This document provides an overview of sales training topics including: - The 3 P's of sales: persuasion, product, and presence. - Understanding the customer and focusing on their needs rather than what the salesperson wants to sell. - Preparing for sales calls by researching accounts, understanding industry issues, and showing how products provide value for customers. - Developing goals, account plans, and competitor analyses to guide sales efforts. - The sales cycle of preparing, searching for accounts, attacking accounts, capturing deals, and delivering on promises. - Techniques for effective account planning, gathering pre-call information, analyzing financial statements, and uncovering customer challenges.

1. 1
Sales Training – Welcome to a Organized
Jungle
By:- Ashish Bhasin
ashbhasin@yahoo.com
Work In progress

2. Prepared by Ashish Bhasin
Deal or No Deal
2
Let us open a fortune
cookies to see who
will get this deal

3. Prepared by Ashish Bhasin 3
3 P’s of Sales
Persuasion
Be appealing in your messaging
Product
Provide Value for what customer is paying
Presence
Be there at every relevant moment

4. Prepared by Ashish Bhasin 4
Why Are we here
skills required to close
deal faster
Understand your
Customer
• change your attitude to
What customer want rather
than what I want to sell
Transform selling from “to
customer” to “for/with
customer”
Always create a Win-Win proposition by focus on customer
requirement

5. Prepared by Ashish Bhasin 5
Where to Start

6. Prepared by Ashish Bhasin 6
Introduction

7. Prepared by Ashish Bhasin
Prepare and set your
ownBIG
goals & targets.
Set your Target

8. Prepared by Ashish Bhasin 8
Setting Goals
Maintain a Goal Sheet and make it a living document.

9. Prepared by Ashish Bhasin
Be passionate
about Your product
or service

10. Prepared by Ashish Bhasin
LOVE your products /services
Enjoy Selling

11. Prepared by Ashish Bhasin 11
What Are you Selling
Sheet 2 :- Please mention all things which you are selling.

12. Prepared by Ashish Bhasin
Sales Cycle
12
Prepare
Search
Attack
Capture
Deliver

13. Prepared by Ashish Bhasin 13
Living Documents for Sales
-Territory
Account
Planning
Key
Account
Plan 1
Key
Account
Plan 2
Key
Account
Plan 3

14. Prepared by Ashish Bhasin 14
Search

15. Prepared by Ashish Bhasin
What to Search
- Sales sees a ocean
- Few of them could be too big to
Handle
- Few would be too fast for me to catch
- Could be a technology incubator
- Remember you can only eat which is
in your ecological pyramid.
15
You need to understand your business and Target
Best fit organization to meet your GOALS…..

16. Prepared by Ashish Bhasin
Searching  F3
- Don’t forget to use F1 keys so that search is useful
- Use Hoovers report
- Use competitors analysis for getting clear picture
- Use internet
- Don’t spent time reinventing the wheel
- Annul Report (Hardly any Sales person recalls it)
16

17. Prepared by Ashish Bhasin
Output of Search file – Target List
17
•List of target customers
which you need to Target.

18. Prepared by Ashish Bhasin 18
Prepare

19. Prepared by Ashish Bhasin
Sales person need to work hard
-It is a high Risk and a high gain sport
-You need to survive current round to go to
next round

20. Prepared by Ashish Bhasin
Why Prepare
• Master blaster Sachin Tendulkar advised young sports
persons to concentrate on games they have selected and
grow steadily through hard work and practice.
• Preparation is not to help you communicate with prospect,
but help you doing meaningful conversion.
• Most important part is we should have good/reliable material
to prepare.
• Hoovers etc
20

21. Prepared by Ashish Bhasin
Show value
What to Prepare ….
Showing EXACTLY how your product or
service will benefit the prospect

22. Prepared by Ashish Bhasin
Exercise Time
• Take companies from your Target list.
• Select 5 companies and list what core strength you can offer
from your selling list,
• Write what Value you can offer to them Sheet 1 in your Excel
sheet
22
Company Name Opportunity Name Core Strength Your Value Statement

23. Prepared by Ashish Bhasin 23
How to prepare

24. Prepared by Ashish Bhasin
Compelling Events
24
Annual Statement and these
reports audited.
• Gives explanation what are the
challenges which customer is
facing.
• Areas where they are investing
- Press Releases
- Companies tend to inform
their customer of new
releases.
-Social Website
- Company websites is source
of lot of information. What
requirement they are looking
for
- Linked/Xing gives you details
of person. It can give you
complete Hierarchy also.

