This document discusses key aspects of effective sales processes. It outlines that: 1) Sales requires more than just selling a product - it involves lead generation, qualifying opportunities, understanding customer needs, and closing deals. 2) Important salesperson traits include strong communication, listening, patience, perseverance, and multitasking. 3) Lead generation should involve finding potential customers through LinkedIn and informal messaging before discussing products to avoid "cold calling".

1. Effective SalesMohammad Fahad Abbasi
Account Manager-Spirent Communication
abbasifahad@gmail.com

2. What's the BIG DEAL
• Any one can do Sales
• But not every one can follow Sales Process
• “Sales” is not just about “selling” a product
• A lot goes behind before we actually “sell”
a product
• To do all behind the scene activity you need
sales person

3. Important Aspects of
Sales Person
• You Must be good communicator
• You Should be a very good listener
• You should be patient
• You should be perseverant
• You should be multi-tasker

4. Sales Process- Lead
Generation
How to find the right person?
• Never DO “Cold Calling”
• First understand your product and then try to find
users of that product.
• The more time you invest in finding the right people
the greater your chances of Sales.
• LinkedIn by far is the best tool to find right people
• Make a connection on social platform and exchange a
few informal messages
• You are no longer a “complete” stranger to your
prospective client

5. What NEXT
• Talk about your product.
• Use the bottom line of your product. You must
be able to explain your product in 2-3 lines
max.
• If he says “NO” you should be happy that it is
informed NO and you do not need to pursue this
lead further.
• If he says “YES” you should be ecstatic.
-Customer will only say “YES” if he is able
to relate your product with his current/future
need.

6. Opportunity
• Once you get a “Yes” your Lead becomes
an Opportunity
• In this stage your “listening” power comes
to action
• Listen carefully to the needs of customer
and how he thinks your product fits with
his needs.
• The biggest challenge is to have NO GAP
in your’s and customers understanding.

7. Ask the Right Question?
• Almost all the customer will tell you that
they need your product/Solution
immediately.
• Not everyone says the “truth”
• Here Sales Person business acumen come
into play.
• Here your relationship/trust with the
customer comes into play
• But more importantly your ability to Ask
“right” questions comes into play.

8. Time Frame
• Sales person should be able to judge the
time frame when this deal is going to close
• Based on this judgement a lot of things will
depend.
• Your sales forecast numbers
• How much effort you should put in
• Where in the priority list this opportunity
should lie

9. Patience and Perseverance
During the Time Frame
• You should be patient enough to listen and
re-listen to customers queries and answer
them.
• Keep pursuing your customer.

10. HAPPY $$ELLING!!