Wellington Institute of Management
Sales Training
4th July 2012
Rahul
None of us, including me, can ever do great things.
...
Introduction
•Individual introduction
•Let’s speak
•Sales person “Definition”
I’ll not listen to reason… Reason always mea...
F A B Concept
•What is FAB?
•How FAB works in sales process?
•What is Probing?
•Types of probes & examples?
Unless you try...
F A B Concept, contd…
•Who is M A N?
•Different types of M A N?
•Finding MAN in sales process, how?
•Can recommender be ca...
SPANCO
•What is sales cycle?
•What is SPANCO?
What counts is not necessarily the size of the dog in the fight - it's the
s...
Closing
•What is closing?
•When shall we do closing in sales cycle?
•Different type of closing
• FAB closing
•Price closin...
Objection handling
•What is objection?
•Why is it being raised in first place?
•What does objection indicate?
•What is the...
Understanding objection handling
•Types of objections:
•Price objection
•Performance objection
•Favoritism objection
•Bias...
Understanding objection handling
•“In other words” the master key
•How to rephrase the objection statement?
•Closure at ev...
Buying signals
•What is buying signal?
•Types of buying signals (Verbal, Physical)
•Which is the best buying signal? Guess...
Understanding sales process (Ent.)
•Purchase types in enterprise buying?
•Purchasing process in enterprise buying?
•What i...
Understanding sales process (Govt.)
•Purchase types in large accounts?
•Why tendering & types of tenders?
•How to handle t...
Account handling & mapping
•Why any account will buy?
•How to define “Need”?
•Who has need? Who is MAN?
•Buying process & ...
Areas we do mistakes (in sales cycle)
•Not finding “facts on the ground”
•Past history with account
•Wrong people mapping ...
Areas we do mistakes (in sales cycle)
•No information about budget
•No information about time line
•“working for competiti...
Areas we do mistakes (in the call)
•Dressing codes & manners
•Handshaking techniques
•Handling objections
•Picking up buyi...
Areas we do mistakes (in the call)
•Attention to what prospect is saying?
•Mouth to eyes ratio
•Alert observations
•Price ...
Some Don’ts
•NEVER avoid customer call or else revert ASAP
•NEVER challenge customer on his knowledge
•NEVER join a discus...
Some Do’s
•Be a good & alert observer while in the meeting.
•Always look out for pain areas of customer & offer help in th...
T.E.A.M = Together Everyone Achieves More
… Rahul Pikle
Thank you
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  1. 1. Wellington Institute of Management Sales Training 4th July 2012 Rahul None of us, including me, can ever do great things. But we can all do small things, with great love, and together we can do something wonderful. …Mother Teresa
  2. 2. Introduction •Individual introduction •Let’s speak •Sales person “Definition” I’ll not listen to reason… Reason always means what someone else has got to say …Elizabeth Gaskell
  3. 3. F A B Concept •What is FAB? •How FAB works in sales process? •What is Probing? •Types of probes & examples? Unless you try to do something beyond what you have already mastered, you will never grow … Ronald Osborn
  4. 4. F A B Concept, contd… •Who is M A N? •Different types of M A N? •Finding MAN in sales process, how? •Can recommender be called as M A N ? Warriors take chances. Like everyone else, they fear failing, but they refuse to let fear control them …Ancient Samurai
  5. 5. SPANCO •What is sales cycle? •What is SPANCO? What counts is not necessarily the size of the dog in the fight - it's the size of the fight in the dog …Zig Zagarostovi
  6. 6. Closing •What is closing? •When shall we do closing in sales cycle? •Different type of closing • FAB closing •Price closing •Alternate closing •Indirect closing •Need closing Never tell people what to do. Tell them how to do and they will surprise you with their ingenuity …George Smith
  7. 7. Objection handling •What is objection? •Why is it being raised in first place? •What does objection indicate? •What is the first thing first? Coming together is a beginning, Keeping together is progress & Working together is success …Henry Ford
  8. 8. Understanding objection handling •Types of objections: •Price objection •Performance objection •Favoritism objection •Biased objection •For a sake objection • Handling objections (Each one) Teamwork: Simply stated, it is less me and more we …Peter Ducker
  9. 9. Understanding objection handling •“In other words” the master key •How to rephrase the objection statement? •Closure at every statement how? •Why to minute the meetings? •Each stage is the “order asking stage” Never doubt that a small group of thoughtful, committed people can change the world. Indeed, it is the only thing that ever has. …Margaret Mead
  10. 10. Buying signals •What is buying signal? •Types of buying signals (Verbal, Physical) •Which is the best buying signal? Guess!!!! •How to use buying signal to our advantage? •What is next? A group becomes a team when each member is sure enough of himself and his contribution to praise the skill of the others. … Norman Hidle
  11. 11. Understanding sales process (Ent.) •Purchase types in enterprise buying? •Purchasing process in enterprise buying? •What is “Trade in” concept? None of us is as smart as all of us. …Ken Blanchard
  12. 12. Understanding sales process (Govt.) •Purchase types in large accounts? •Why tendering & types of tenders? •How to handle tenders? •Difference between •“Working for tender” & •“Working on tender” No one can whistle a symphony. It takes an orchestra to play it. … H.E. Luccock
  13. 13. Account handling & mapping •Why any account will buy? •How to define “Need”? •Who has need? Who is MAN? •Buying process & Budget? •What is timeframe? If you can find a path with no obstacles, it probably doesn’t lead anywhere …Jonathan Winters
  14. 14. Areas we do mistakes (in sales cycle) •Not finding “facts on the ground” •Past history with account •Wrong people mapping or no people mapping •No clue about MAN and mapping him •Wrong MAN identified A man is not finished when he is defeated. He is finished when he quits …Richard Nixon
  15. 15. Areas we do mistakes (in sales cycle) •No information about budget •No information about time line •“working for competition” The impossible is often the untried …Jim Godwin
  16. 16. Areas we do mistakes (in the call) •Dressing codes & manners •Handshaking techniques •Handling objections •Picking up buying signals •Frequent closing The best way to have a good idea is to have a lot of ideas …Dr. Linus Pauling
  17. 17. Areas we do mistakes (in the call) •Attention to what prospect is saying? •Mouth to eyes ratio •Alert observations •Price negotiation •Not clear agenda in mind for meeting If things seem under control, you are just not going fast enough … Mario Andretti
  18. 18. Some Don’ts •NEVER avoid customer call or else revert ASAP •NEVER challenge customer on his knowledge •NEVER join a discussion in praising competition •NEVER dispraise competition •NEVER get personal before you are very sure •NEVER over commit •Too many “Will get back to you” will backfire
  19. 19. Some Do’s •Be a good & alert observer while in the meeting. •Always look out for pain areas of customer & offer help in those areas. (Be sure of your capability first) •Before going for a meeting send “objectives & take a ways” for both. •Always start meeting with earlier meeting’s deliverables. •Always minute the meeting •Keep customer updated about latest trends & technologies
  20. 20. T.E.A.M = Together Everyone Achieves More … Rahul Pikle Thank you

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