The document, part of '7 Steps 2 Successful Selling' by Joseph Manickaraj, discusses the concept of a 'rainmaker' in business, focusing on effective sales and marketing techniques. It covers fundamental principles such as the eight P's of marketing, sales processes, and customer retention strategies, while emphasizing the importance of attitude and teamwork. The content serves as a training guide for professionals in sales, aiming to enhance their skills and overall effectiveness in the market.

1. RAINMAKER PREPARING The Rainmaker’s Produced by Joseph Manickaraj M A Short Trip Into The World of Sales & Marketing All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

2. Understanding the Term Rainmaker From Wikipedia, the free encyclopedia | Look up rainmaker in Wiktionary , the free dictionary. Rainmaker may refer to: Rainmaking, attempting to artificially induce or increase precipitation Rain dancing, a ceremonial dance that is performed in order to invoke rain Cloud seeding, dispersing substances into the air that serve as cloud condensation or ice nuclei Business Rainmaking, generating new business or additional cash flow Understanding the Term Understanding the Term All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

3. This session helps to? To brush up the already existing knowledge. To provide a refreshing insight to this job. To unlearn. To learn. To evolve. To deliver better than ever. And of course - to be reminded that there is a job at hand to be completed effectively! All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

4. Fundamentals for Business Rainmaker’s! What’s all about Marketing & Sales? Do I have the Selling & Marketing Skills required to handle my job? Do I have clarity on the theory & practices of Effective Selling? How do I become a complete S&M professional? All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

5. Well what’s all about Marketing & Sales then…. OOPS! Let us get on to the basics… All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

6. Marketing “Marketing attempts to understand the needs of the client and to adapt operations in order to meet those needs and achieve greater sustainability. It addresses the issues of new product development, pricing, the location of operations and the promotion of the institution and its products. Marketing is a comprehensive field aimed at strengthening the institution by maintaining focus on the client. In doing so, it creates exchanges that satisfy individual and organisational goals.” - Kotler, 1999 All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

7. Types of Marketing Basic Marketing – Simply Selling Reactive Marketing – Selling followed by feedbacks. Accountable Marketing – Going beyond feedback and improvising on the feedback received. Proactive Marketing – Understanding customer’s current and future needs Partnership Marketing – Making a customer your own sales guy and develop new business through him. All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

8. The Eight P’s of Marketing A Quick Introduction All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

9. The Eight P’s of Marketing Product Design Price Place Promotion Positioning Physical evidence People Process All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

10. The 8 Ps are central to thinking about marketing – from competition analysis to product design. The 8 Ps provide a framework to analyze products and the systems used to deliver them. Originally, marketing experts used only 5 Ps; namely Product design, Price, Place, Promotion and Positioning. In recent years, three more Ps have been added – these include Physical Evidence, People and Process. All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

11. Product Design The specific features, terms, and conditions of the product Gears Icon.jpg Product Design includes - specific features of the product, terms and packaging, Warranties and conditions, concept and target segment etc All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

12. Price Defines the costs which include the offer price, conditions of offer, discount rates, transaction costs associated with a product / service. Natural_Alexandrite_Diamonds_Gold_Jewellery111113817_std.111133711_std.jpg All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

13. Place Clients’ accessibility / proximity to the Company services in various localities or regions of operations. Dubai.jpg Place refers to the accessibility of the services and the distribution mechanism used by the corporate service provider. This includes regional / network branches in target cities and so on. It is important to note that place also covers the business hours which clearly affect the accessibility of the service. All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

14. Promotion Public Relations Direct Marketing Advertising The Marketing Communications Mix Must give consistent, clear compelling company and product messages Sales Promotion Personal Selling All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

15. Promotion World Map.jpg Promotion includes advertising, public relations, direct marketing, and personal selling as well as sales promotions – in short, everything that the service provider does to promote its corporate image and its products. Companies often use advertising through Print media, TV, Radio, Brochures and Posters as well as give-away’s such as diaries, pens, calendars and T-shirts. Prominent billboards and mobile advertisements on vehicles are also used. But perhaps the most common form of promotion used by any Corporate is personal selling which allows the sales agent to explain and discuss the product with the potential client. All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

