Correlation between IT & Sales

1. CORRELATION between
IT & SALES
Charmain Tan
Pear Comms

2. So most of us think that after creating a GREAT product,
validated by the various awards, we will be on our way to hit the jackpot

3. But there is a saying,
Without Sales, even if you have the best Innovation in the world,
your company will suffer

4. Charmain 
- Bringing Value to others
- From Hardware to Software

5. ISGLOVES was sold globally. But……….

6. The SALES numbers are not substantial,
needed to penetrate into the market at rocket speed,
Competitors caught up shortly

7. Key Lessons In building a successful tech / innovation startup:
1. Product that solves a problem
2. A dynamic & committed team
1. GREAT SALES
~ Speed of Market Penetration

8. And Hence, am on a mission to help businesses & entrepreneurs to
Not face the same problem as I did
Birth of PEAR COMMS – Enabling sales professionals with efficient sales process driven IT tools

9. The development of products in Pear Comms Taught me lots about
Building an IT product (How an engineer think)
&
How to do sales efficiently (How sales people function)

10. What I learn about developing IT
product
• Logic
• Frameworks
• Processes
What I learn about doing Sales
• Emotions Driven
• Sales Tactics
• Sales Cycles
Science
High Tech High Touch
Programming is a Selling is a

11. The Scientific Sales Process / Cycle

12. Sales Pipeline
Prospecting
Winning
Farming
Fulfulling
Its all about
Conversion Rates

13. Making
approach
ProspectingPipeline(Funnel) Sources And Methods
To Generate Leads
PROSPECT
Hunting
SUSPECT + FACTS
= PROSPECT

14. Where?
14
Natural Market

15. Hunting
One Objective : Set up APPOINTMENTS to meet PROSPECTS
Leads
Generation
Qualifying
Leads
Pre
Approach
Making
Approach
meet
ProspectWhere?
- Online
- Offline
Why? Who?
- Set up
Qualifying
Criterias
When? What?
- Planning When
- Set up Approach
Script
How?
- Telemarketing
- Ground
Canvassing
- Email
- Message

16. Winning
Initial
Meeting
Fact Find
Sales
Presentation
Closing
Attempt
Customers
Prospect
One Objective : Convert PROSPECTS to CUSTOMERS
- Follow up & follow Through
- Meetings
- Taskings
- Selling the FAB to Prospects
- Features
- Advantages
- Benefits

17. Fact Find
When?
• When is the BEST TIME to contact (Call/Email) prospect?
• When should I CONTACT THE PROSPECT AGAIN if my efforts aren’t successful?
What?
• What will the prospect find MOST BENEFICIAL about my products/services
• What INFO could I present
• What’s the BIGGEST PROBLEM the prospect has?
Why
• Why would the prospect be likely to BUY my products/services? (SERVICE)
• Why would the prospect RESIST buying my products/services? (SERVICE)
• Why would the prospect LISTEN/RESPECT me when I approached him/her? (TRUST)
• Why would this person be likely to SET UP AN APPOINTMENT with me? (TRUST)

18. Sales Presentation
1. A Structural And Planned
Promotion Message - FAB
1. Features -
2. Advantages
3. Benefits
2. Info/Knowledge To Prospects:
1. Stimulate Desire And Needs For The
Products
2. Changing Prospect’s Attitude That The
Product Is The Best
3. Motivate/Encourage Prospect To Buy

19. Closing
Techniques
1 Best Close…assume Close
2 Pen Close:
3 Alternative Close:
4 Challenge Close:
5 Ego Close:
6 Negative Close:
7 Guilt Close:
8 Sympathy Close:
9 Pet-dog Close:
10
Last Resort Close:
(As You’re About To Leave….)
11 Pro-con List:
12 Elimination Close:
13 Gift Close
19

20. Farming
Renewal
Referral
Up Sell
Cross Sell
Fulfilment
Servicing
Relationship
Management
Repeated Customers
New Customers

21. Farming
1. Continue to Up/Cross Sell your Customers
2. Ask your customer for feedbacks on what is bought
3. Stay in contact always and use some SFA to track activities
1. Agreed review date/s
2. Birthday greeting
3. Marriage anniversary
4. ‘product’ anniversary
5. Special occasion
6. Etc.
4. Give customer an incentive to come back to buy more
5. Treat each customer as if they were your very first
6. Always be present in customer’s invitation (vise versa)
7. Make use of technology!

22. Sales Process Driven Solutions

23. Situation may change,
but Principles of selling will always stay constant.
You can also be a Sales Winner today.
Charmain Tan
charmain@pearcomms.com