to … ?"  Keep improving your elevator pitch until it becomes routine for you to say and crystal clear for your audience to understand. Like a fine wine, it can only improve with age.
  13. 13. ELEVATOR PITCH Step 3: Adjusting to your audience  Every audience is different. You wouldn't tell your son's fourth-grade class: "I design J2EE software applications to deliver SOA for F1000 companies." So make sure that your terminology and your acronyms fit your audience members. Keep your elevator pitch at their level.
  14. 14. ACTIVITY Sell your product to your buddy in 2 mins. Guidelines: Follow the 3 steps of Elevator Pitch.