16. Positioning The customer’s perception of your Company & Services. focus_illusion.jpg Positioning is the effort by the Corporate to occupy a distinct competitive position in the mind of the target customer. This could be in terms of low transaction cost, low price, high quality of customer care, quick turnaround time, professional service, etc. One of the least tangible of the 8 Ps, Positioning is a perception. All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

17. Physical Evidence The physical appearance of the product / service Website, Brochures, Marketing Merchandise, Office Setup, Infrastructure etc., Hotels & Food 13-Oct-06 04-11-48 PM 777x622.jpeg Hotels & Food 25-Jul-10 04-23-58 PM 500x500.jpg Physical Evidence includes the presentation of the product and the systems to deliver it. Physical evidence therefore includes how the branch physically looks, whether it is tidy or dirty, newly painted or decaying. This ‘P’ also covers the physical appearance of the brochures and posters, as well as appearance of the staff. All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

18. People All human interactions involved in conducting the affairs of business. Hotels & Food 25-Jul-10 04-22-48 PM 480x380.jpg People includes how the clients are treated by the people involved with delivering the product – in other words – the employees. It also includes recruitment, internal communications, performance monitoring and training. All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

19. Process How the product is delivered: the steps from “concept to proof’” morning_coffee.jpg Process includes the way or system through which the product is delivered. This encompasses what the client has to do to effect the transaction, how the transaction is processed and documented, the queues or waiting involved, the forms to be filled out, and so on. All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

20. Be_Unique.jpg What is Sales? “ It is a process by which all the marketing activities of the company are complimented during interaction and by showing evidence of features, benefits & advantages of a product to the customer. The action of winning the buyer’s confidence and retaining the customer for as long as possible and culminating to revenue achievements is considered as sales. It is also a process of transferring a ownership effectively” All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

21. Selling Skills & Salesmanship Having a clear understanding on his product, service, concept. Target customers based on the above to achieve individual targets. Create a need or urgency for the product. Convince a customer that his needs are satisfied by the product. Confirm the acceptance to the product. Complete the payment process thoroughly. Maintain proper documentation for after-sales and referral sales. Reporting to the higher-up’s on the market trends and achievements. All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

22. Why do Customers Quit? 1 % - Die 3 % - Move Away 5 % - Form other relationships 9 % - Leave for Competitive Reasons. 14% - Product Dissatisfaction 68% - ‘ATTITUDE’ shown by employees All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

23. ATTITUDE This is the only word in the dictionary which gets 100 marks…. As there are 26 letters in an Alphabet… Let’s value A=1, B=2, C=3 and so on till z=26 NOW let us give marks to the word ‘ ATTITUDE’ A = 1 T = 20 T = 20 I = 9 T = 20 U = 21 D = 4 E = 5 HOW ? Total = 100 Your ATTITUDE determines your ALTITUDE! All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

24. 7 Steps to Effective Sales Prospecting Approaching Presentation Objection Handling Probing Closing After Sales Follow-up All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

25. Prospecting “Prospecting is a process by which you qualify a suspect to become a prospective buyer” Simple steps to identify a prospect begins by making the walk-in talk! Encourage the walk-in to talk using basic questions. Listen more and talk less! During this prepare your pitch at the back of your mind and have a clear road map to approach! All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

26. Approaching “ After qualifying a walk-in to be a prospect, the next step is to approach. This process involves mind mapping the prospects needs vs your product FAB’s” First confirm that he has a particular need for your product or service. Project his needs, create an urgency on your product and the satisfaction he will have by acquiring your product. Get him into confidence to wheel him through your product presentation. All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

27. Presentation “This is a very crucial process by which you compliment all the marketing strategies adopted for the product. It involves clear explanation of your Company & Product Features, Benefits & Advantages” Ensure that the prospect has his full attention to you. Choose a place and time for the same! Ensure that he develops a desire to acquire your product by your presentation! Never give room for any interruption and create strong interest to your presentation! Maintain style and substance in action! All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

