Selling Skills - Quick Selling techniques. Subconscious selling techniques. How you build relationships for long term. How you upsell. What should entrepreneurs focus on. How should start ups sell more.
A joint effort undertaken by IMS Consulting Group and the Organization of Pharmaceutical Producers of India (OPPI), this white paper offers a glimpse into the findings of a survey with key management personnel in India’s pharmaceutical market about Sales Force structures within the context of changing sales models in the Indian pharma industry.
A joint effort undertaken by IMS Consulting Group and the Organization of Pharmaceutical Producers of India (OPPI), this white paper offers a glimpse into the findings of a survey with key management personnel in India’s pharmaceutical market about Sales Force structures within the context of changing sales models in the Indian pharma industry.
OTC Drug marketing is a different ball game all together than the ethical sales promotional model, being used by the pharmaceuticals companies. As the core idea of OTC Drugs marketing is pushing of sales, the sales promotion model has to be different. This presentation outlines a sales promotional model for the OTC Drug marketers in India.
Indian Pharma Market - Sales Highlights of May 2015Anup Soans
Indian Pharma Market (IPM) - Major Highlights of May 2015
........................................................................................
IPM clocked 7717 Crs in May 2015
IPM grew at 11.0% for the month of May 2015
...............................................................................................
Top IPM Companies:
Among the top 10, Sun grew by 19.9% followed by Cipla at 15.4% & Abbott at 13.2%
............................................................................................
23 companies crossed the growth of IPM in May among top 50
.......................................................................................
In the top 50, Akumentis had the highest growth of 29.1% followed by Glenmark at 28.9% & Torrent at 27.0 %
...........................................................................................
25 Companies grew at more than 10% among the top 50
................................................................................................
Among the 11-20 ranked, Glenmark has the highest growth of 28.9% followed by Torrent at 27.0% & Aristo at 21.7%
...........................................................................................
Among the 21-30 ranked, MSD* had the highest growth at 23.9% followed by Wockhardt 21.2% & Alembic at 15.1%
.....................................................................................................
Among the 31-40 ranked, Akumentis has the highest growth at 29.1% followed by Merck at 21.3% & Bharat Serums at 18.7%
................................................................................................
Among the 41-50 ranked, Allergan has the highest growth at 26.8% followed by Wallace at 11.6% & Apex at 11.5%
.............................................................................
Among the 51-60 ranked, Eli Lilly grew at 34.4% followed by Troikaa at 27.0% & Centaur at 23.7%
.....................................................................................
Among the 61-70 ranked, Boehringer grew at 61.1% followed by Fresenius Kabi grew by 53.9% followed by RPG at 29.6%
..................................................................................
Glenmark enters the 2000 Cr mark, Natco 100 Crs on MAT Basis
.......................................................................................
Indian Vs. MNCs
Indian companies grew at 11.2% Vs. 10.2% for MNCs in May 2015
..................................................................................................
Among the top 50 in MNCs, Allergan grew by 26.8% followed by MSD* at 23.9% & Merck at 21.3%
...................................................................................
Under the Non-NLEM category Indian Companies grew at 4.7% whereas MNCs grew at 6.9%
....................................................................................
DPCO, Non DPCO & Non-Scheduled Para 19 Market:
DPCO containing molecules market grew at
Indian Pharma Market - July 2015 HighlightsAnup Soans
IPM clocked 8328 Crs and grew at 12.9%
..............................................................
Among the top 10, Lupin grew by 25.1% followed by Sun*at 21.8% & Pfizer at 17.2%
.................................................................................
Among top 50 co's, 19 co's crossed the growth of IPM
..........................................................................
Among the top 50, AstraZeneca has the highest growth of 36.1% followed by Bharat Serums at 34.6% & Intas at 32.6 %
......................................................................................
25 co's showed growths more than 10% among the top 50
.........................................................................
Among the 11-20 ranked, Intas has the highest growth of 32.6% followed by Glenmark at 30.9% & USV at 21.7%
..........................................................................................
Among the 21-30 ranked, MSD* has the highest growth at 30.6% followed by Wockhardt 30.2% & Novartis at 14.1%
...................................................................................
Among the 31-40 ranked, AstraZeneca has the highest growth at 36.1% followed by Bharat Serums at 34.6% & JBCPL at 22.8%
............................................................................................
Among the 41-50 ranked, Wallace* has the highest growth at 17.8% followed by Win-Medicare at 9.8% & Fourrts at 9.3%
...................................................................................................
