Selling skills

1. “Sell on Cell”, Telecalling workshop
 Improve your skills, improve your earnings.
 20 SMSes & 70 CALLS

2. Trishul scene
 Most important word by AB.
 Present output, profit/loss to customer
 10x10 formula
 Your competition = U / comfort zone

3. How to take telephonic
appointments?
 Shocking statement within first 15 secs
 Be different
 Be very confident
 Talk as if you are telling , not asking
 Rehearse well
 Keep script in front of you
 Don’t discuss details , take only apt
 Get basic data ( sal, age, marital status, kids etc)

4. How to take telephonic
appointments? Contd….
 No noise around U
 Call from own cellphone only
 Have notebook & pen/pencil handy
 Ask for reference if customer is not interested ,
lucky draw scheme
 Take customer’s first name/Mr surname
 10am-11am general/ 6-7 pm HNI

5. Cell attitudes
 It is far more cost effective than field sales
 It is immediate, no appointment necessary
 It is one-to-one (personal)
 Have a smile ON while dialling
 U r MDRT & don’t need this call for your
business
 Next call schedule to maintain strictly

6. 1. Adopt the Right attitude
 F eel successful
 A ct successful
 and you will Be successful
 Enjoy selling by phone

7.  Focus on the customers’ needs not your wants
 Keep records of all calls
 Keep your promises
 Follow up relentlessly/timely
1. Adopt the Right attitude (Contd.)

8.  Smile
It takes only a second, but can last a lifetime.
It is the shortest distance between 2 people.
It is a little curve that puts everything straight.
 Enthusiasm (I am sold myself )
Most important ingredient in voice modulation.
Eg. Gold biscuits on road
1. Adopt the Right attitude (Contd.)

9. 2. Drive yourself to success
 Set personal goals
 What number of calls will you make today
 What number of appointments will you take
 Challenge others in your team to a competition
 Reward yourself when you reach “your”
process target or goal

10. 3. Have belief in yourself
 Have belief in YOU and YOUR Products
(enthusIASM = ???)
 Knowledge breeds confidence
 KNOW everything about your products
 Uncertainty breeds uncertainty
 Ask for references (30:10:30)

11.  Stand up for important calls : (incoming and
outbound)
 The brain can think 2-3 times faster when you
are standing up
 You feel more forceful and alert
 It can also stop interruptions from other people
as they can see you are making an important
call
3. Have belief in yourself (Contd.)

12. 4. Never ASSUME
 Listen to the customer carefully
 NEVER ASSUME, for if you do -
You make an ASS out of U and ME
 When God created man, he gave us two ears
and one mouth, use them in that order!
 Avoid interrupting

13. 5. Develop good verbal skills
Communication = Words + Tone + BL
55/7/38

14.  Don’t Shout
 Don’t talk quickly
 Be sincere
 Get the prospect to say “YES” often in your
conversation
 Nod your head as you ask a positive
question
5. Develop good verbal skills

15.  Use POSITIVE LANGUAGE
 “I am sure” or “I am certain” or “I know”
 Not “maybe”, “perhaps” or “possibly”
 Ask questions often to keep control and get
feedback
 Use closing questions like “wouldn’t you?”,
“isn’t it?” and “won’t you?”
5. Develop good verbal skills

16. 6. Be prepared
 P roper
 P lanning
 P revents
 P athetically
 P oor
 P erformance

17. 6. Be prepared
 In order to make calls, get appointments, you
must KNOW:-
– Your industry
– Your company
– Your product/service facts, features and benefits
– Your company’s history and personnel
– Your prices and forms
– Your competitors
– Record of all calls made/recd
– To update your diary regularly

18. 7. Close each call professionally
 Thank them for the appointment/time
 Ask for help (If appropriate)
– how to find address etc
 Close the call on a pleasant note
 Get references from “No apt” calls
 Put the phone down last

19. Prashant Sawant
 Global training group
 www.prashantsawant.com
 9820408795
 Mumbai
 prashant@prashantsawant.com