28. Objection Handling “This is yet another important part of the sales process. After the FAB’ng , the prospect might have doubts and clarifications. These are construed as ‘objections’ but in reality the prospect will be sending the ‘buying signals’. Keep your antenna up to receive and conclude” Be very attentive to the objections and prepare your answers with a + ve ATTITUDE (refer 100 marks)! Get the customer to agree with your answer every time. When it comes to competitor comparison be polite and never answer negative on your competitor. Instead give a valid comparison and conclude stating that your product is suitable to the customer needs better. If you do not know an answer, inform him that you will get back to him later. Never provide false information. All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

29. Probing “Probing is a technique by which you evaluate the urgency of the prospect and move him to confirm the sale on your terms” Open End Probes: “Do you agree that this product has answered all your questions?” Closed Probe: “We collect our payments as DD or Cash Deposit into our Account. Which is convenient for you?” The probing techniques can be different and used at any point of the sales process. It elicits a definite response from the prospect and clearly helps in identifying the buying signal. Once you get it don’t elaborate on anything more … Just start closing the deal! All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

30. Closing We have now confirmed that the suspect is a prospective buyer and he will surely become your customer. This is a very exciting situation since you can make or break your deal if you ignore the strategies of proper closing! With conviction and confidence recapitulate all the main points where the prospect had posted ‘objections’ and make him to agree and accept that its a win-win situation for both. Never EVER reverse the sale process however you may be tempted. Use ONLY close ended probes and start your paper work without hesitation. After finishing the payment formalities, inform on the after sales process. All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

31. After Sales Follow up Thank your customer for his patronage. Inform him the other formalities on the service & support delivery. Provide him with contact numbers of support department. Encourage him to give you referral leads as he would be willing to do now. Check up if he can be referred with the leads. Finally, congratulate him on the ownership! ….Well then what are you waiting for…. ...make your exit. All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

32. What is a TEAM?

33. TEAM There are various definitions for team… Working as a group! A group of individuals performing a common task! A group of people led by a leader! A group focused on a particular assignment! ….Well let’s see this video All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

34. Teamwork works! All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

35. TEAM T ogether E verybody A chieves M ore! All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

36. Targets It is the estimated volume of business projections that a company plans to secure within a time frame. To set for itself a performance standard by which all plans of the company evolve. Targets help us to work towards a specific goal. It Calibrates the Skill Levels of the Team. It helps to taste success and have a sense of accomplishment. Provides an opportunity to work as a team. Helps to over ride competition and raise the bar. All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

37. Reports Reports on performance are highly mandatory in any Marketing environment. Without the vital information on the performances a Company cannot understand its standards of its acceptance in the market and may not be able to survive competition or make necessary changes to its products or services time to time. The business managers are highly responsible for the prompt delivery of reports to the management. Reports are time bound with periodic review on performance levels so that the final targets are met with ease. Poor reporting reflects absence of professionalism, creates defocus on goals and reflects the inability of the individual to perform. All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

38. Am I a complete Professional? YES ! If you are able to address the right segment. If you confidently present yourself and your company. If you follow the rules / techniques of marketing. If you properly document your interactions. If you send your performance report on time. If you maintain good inter-personal relations with all superiors, peers & subordinates. All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

39. All great journey’s started with the first step…take flight! All Rights Reserved. Part of the ‘7 Steps 2 Successful Selling’ by Joseph M © 2009-2011.

40. THANK YOU This presentation is aimed at addressing the marketing training requirements for people who are interested to know the dynamics of marketing and sales as a career. The presenter has over a decade of sales and marketing experience in various industry verticals in the INDIAN region. Most of the basic principles are universal to all products and regions. This is a part of the 7 steps to Successful Selling by the presenter. If you feel that this presentation has been useful to you kindly send us your appreciation to [email_address] Please visit us @ www.takewingsconsultancy.in The presenter was previously with TWCS™ as an expert consultant till April 2011.