Basics of Sales
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The document outlines the 5 Stride Call Process for sales calls. It discusses: 1) Pre-sales preparation including knowing the products, competition, having marketing materials. 2) The 5 steps of the call process: introduction, identifying customer needs, sales pitch, handling objections, closing the sale. 3) Post-sales follow up such as filling reports and follow up calls to drive sales.
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The document discusses several aspects of sales including:
1) Selling has a reputation for hard selling but most sales involve tasks to support the sale rather than direct selling.
2) Sales force organization determines the type and size of sales force which impacts control and profits.
3) Recruitment finds candidates while selection chooses among candidates. Sources can be internal promotion or external hiring.
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Use these 7 Steps in your Logical Selling Process to establish trust & authority in your market and close more sales. The process is tested and proven; you only need to put it into practice to see real results. See more at our website: http://hdbusinessdevelopment.com
Sales planning 2017
The document provides an overview of key topics for sales planning, including objectives, assessing business terrain, customer engagement, positioning the company as a trusted solutions provider, competing to win niche markets, sales strategies, roadmaps, insights, and mindset. The five objectives of sales planning are to assess the business terrain, bring out the company's DNA, create sales priorities, define a sales roadmap, and empower salespeople. Mastering the business terrain involves analyzing strengths/weaknesses, external factors, the industry, and competitors. The document outlines strategies for engaging customers happily, positioning the company as a trusted provider, winning niche markets over competition, and bringing value through sales strategies, roadmaps, and insights.
Sales And Software Consulting Overview
This document provides guidance on developing an effective sales process and proposal for Monarch Consulting and Transformation. It discusses determining a company's readiness for transformation, defining sales roles and responsibilities, developing a sales strategy and process, generating and qualifying leads, and creating winning proposals. The goal is to establish a consistent sales process that streamlines operations and increases accountability and results.
Customer journey mapping seminar
This document provides guidance to sales representatives on strategically guiding customers through the buying journey. It outlines 9 key stages: 1) building need, 2) discovery, 3) consideration, 4) decision, 5) purchase, 6) delivery, 7) usage, 8) retention, and 9) advocacy. For each stage, it provides example messaging, qualifying criteria, success metrics, sales tools, and instructions for updating the CRM with stage-specific details to help reps effectively engage customers and maximize deal conversion and renewal rates. The goal is to align marketing and sales processes to optimize the customer experience at each step of the buying cycle.
Mastering the Outbound Sales Strategy
Outbound sales are quite effective when you are launching a new product or when you want to make the best use of a newly-launched marketing campaign. Defining an ideal customer profile and generating a list of the target audience is one of the most vital elements of an outbound sales strategy.
Outbound sales are effective as long as you are able to draw the attention of the prospect and he is ready to listen to you. While performing outbound sales, it is important to convince the client to just listen to you for the one reason being, it is always said if your product is good, it will sell itself, you just have to put efforts in one direction, that is, putting up the product well in the eyes of the customer.
All the efforts of outbound sales are directed in two directions, first being preparing the customized sales calling script and the other one being outbound sales objection management. In this video, we will discuss everything that you needed to know about Outbound sales- Why, How, and When. We would also cover how NeoDove can help you in your outbound sales.
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Sales Process Preapproach
The document discusses the pre-approach stage of strategic customer sales planning. It involves determining sales call objectives, developing customer profiles, creating customer benefit plans, and developing sales presentations. The pre-approach stage requires strategic problem solving to understand customer needs, develop creative solutions, and arrive at mutually beneficial agreements to create strategic customer relationships. The document also reviews different structures for sales presentations, including memorized, formula, need-satisfaction, and problem-solution approaches. It emphasizes having a plan for opening the sales presentation through statements, demonstrations, or questions.
Sm 8
The document discusses key aspects of sales call planning such as developing a customer profile, customer benefit plan, and sales presentation. It emphasizes understanding a customer's strategic needs, developing creative solutions, and achieving mutually beneficial agreements. Effective sales call planning helps build confidence, foster relationships, and increase sales by addressing the customer's needs.
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Basics of Sales
- 1. The 5 Stride Call Process
- 7. Stages In The Sales Cycle Pre-sales preparation 5 stride process Post sales follow-up Stages Creates readiness to meet the customer Gives structure to the sales call To Ensure complete and correct closure of the sale Why ? Adhere to Beat Plans, List Prospects, Be well groomed, update sales kit Introduction Customer needs identification Sales pitch Objection handling Closing the sale Follow up calls, Collect proper documents, Fill the DSR, Ensure Welcome Kit delivery How ?
- 8. Step 1- Pre sales preparation Knowledge Company, Product, Competition, Processes, Technology, Market Tools DSE 5 stride manual, Sales Kit, Proper application forms, Writing pad and pen, Grooming Dress well (Ironed shirt and pants, polished shoes, wear a perfume), Do not chew gum, supari or paan, Beat plan Follow a beat plan, Should include cold calls, follow-up calls and new leads
- 9. Step 2- DSE 5 stride process Introduction Customer Need Identification Sales pitch Objection Handling Closing the sale Eye contact, Greetings, Self Intro, Purpose of visit Identify what the customer wants by asking questions Suggest a package to the customer based on his requirement Make note and answer the customers queries and objections Gain commitment / Fill in CAF and collect the package amount, documents as required
- 13. Customers buy a product for the benefits that it can offer him DSE 5 Stride Process Sales pitch Advantages that meet the expressed needs of a customer What a feature can do Attributes of a product Mr customer , you would like a booth that occupies very little space , our Pedastal booth is compact in size and made for your specific requirement so as to save space Benefit Triangular in shape , so can fit easily Light in weight Advantage The shape , dimensions , color or price of a product Feature
- 15. 1426.7 ROI = -------------------- x 100 =72% 2000 Sales pitch DSE 5 Stride Process How will you calculate the ROI on a CCB 2000 voucher? Total Revenue collected by operator= 1781.9 / 0.52= Rs.3426.7 Profit= 3426.7- 2000= Rs. 1426.7
- 17. DSE 5 Stride Process Closing the sale
- 22. Thank you and Happy Selling
Editor's Notes
- DO : Use your natural mode of communication for the customer and the DSE as actually used by you in the field Take turns in performing both the roles: Customer & DSE Try to take the middle path in all the role plays DON’T : Avoid taking extreme examples of behaviour as a customer or a DSE Avoid Unusual body language
- e.g. The Chair has Adjustable Handrest What a feature can do The Chair : Handrest can be raised or lowered as desired Advantages that meet the expressed needs of a customer The Chair : Elbows and arms get proper rest and posture preventing aches and undue pressure on the arms