25. Prepared by Ashish Bhasin
Prepare to Win
Preparation is key to the winning the business!
25
57% of the people were NOT prepared for their initial call
• They need to understand MY industry; business
issues needs and best practices
• Put away the generic presentations
• “Know their own business better”
• “Show more respect for my time”
Customers view of people in sales:-

26. Prepared by Ashish Bhasin
Start your Account Plan
26
This is a Living document.
Get
company
Profile
Analyze
Relationship
Strategic
Requirement
Analyze New
opportunity
Map
Decision
process
Analyze
competition
Establish
objective
Develop
Account
Strategy
Coordinate
Action Plan

27. Prepared by Ashish Bhasin
Pre-Call Information Gathering
Company information
What should you be researching prior to any call?
• Industry performance
• Company financial Position
• Company vision
• Stated Goals
• Competitors
• Division Information
• What they are doing
• Problem statement
27
Get company Profile

28. Prepared by Ashish Bhasin
Knowledge
- Knowledge is the factor that connects fragments of
information together
- This creates a mental map and understanding of our clients priorities and
issues
- Knowledge forms meaning from bits of information
- Brings information fragments together to build a compelling story
- Knowledge is more than a load of facts and information
- Demonstrated / Articulated knowledge about our specific clients
needs strength our creditability
28
Get company Profile

29. Prepared by Ashish Bhasin
Defining Business Issues
29
Strategic Requirement
Business
Issues
Desired
Outcome
Value
Metric
Solution ROI Four
Pillars
Unique
Attributes

30. Prepared by Ashish Bhasin
Beyond Commodity – Your Unique Value
30
Unique Value Quantified Non-Tangible
Company
Solutions
Terms
Your Team

31. Prepared by Ashish Bhasin
Competitor Analysis
31
Competitor Analysis

32. Prepared by Ashish Bhasin 32

33. Prepared by Ashish Bhasin 33
Analyze Annual Statement

34. Prepared by Ashish Bhasin
3
4
4 Pillars of Finance

35. Prepared by Ashish Bhasin
Financial Goodness
Add only Variable cost
• How for you, Aricent and Your customer?
Turn Fixed cost into Variable cost
• How for you, Aricent and Your customer?
Reduce Fixed cost
• How for you, Aricent and Your customer?
Make fixed cost Predictable
• How for you, Aricent and Your customer?

36. Prepared by Ashish Bhasin 36
The Customer :- _________________________
Find the amount of Capital Expenditure this year
Are software purchases mentioned explicitly
Find this year depreciation and this year amortization
Find the balance of all prior capital expenditure still on the books as of the
end of the period
Find accumulated depreciation (this period and prior) where shown
Have interest expense (or net interest expense) risen or fallen since last
period?
Find amount of restructuring, write –down or impairment
The Treasure Hunt

37. Prepared by Ashish Bhasin
Income
Statement
Revenue
Costs
Gross Profit
Operating Expenses
Other Expenses
Net Income
Other Income

38. Prepared by Ashish Bhasin
Few Take away
• Will be prepared
• Power of one … Do one more task in a day
38

39. Prepared by Ashish Bhasin 39
Attack

40. Prepared by Ashish Bhasin
Be persistent
Refuse to let go of a GREAT prospect
However should Know when to let
go of a poor prospect

41. Prepared by Ashish Bhasin
Leverage
41
Solution
Your Levers for Discussion :-
• Value which you put on the table through your arguments and
presentation
• Remember if you challenge your customer, he would remember
you when you are making final decision.
Use various Sales tools to get deal closed

42. Prepared by Ashish Bhasin 42
Capture

43. Prepared by Ashish Bhasin
We should listen with
patience and

44. Prepared by Ashish Bhasin
…ask high value questions

45. Prepared by Ashish Bhasin
Framework for Value Statement
Business Issue
Desired outcome
Value Metric
Solution
ROI Four Pillar
Unique Attributes
What your competitor can
offer
45
Competitor Analysis

46. Prepared by Ashish Bhasin
Business Value Create Leverage
46

47. Prepared by Ashish Bhasin
The impact of these challenges
on their business
Uncovering your prospect’s
KEY challenges

48. Prepared by Ashish Bhasin 48
Business Negotiation

49. Prepared by Ashish Bhasin
Workshop Output for Customer Examples
49
Customer 1 Customer 2 Customer 3
Intiative
Compelling
Fiancial Events
Customer
Pluses&minus
Aricent Mgmy
Pluses and
minus
Aricent
Comptetoirs
reaction
Next Steps

50. Prepared by Ashish Bhasin 50
Eat your Pray

51. Prepared by Ashish Bhasin
Take responsibility
and…

52. Prepared by Ashish Bhasin
Correct the problem