Among the 51-60 ranked, Boehringer grew at 84.0% followed by Troikaa at 35.4% & Eli Lilly at 32.3%
..............................................................................................
Among the 61-70 ranked Fresenius Kabi grew at 60.6% followed by RPG at by 34.3% followed by TTK at 21.6%
...............................................................................
Intas moves to No 11 & Novartis to No 21, Eris to 29th , Hetero to 40th Rank in the IPM as on MAT July 2015. DRL crosses the 2000 Cr mark with the addition of UCB portfolio that had been acquired
...............................................................................
Wallace enters the 400 Cr Club on MAT basis
Customer Service PowerPoint PPT Content Modern SampleAndrew Schwartz
163 slides include: understanding the basics of effective customer service, knowing customer wants and expectations, the 4 steps to super service, what to say and addressing excuses, implementing a program and examining behaviors, 7 practical steps to customer service, performance standards and quality, looking to the future, Q& A's, increasing customer satisfaction, the top ten customer complaints, the five most common customer requests, 4 steps to super service, how to's and more.
Words are incredibly important in sales, so we wanted to learn which words are most important. It turns out these 13 words are some of the best to close deals and earn prospects trust.
A quick slideshow to enforce some of the basics of giving good customer service in a call center. I made a few modifications to it so I hope this one is better liked. :)
Careers in Management - A new vistas.pptxSarang Bhola
The presentation depicts career opportunities to UG students specially thinking to pursue career in Management Domain.
Presentation narrates the mantra of success. It unfolds the careers on demand right now, careers in digital marketing, careers in business analytics and training and development.
The presentation promote the concept, 'Think Differently' .
The Weekend MBA - Wizards of Dalal Street - Analyse India Learning SeriesHarsh Doshi
The Weekend MBA in Investing.
We are starting with a weekly post under Analyse India Learning Series – The Weekend MBA in Investing.
What is it ?
There is so much of content available on various media like youtube, blogs, podcasts etc. But the maximum hits are on the worst possible content.
Over the last 10-15 years a lot of great content is freely available on Investing in an Indian Context.
I was part of a few podcasts on the www.stoicinvesting.com podcasts and there are some amazing ones on that site thanks to Puneet and Manish.
There are many such interesting resources now available thanks to many investors,fund managers, individuals willing to share their views.
In this Series we will be curating some of the best content which is available mostly for free or in form of books.
I initially thought of creating a total collection but realized such a document only gets downloaded but never used well.
So what we will be doing is every week for the next many weeks we will be sharing One Post which you can go through over the weekend.
The Focus is going to be only Indian Origin Content.
Chapter 1 - Selling to Zebras
How would it feel if you could spend more time pursuing prospects that you knew you could win? How would it feel to spend time with those prospects where it matters most—at an executive level? How would it feel if you could get home on time at night and be more involved with family and friends?
If you are like most salespeople and you waste 85 percent of your energy on prospects that are poor fits for your product or service, company, or sales strategy, your best chance to improve your sales, build a stable of happy customers, and have a life outside of work is to find your Zebra and develop a method for selling to it. We will show you how!
LX Capital was found in year 2009 by a group of bankers and Forex experts and is now one of the fastest growing and most respected companies in the industry.
The conversation around diversity has traditionally focused on gender and race, however the best teams I’ve ever worked in are diverse in many other ways. In this session, I’ll share lessons learnt from creating innovative product teams that excel at finding forward thinking solutions - by leaving their disciplinary baggage at the door.
OTC Drug marketing is a different ball game all together than the ethical sales promotional model, being used by the pharmaceuticals companies. As the core idea of OTC Drugs marketing is pushing of sales, the sales promotion model has to be different. This presentation outlines a sales promotional model for the OTC Drug marketers in India.
Indian Pharma Market - Sales Highlights of May 2015Anup Soans
Indian Pharma Market (IPM) - Major Highlights of May 2015
........................................................................................
IPM clocked 7717 Crs in May 2015
IPM grew at 11.0% for the month of May 2015
...............................................................................................
Top IPM Companies:
Among the top 10, Sun grew by 19.9% followed by Cipla at 15.4% & Abbott at 13.2%
............................................................................................
23 companies crossed the growth of IPM in May among top 50
.......................................................................................
In the top 50, Akumentis had the highest growth of 29.1% followed by Glenmark at 28.9% & Torrent at 27.0 %
...........................................................................................
25 Companies grew at more than 10% among the top 50
................................................................................................
