The document outlines the steps of a successful sales call:
1. Preparation - The salesperson plans their objectives, evaluates the prospect, and prepares questions and responses.
2. Approach - The salesperson introduces themselves, states the purpose of the call, and asks an opening question to gain attention and interest.
3. Presentation - The salesperson works to uncover the prospect's needs through questions, then matches the product benefits to those needs to find the decisive buying motive.
4. Responses - The salesperson listens to reactions and looks for buying signals from the prospect.
How to be a good Salesman. Knowing how to sell a product is a skill that must be practiced. Good salespeople have a strong work ethic and never give up on a sale. You must know your product, know your customer, and be able to clearly show how your product will improve the life of your customer. Develop a sales pitch that is specific to the needs of your customer and follow up to close the deal. If you are not able to close the deal, continue to develop a relationship with the customer. You may win them over eventually.
Basic selling skills is necessary of people in all walks of life. Our sales training program focuses on effective selling skills. Salesmanship is a skill that can be developed through the learning of good selling techniques.
How to be a good Salesman. Knowing how to sell a product is a skill that must be practiced. Good salespeople have a strong work ethic and never give up on a sale. You must know your product, know your customer, and be able to clearly show how your product will improve the life of your customer. Develop a sales pitch that is specific to the needs of your customer and follow up to close the deal. If you are not able to close the deal, continue to develop a relationship with the customer. You may win them over eventually.
Basic selling skills is necessary of people in all walks of life. Our sales training program focuses on effective selling skills. Salesmanship is a skill that can be developed through the learning of good selling techniques.
Are sales objections stopping you in your tracks?
Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. The best way to deal with this fear and uncertainty is to face the problem head-on and go into meetings and cold-calls prepared to field a wide range of objections. If you start listing out the potential objections you could hear from a prospect, it might seem like the options are endless. How are you supposed to prepare for everything?
Lucky for you, sales objections actually cluster into a few main groups based on your prospect’s underlying beliefs. Once you master handling one objection in a category, you’ll be able to respond easily and effectively to any number of variations on that theme. Keep reading for 5 steps to handle sales objections.
Learn more: http://criteriaforsuccess.com/how-to-handle-sales-objections-5-steps
Are sales objections stopping you in your tracks?
Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. The best way to deal with this fear and uncertainty is to face the problem head-on and go into meetings and cold-calls prepared to field a wide range of objections. If you start listing out the potential objections you could hear from a prospect, it might seem like the options are endless. How are you supposed to prepare for everything?
Lucky for you, sales objections actually cluster into a few main groups based on your prospect’s underlying beliefs. Once you master handling one objection in a category, you’ll be able to respond easily and effectively to any number of variations on that theme. Keep reading for 5 steps to handle sales objections.
Learn more: http://criteriaforsuccess.com/how-to-handle-sales-objections-5-steps
To understand psychology in selling, buying decision process and buying situations
To learn communication skills, sales knowledge, and sales related marketing policies
To understand personal selling process
To learn about negotiation
Traditional selling process comprising of 7 steps is mentioned in this PPT. The difference between solution selling and Insight selling is brought to light. Referred Harvard Business Review and other leading Journals for making this PPT.
A workshop delivered by Deena Zenyk, Principal Consultant at Influitive, focused on how to get your colleagues on board with an advocate marketing program.
"Sales - The new need of Life" represents my seniors experience. Many literature on sales are also used in our day to day experience, though its theoritical but its practical too and may lead to success if implemented accurately.
Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
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Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
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Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
Unveiling the Secrets How Does Generative AI Work.pdfSam H
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
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Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
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LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
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2. Steps of a Sales call
Call Steps Salesman's Action Prospect's Decision
Find / Identify /Qualify / Classify
Prospection
/Categorize
Analyze / Study / set objective
Preparation
Plan / Define
Secure access / gain attention / Willing to see / to
Approach
awake interest listen
Find out needs / buying motives /
Presentation Wants / will benefit
present benefits
Listen to responses / reactions/ buying
Responses Understands
signals
Needs / wants will
Close Ask for order / commitment
benefit
Post - call Follow through / evaluate
3. Evolution of the Sales Process
Prospecting Customer Retention
Pre-approach Pre Database/Knowledge management
Approach Relationship Selling
Presentation Marketing
Overcoming Objections Problem Solving
Closing Adding Value
Following‐up Relationship Maintenance
4. Steps of a Sales call
First Step
• Identify the target market
• What segments exist in my territory?
• Who are the potential buyers in these segments?
