This document provides guidance on developing a SANSKALP sales approach. It outlines key steps in the sales process: Smile & Greet, Analyze Customer Need, Need Based Demonstration, Key to Test Derived, Acknowledge & Eliminate, Lead to Close, Promise a Relationship. Specific techniques are described for each step, such as asking essential questions to understand customer needs and allowing test drives to experience product features. The goal is to increase sales and overcome competition by building rapport with customers and addressing their expectations.

1. PREPARE BY KISHAN LAL SHARMA
FROM MAHINDRA AUTOWHEELS
PVT. LTD.
E-mail:-kishanlalsharma1999@gmail.com

3. S- Smile & Greet Deal.
A- Analysis Customer Need.
N- Need Based Demonstration.
K- Key to Test Derived.
A- Acknowledge & Eliminate.
L- Lead to Close.
P- Promise a Relationship.
Concept 1st

4. 1. Welcome the customer with smile.
2. Greet the customer NAMASKAR.
3. Capture customers’ contact details in CDIF.
4. Offer refreshment (Tea/Coffee).
5. Find common ground to engage customer in a
small talk.

5. 1. It helps you understand the need of the customer.
2. They also allow you to emphasize on right aspects of product
during demonstration.
Essential questions to ask---(if we talk about Auto Motors)
1. Which can do you drive currently ?
2. What do you like about your current car ?
3. How many kms. do you travel daily in your car ?
4. What do you want in your next car ?

6. 1. While giving demo explain the advantages & benefits to the
customer helps him relate to his needs.
2. Product touch & feel helps customers tom experience the
product.
3. Customers is able to connect better with the product features.

7. 1. Features like-Rides & handling drivability , overall visibility can
only be seen during test drive.
2. Allow the customer to experience the features while the vehicles is
in motion.
3. Test drive improve the conversion ratio.
4. Test Drive is mandatory.

8. 1. If customer is raising an objection he is telling you that he is
interested in buying.
2. Listen and acknowledge.
3. Know the top reasons to buy against each competitor.
4. Factors –In – Offers Like Exchange benefits, finance ,warranty
etc.

9. 1. Attempt closure it helps you understand the buyers’ mind-set and
takes the sale forward.
2. Pick up buying signals from customer statements.
Example: “Will I get a delivery on xx-xx-2017(date)”.
Attempt closure by asking question like---
“Sir, may I know the color you are looking for ?”
“Do you need finance for the purchase of this vehicle ?”

10.  Conduct a ceremonial delivery:
1. Decorate the vehicle with ribbons/balloons etc.
2. Click picture while offering keys to the customer & e-mail the
picture to the customer.
3. Offer a box of sweets/chocolates.
 Keep in touch:
1. Contact the customer on the 3rd day after delivery to take his/her
feedback.
2. You must send SMS on customer birthday/anniversary etc.

11. FAB
F- Feature of Products
A- Advantages
B- Benefits
SALES
FABDEPENDS
ON
Concept 2nd

12. Captive Customer:
“Customer’s who will purchase product for personal use”
Hiring Customer:
“customer’s who will purchase product for business
purpose”
Like__For Taxi purpose etc.

15. METHOD OF MAKING APPROACH in sales
Now a days-a different salesmen for making
approach with the prospectus use different methods:
Using the Telephone
Sending to the business card
The personal call without introduction
Writing for an appointment
Sending advance sales letters
Premiums or door openers

16. Major reason for given above information
Increase their self-confidence
Meet customers’ expectation
Increase sales
Overcome competition
Marketing policies
Pricing and payment policies
Product policies
Distribution policies
Promotional policies
Sales knowledge
Company knowledge
Product knowledge
Customer knowledge
Competitor knowledge