Among the 11-20 ranked, Glenmark has the highest growth of 28.9% followed by Torrent at 27.0% & Aristo at 21.7%
...........................................................................................
Among the 21-30 ranked, MSD* had the highest growth at 23.9% followed by Wockhardt 21.2% & Alembic at 15.1%
.....................................................................................................
Among the 31-40 ranked, Akumentis has the highest growth at 29.1% followed by Merck at 21.3% & Bharat Serums at 18.7%
................................................................................................
Among the 41-50 ranked, Allergan has the highest growth at 26.8% followed by Wallace at 11.6% & Apex at 11.5%
.............................................................................
Among the 51-60 ranked, Eli Lilly grew at 34.4% followed by Troikaa at 27.0% & Centaur at 23.7%
.....................................................................................
Among the 61-70 ranked, Boehringer grew at 61.1% followed by Fresenius Kabi grew by 53.9% followed by RPG at 29.6%
..................................................................................
Glenmark enters the 2000 Cr mark, Natco 100 Crs on MAT Basis
.......................................................................................
Indian Vs. MNCs
Indian companies grew at 11.2% Vs. 10.2% for MNCs in May 2015
..................................................................................................
Among the top 50 in MNCs, Allergan grew by 26.8% followed by MSD* at 23.9% & Merck at 21.3%
...................................................................................
Under the Non-NLEM category Indian Companies grew at 4.7% whereas MNCs grew at 6.9%
....................................................................................
DPCO, Non DPCO & Non-Scheduled Para 19 Market:
DPCO containing molecules market grew at
Indian Pharma Market - July 2015 HighlightsAnup Soans
IPM clocked 8328 Crs and grew at 12.9%
..............................................................
Among the top 10, Lupin grew by 25.1% followed by Sun*at 21.8% & Pfizer at 17.2%
.................................................................................
Among top 50 co's, 19 co's crossed the growth of IPM
..........................................................................
Among the top 50, AstraZeneca has the highest growth of 36.1% followed by Bharat Serums at 34.6% & Intas at 32.6 %
......................................................................................
25 co's showed growths more than 10% among the top 50
.........................................................................
Among the 11-20 ranked, Intas has the highest growth of 32.6% followed by Glenmark at 30.9% & USV at 21.7%
..........................................................................................
Among the 21-30 ranked, MSD* has the highest growth at 30.6% followed by Wockhardt 30.2% & Novartis at 14.1%
...................................................................................
Among the 31-40 ranked, AstraZeneca has the highest growth at 36.1% followed by Bharat Serums at 34.6% & JBCPL at 22.8%
............................................................................................
Among the 41-50 ranked, Wallace* has the highest growth at 17.8% followed by Win-Medicare at 9.8% & Fourrts at 9.3%
...................................................................................................
Among the 51-60 ranked, Boehringer grew at 84.0% followed by Troikaa at 35.4% & Eli Lilly at 32.3%
..............................................................................................
Among the 61-70 ranked Fresenius Kabi grew at 60.6% followed by RPG at by 34.3% followed by TTK at 21.6%
...............................................................................
Intas moves to No 11 & Novartis to No 21, Eris to 29th , Hetero to 40th Rank in the IPM as on MAT July 2015. DRL crosses the 2000 Cr mark with the addition of UCB portfolio that had been acquired
...............................................................................
Wallace enters the 400 Cr Club on MAT basis
Customer Service PowerPoint PPT Content Modern SampleAndrew Schwartz
163 slides include: understanding the basics of effective customer service, knowing customer wants and expectations, the 4 steps to super service, what to say and addressing excuses, implementing a program and examining behaviors, 7 practical steps to customer service, performance standards and quality, looking to the future, Q& A's, increasing customer satisfaction, the top ten customer complaints, the five most common customer requests, 4 steps to super service, how to's and more.
Words are incredibly important in sales, so we wanted to learn which words are most important. It turns out these 13 words are some of the best to close deals and earn prospects trust.
A quick slideshow to enforce some of the basics of giving good customer service in a call center. I made a few modifications to it so I hope this one is better liked. :)
Careers in Management - A new vistas.pptxSarang Bhola
The presentation depicts career opportunities to UG students specially thinking to pursue career in Management Domain.
Presentation narrates the mantra of success. It unfolds the careers on demand right now, careers in digital marketing, careers in business analytics and training and development.
The presentation promote the concept, 'Think Differently' .
The Weekend MBA - Wizards of Dalal Street - Analyse India Learning SeriesHarsh Doshi
The Weekend MBA in Investing.
