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Presentation on Sales Process
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- 2. SALES PROCESS Mock Session- Sales Pitch - Sales Process
- 3. INTRODUCTION TO SALES NOTHINGHAPPENS IN THE WORLD UNTIL SOMEBODY SELLS SOMETHING TO SOMEONE
- 4. KEY SUCCESS DRIVERS •Positive Attitude • Keep Working on Improving Selling Skills daily • Product Knowledge • Understand Product Buying Motives for a customer • Communication Skills • Handling Customer Problems • Goal Setting • Passion
- 5. SALES OBJECTIONS • Howcan I reduce objections • How can I build relationships • How can I get past Gatekeepers • How do I know who is the decision Maker • How can I gather business information
- 6. SALES PITCH GUIDELINES •Attention gaining • Interest • Desire • Conviction • Action
- 7. SALES PROCESS • OpportunityStage • Pre - Approach • Communication • Interaction with Customer • Opportunity Analysis • Presentation • Evaluation • Negotiation • Gaining Commitment • Follow up • Closing
- 8. OPPORTUNITY STAGE • LeadGeneration Tools • Internet • Cold Calling • Directories • News Papers and Advertisements • Referrals • Client List • Events • Networking • Chambers of Companies • Magazines
- 9. PRE – APPROACH •Doing Proper Homework • Identifying highest probability of success • Industry knowledge • Prospect knowledge • Knowing needs and wants • Payment records • Easy to talk to warm • Selling Objectives “Failure to Prepare is Preparing to Fail”
- 10. INITIAL COMMUNICATION • Tosucceed in Sales we must overcome the inherent objections in the mind of every buyer including lack of interest , skepticism and resistance • Customer point of view • Building a Credibility statement • Clarity of Thought • Personalization • Enthusiasm • Referral • Creative Approach • Getting past the Gatekeeper Barriers
- 11. INTERACTION WITH CUSTOMER •Do not Rush to talk • Build a Rapport with the customer • Project Confidence • Pay attention to Personal Appearance • Avoid using I • See Customer point of view ,understand his pain areas • Develop Listening Skills , don’t pretend to listen • Make people feel genuinely important • Understand the Dominant buying motive of a customer • Understand the Emotional Motive • Stay Focused
- 12. BUILDING TRUST WITHCUSTOMERS The secret of influencing people lies not so much in being a good talker as in being a good listener , most people in trying to win others to their way of thinking do to much talking themselves , let the other people talk themselves out, they know more about their business problems than you do, so ask them questions ,let them tell you a few things
- 13. CUSTOMER DISCUSSION TIPS •Attention Getters • Credibility Statement • Why Talk statements The first 10 words are more important than your next 5000 Senten ces that sell
- 14. OPPORTUNITY ANALYSIS • MostCritical Phase • Managing Prospect Base • Determining Prospect Potential • Where Next in the journey with him • Does he the have the resources • Is his need or want great enough • Determining his buying timeline • Is he the decision maker incase it’s a partnership or in a case of a chain of outlets
- 15. CREATING CUSTOMER SOLUTIONS •Exceeding Customer Expectations • Get the Product Online and working • Technical Support • Training • Demonstration The Sales Person job is to persuade people to want what they already need
- 16. CUSTOMER EVALUATION • Signalsoff Buying Motive • Relax • Lean towards you • Nodding • Admire • Be more Pleasant • Step back and thinks • Ask questions like do you install it or on service or on training • Ask Trial Closing Questions to know more deeper
- 17. CUSTOMER EVALUATION • WarningSignals • Frown • Tense • Leaning Back • Keeping Distance • Not attentive • Change in Tone • Picking up unrelated files ,documents ,getting distracted • Looking here and their and not showing interest
- 18. NEGOTIATION • Gather asmuch information thru Sales Process • Reaching consensus • Winning means meeting key objectives and not conquering • Handling Objections • Self Belief that your product is the best • Be Enthusiastic • Use good human skills • Persuade, don’t be manipulative • Avoid arguments • Ask Questions • Show Respect • Thing logically and not emotionally
- 19. GAINING COMMITMENT • EntireSales Process is all about gaining commitment • No Magic formula • Doing the entire process right will get you commitment in the end • Direct Questions • Next Step • Suggesting Alternatives • Getting Agreement • Showing Urgency in Closing • Ask for Referrals
- 20. FOLLOW UP • Stayin Touch • Be Available for Support • Keep customer updated on new technology • Keep avenues open for cross-selling • Create Database of customers • Create clear lines of communication • Exceed expectations
- 21. CLOSING • Avoid usinga Formula • Use Approach as per Customer • Rehearse • Guiding the Customer • Objection Handling • Reach a Conclusion • Close the Sales • Thanking the Customer
- 22. HANDLING OBJECTION • AppearsComplicated at first • Creates Mental roadblocks in our mind • Creates animosity if not handled well • Build Relationship with Customer • Never tell Customer that he is wrong • Avoid Arguments • Explain • Educates • Provide Evidence
- 23. DEVELOPING RIGHT ATTITUDE •How to Develop it • Keep Knocking • Be Persistent • Positive Attitude versus Negative • Read • Listen to Videos • Talk to Passionate People • Time Management • Set Goals • Vision
- 24. SALES KEY PERFORMANCE INDICATORS SalesFundamentals and Strategy
- 25. SALES FUNDAMENTALS Reporting Guidelines Givingthe Right Impression List Generation Territory Planning Demo Norm Time Management Target Setting Exercise Incentive Program
- 26. REPORTING GUIDELINES • MorningReporting as per office timings for Team • Planning and Discussion with Key Stakeholders • Whatsapp Format to be shared to team for business reporting to Key Personal • Format for Evening Reporting ( company will support in taking DCR details from Team)
- 27. GIVING THE RIGHTIMPRESSION • Need to build confidence in Salon Owner buy building presence and confidence boosting measures • Formal Wear • Personal Grooming and Hygiene • Tie make you look the part • Dress with care
- 28. LIST GENRATION • Listdown clients visited during end of the day in his diary • Location wise list to made • Area Wise Consolidation to be done • Territory list to be consolidated • Weekly Updating to happen
- 29. TERRITORY PLANNING • PlanningExercise • Zoning • Allocation • Route Planning • Coverage Norms
- 30. DEMO NORMS • Targeting5 Demos to Business Owners • 15 visits to be made daily
- 31. TIME MANAGEMENT • Prioritizeyour work • Maintain Time log • Break down your task • Allocate Time • Analyze and review • Use Time Wisely
- 32. TARGET SETTING EXERCISE •Lets Discuss
- 33. INCENTIVE • Point System •Payout Norms • Super Incentive for Top Performers • Growth Curve