5. Steps of a Sales call
Second Step
Find the potential prospects:-
Records
Superior
Observations
Non – competing sales persons
6. Steps of a Sales call
Third Step
• Qualify the prospect:-
• Needs
• Financial ability
• Buying decision
• Potentiality
7. Steps of a Sales call
Fourth step
• Evaluate user status:-
• Current user
• Lapsed user
• Competitor user
• Non – user (of class)
8. Steps of a Sales call
Fifth step:
• Classify your prospect according to:-
• Specialty
• Potentiality
• Adoption sequence
9. Adopter categories
Adopters
Early Late
Innovators: venture some Early Late majority :skeptical
adopters: respected Laggards : tradition-bound
Early majority: intentional
Age Younger Older
Education Well educated Less educated
Income Higher Lower
10. Adopter categories
Adopters
Early Late
Social relationships: Innovators : within wide Totally local
within or outside experience
community Others: more localities
Social status Higher Lower
Information sources Wider variety, many media Limited media exposure,
rely on local groups
11. Preparation
First Part:
• SMART Objectives:
Specific
Measurable
Ambitious / Realistic
Triggering action / Decision
• Yardstick to measure your success:
Factor, data, etc. obtained from reliable sources
12. Preparation
Planning the call:
How do you want to proceed?
Find out best time to see customer
Prepare Approach
Questions / to uncover needs and verify assumptions
Benefits to satisfy needs
Responses to possible reactions
Use of visual aid
Ways of closing / gaining commitment
Preparation enhances confidence and lead to more sales
13. Planning your call strategy
How are you going to achieve your objective?
I. Finding out the best time.
II. List all of your products strong sales features, benefits, and
your competitive advantages.
14. Planning your call strategy
How are you going to achieve your objective?
III. Analyze your competitors:
Who are your competitors?
What are the strengths of your competitors?
Why do people buy from competitors?
What are their weaknesses?
Why do customers buy from you and not from competitors?
What are your competitors doing right?
How can you imitate their success?
15. Preparation
Prepare:
Approach
Questions to uncover needs and verify assumptions
Benefits to satisfy needs
Responses to possible reactions
Use of visual aid
Ways of closing / gaining commitments
17. Approach
Main goals:
To gain the prospect's attention
To stimulate the prospect's interest
To provide a smooth transition into the presentation
18. Approach
Three parts of approach
Introduce yourself and whom you represent
The purpose of your call
A question
20. Approach
Avoid negative "Suicidal" approach:
To apologize in the beginning
To refer to last negative visit
To start asking (How is business?) or (May I help you?)
To begin with close-ended question
22. Approach
Approach Techniques:
Utilizing your call objective(s):
"Good evening Dr. Ali ,summer season is about to start.
When do you need your next order of Parentral Infusions to cover
this season?“
"Good morning Mr. Salama I am calling on you today to talk
about the new Swiss watch. What are you looking for in a good
watch?“
23. Approach
Approach Techniques:
Utilizing a prospect's needs (known or unknown)
"Good afternoon Mr. Ahmed. I am here today to find out what
is your requirement from us to increase the productivity of your
staff?“
"Good morning Dr. Hassan I am calling on you today to solve the
problem of the expiry date. How many expired packs do you
have?“
24. Approach
Approach Techniques:
Utilizing a product and / service benefits:
"Good morning Mr. Saad. We offer a 120 days credit facility for
orders placed prior to July 31St . How many packs would you like to
have?“
"Good afternoon Dr. Salwa. We are granting 20% free goods
which mean an increase in your profit. How many packs would
you like to order?"
25. Presentation
Main Purpose:
• To "zero in" on the customer's needs / buying motives with
the features and benefits of our proposal (product).
• To be built on a positive two way communication.
26. Presentation
• First half of presentation:
To uncover customer's needs by effective use of questions.
• Second half of presentation:
To start matching product benefits with customer's needs /
wishes in order to find the decisive buying motive.
27. Presentation
Second half of presentation:
We define:
• the feature of our product- what it is / has
• as many benefits of our product as possible (6 buying motives!)
what it can do
We look for:
• the customer's buying motive and match our benefit with his
need
28. Do Remember!!
You do not sell But you sell the idea of
Food Tasty & healthy meals
Clothes Attractive appearance
Books Information
Your ticket Enjoyment and fun
Computer Management & control
Blanket Warmth
Furniture Comfortable home
29. Practice Session – Products
It causes acid suppression
(F)
This promotion will lead to increased business results
(B)
It consists of a full range of dosages forms
(F)
The slow – release form improves patient compliance
(B)
30. Practice Session – Products
It is highly recommended by Prof. Hassan Hosny
(B)
Your product has a pleasant taste
(F)
It works within 10 minutes
(F)
This product can administered once daily
(B)