We are starting with a weekly post under Analyse India Learning Series – The Weekend MBA in Investing.
What is it ?
There is so much of content available on various media like youtube, blogs, podcasts etc. But the maximum hits are on the worst possible content.
Over the last 10-15 years a lot of great content is freely available on Investing in an Indian Context.
I was part of a few podcasts on the www.stoicinvesting.com podcasts and there are some amazing ones on that site thanks to Puneet and Manish.
There are many such interesting resources now available thanks to many investors,fund managers, individuals willing to share their views.
In this Series we will be curating some of the best content which is available mostly for free or in form of books.
I initially thought of creating a total collection but realized such a document only gets downloaded but never used well.
So what we will be doing is every week for the next many weeks we will be sharing One Post which you can go through over the weekend.
The Focus is going to be only Indian Origin Content.
Chapter 1 - Selling to Zebras
How would it feel if you could spend more time pursuing prospects that you knew you could win? How would it feel to spend time with those prospects where it matters most—at an executive level? How would it feel if you could get home on time at night and be more involved with family and friends?
If you are like most salespeople and you waste 85 percent of your energy on prospects that are poor fits for your product or service, company, or sales strategy, your best chance to improve your sales, build a stable of happy customers, and have a life outside of work is to find your Zebra and develop a method for selling to it. We will show you how!
LX Capital was found in year 2009 by a group of bankers and Forex experts and is now one of the fastest growing and most respected companies in the industry.
The conversation around diversity has traditionally focused on gender and race, however the best teams I’ve ever worked in are diverse in many other ways. In this session, I’ll share lessons learnt from creating innovative product teams that excel at finding forward thinking solutions - by leaving their disciplinary baggage at the door.
Crowd-sourced Alpha: The Search for the Holy Grail of InvestingQuantopian
It has been said that diversification is the only free lunch. Join Dr. Jess Stauth, vice president of quant strategy at Quantopian, and learn about the criteria we are using to select crowd-sourced algorithms with uncorrelated returns streams to achieve consistent market outperformance.
Quantopian provides this presentation to help people write trading algorithms - it is not intended to provide investment advice.
More specifically, the material is provided for informational purposes only and does not constitute an offer to sell, a solicitation to buy, or a recommendation or endorsement for any security or strategy, nor does it constitute an offer to provide investment advisory or other services by Quantopian.
In addition, the content neither constitutes investment advice nor offers any opinion with respect to the suitability of any security or any specific investment. Quantopian makes no guarantees as to accuracy or completeness of the views expressed in the website. The views are subject to change, and may have become unreliable for various reasons, including changes in market conditions or economic circumstances.
Most people are born creative. As children, we revel in imaginary play, ask outlandish questions, draw blobs and call them dinosaurs. But over time, because of socialization and formal education, a lot of us start to stifle those impulses. We learn to be warier of judgment, more cautious, more analytical. The world seems to divide into “creatives” and “noncreatives,” and too many people consciously or unconsciously resign themselves to the latter category.
And yet we know that creativity is essential to success in any discipline or industry. According to a recent IBM survey of chief executives around the world, it’s the most sought-after trait in leaders today. No one can deny that creative thinking has enabled the rise and continued success of countless companies, from start-ups like Facebook and Google to stalwarts like Procter & Gamble and General Electric.
In this presentation you will discover why you lost your creative confidence—the natural ability to come up with new ideas and the courage to try them out, and how to restore it back.
Similar to Selling quotient - Have you checked Yours ?? (15)
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.
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.
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.
Explore our most comprehensive guide on lookback analysis at SafePaaS, covering access governance and how it can transform modern ERP audits. Browse now!
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.
What are the main advantages of using HR recruiter services.pdfHumanResourceDimensi1
HR recruiter services offer top talents to companies according to their specific needs. They handle all recruitment tasks from job posting to onboarding and help companies concentrate on their business growth. With their expertise and years of experience, they streamline the hiring process and save time and resources for the company.
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
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.
As a business owner in Delaware, staying on top of your tax obligations is paramount, especially with the annual deadline for Delaware Franchise Tax looming on March 1. One such obligation is the annual Delaware Franchise Tax, which serves as a crucial requirement for maintaining your company’s legal standing within the state. While the prospect of handling tax matters may seem daunting, rest assured that the process can be straightforward with the right guidance. In this comprehensive guide, we’ll walk you through the steps of filing your Delaware Franchise Tax and provide insights to help you navigate the process effectively.
