The document outlines strategies for setting and achieving sales targets using the MNOC methodology and discusses the importance of building and managing a sales funnel. It highlights the cost-effectiveness of retaining existing customers versus acquiring new ones and introduces concepts like MCPC, MMPM, and MCPT for optimizing sales. Additionally, it emphasizes the balance between the art and science of selling, aiming for a stress-free approach to sales activities.

1. The Science of
Sales!

2. Based on Market Potential
Based on Market Demand for your
product
Based on our capability to
outreach
How do you fix your
Sales Target?

3. The MNOC Methodology for Sales Targets
What is your Hit Ratio? 20 : 1
How many new customers you want to
acquire?
10
Total no of new contacts / calls on
outreach mode?
20 X 10 = 200
Total no of working days in a month 20
MNOC (Min no of Calls (New) / day) 200 / 20 = 10

4. How do you build a Sales
Funnel?
What is a Sales Funnel?
How do you build a Sales Funnel?
How do you manage a Sales Funnel?

5. Suspects
Lead Magnets
Prospects
Leads
Negotiation
Site Visit / Proposal
Order
Value Bomb
Sales Pitch
Seller’s BATNA
Sales
Funnel

6. Do you understand Drip
Lead Generation ?
Auto Lead Responders

8. How do you leverage
business from existing
customers?
Acquiring a new customer is more expensive than getting more
business from existing customers.

9. MCPC
MCPT
MMPM
MCPC = More Customer Per Customer
MMPM = More Market Per Market
MCPT = More Customer Per Type

10. How do you keep yourself
Stress Free?
The Theory of Karmas of Sales

11. Everyday Sales Karmas
New (4)
MNOC
MMPM
MCPT
Existing (2)
MCPC
CRM
Relationships (2)
Loyalty
SWITS

12. The Art of Selling is fun only if it
sits on the Science of Selling!
Sanjay Singh
sanjay@consult4sales.com
www.youtube.com/consult4sales