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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.
Affordable Stationery Printing Services in Jaipur | Navpack n PrintNavpack & Print
Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
1. Selling Quotient
Have you checked yours ??Have you checked yours ??
Siddhartha RastogiSiddhartha Rastogi –– Sales FactorySales Factory
2. Man Vs Animal
An Animal can’t control his thoughtsthoughts, whilst a man cancan
Siddhartha RastogiSiddhartha Rastogi–– Sales FactorySales Factory
3. Common man Vs Entrepreneur
Common man lives multiplemultiple dreams whilst an entrepreneur
lives a singlesingle dream & strivesstrives to convertconvert it into realityreality
Siddhartha RastogiSiddhartha Rastogi–– Sales FactorySales Factory
4. Why am I here ????
• To talk about EntrepreneurshipEntrepreneurship - X
• To talk about life Philosophylife Philosophy – X
• To talk about money & money making techniquesmoney making techniques - X
Siddhartha RastogiSiddhartha Rastogi–– Sales FactorySales Factory
5. then..Why am I here ?
You have heard of
•• IQIQ - Scientists, Inventors, Thinkers etc
•• EQEQ-- Sports people, Actors, Performers, Artists, Musicians etc
•• PQPQ – Salaried employees, government officials, politicians,
large joint families / households.
Siddhartha RastogiSiddhartha Rastogi–– Sales FactorySales Factory
6. What do Entrepreneurs need
Selling QuotientSelling Quotient -- SQSQSelling QuotientSelling Quotient -- SQSQ
Siddhartha RastogiSiddhartha Rastogi–– Sales FactorySales Factory
7. What is SQ
Ability to convert every interactioninteraction into an
opportunity and every opportunity into tangible gainstangible gainsopportunity and every opportunity into tangible gainstangible gains
Siddhartha RastogiSiddhartha Rastogi–– Sales FactorySales Factory
8. Key words from SQ - definition
InteractionInteraction ––
Who does entrepreneur interact? 4 Kinds of people
•• BuyersBuyers – Existing & Prospective
•• VendorsVendors – Existing & Prospective•• VendorsVendors – Existing & Prospective
•• EmployeesEmployees - Existing & Prospective
•• FinanciersFinanciers - Existing & Prospective
(Entrepreneur doesn’t have personal, private, family, social life, till he converts himself / herself
from entrepreneur into Successful businessman)
Siddhartha RastogiSiddhartha Rastogi–– Sales FactorySales Factory
9. 2nd Keyword
Tangible GainsTangible Gains -- Translates into 3 things
SurviveSurvive
Higher Sales RevenueRevenueHigher Sales RevenueRevenue
Increased marginsmargins / Higher Profitability
(Time & Money are the scarce commodities for entrepreneur)
Siddhartha RastogiSiddhartha Rastogi–– Sales FactorySales Factory
10. How would you achieve this ?
Selling TechniquesSelling TechniquesSelling TechniquesSelling Techniques
Siddhartha RastogiSiddhartha Rastogi–– Sales FactorySales Factory
12. Don’ts ……
• No EmpathyEmpathy
• Don’t expect other person to be completely logicallogical
• Don’t live on false hopefalse hope• Don’t live on false hopefalse hope
Siddhartha RastogiSiddhartha Rastogi–– Sales FactorySales Factory
14. QST – S.E.L.L.S.E.L.L.
•• SS – Sell Yourself
•• EE – Evaluate the discussion
•• LL – Lead to the story•• LL – Lead to the story
•• LL – Leave with a personal note
Siddhartha RastogiSiddhartha Rastogi–– Sales FactorySales Factory
15. Repeat technique – M.O.R.E.
•• MM – Maximize connect with the client
•• OO – Organize his phonebook
•• RR – Repeat the key benefits•• RR – Repeat the key benefits
•• EE – Eliminate doubts
Siddhartha RastogiSiddhartha Rastogi–– Sales FactorySales Factory
16. In 3 hours people could only retainIn 3 hours people could only retain 15%15% of the conversation.of the conversation.
People only retainPeople only retain 6%6% of all what has been told to them.of all what has been told to them.People only retainPeople only retain 6%6% of all what has been told to them.of all what has been told to them.
Siddhartha RastogiSiddhartha Rastogi–– Sales FactorySales Factory
17. Thank You for your PatienceThank You for your Patience
Siddhartha RastogiSiddhartha Rastogi–– Sales FactorySales Factory