The workshop led by Subhendu Pattnaik covers essential aspects of sales, including the importance of communication, negotiation skills, and relationship-building. It addresses common myths about sales, emphasizing that success is driven by understanding customer needs and fostering trust rather than mere numbers. The session outlines practical strategies for different sales phases, from prospecting to closing, while encouraging a growth mindset and continuous learning.

1. THANK GOD IT’S SALES - WORKSHOP Subhendu Pattnaik

2. ABOUT ME, IN NUMBERS
1 6 15
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Subhendu Pattnaik

3. THIS SESSION FLOW
Sales
How do you get Started?
What is it all about?
1
Myths & Apprehensions
23
Sales Dynamics
4
Handling Targets
5
Challenges in Sales
6
In a Nutshell
7
Discussion
8
Subhendu Pattnaik

4. WHAT IS SALES ALL ABOUT?

5. TEACHES YOU TO COMMUNICATE
BETTER.
1. Learn To Listen.
2. Pay Attention To Body
Language.
3. Observe How Others
Communicate In Different
Contexts.
4. Don’t Be Afraid Of A Bit Of
Silence.
5. Use Action Verbs And Confident
Language.
6. Ask Questions.
7. Find Common Ground, Even In
An Argument.
8. Be Prepared And Know What
You’re Talking About.
9. If You Want To Subtly Change
The Subject, Find A Verbal Bridge.
10. Find The Best Way To Frame
Your Story.

6. TEACHES YOU TO NEGOTIATE
BETTER.
Helps you to grow as a great
Negotiatorwhere You
- Establish clear, attainable
objectives before the
negotiation.
- Create several strategies for
pursuing goals
- Make the first move during the
negotiation.
- Know when you need to be
quiet.
- Do Not compromise till it
benefits both parties.
- Post Negotiation, reflect on
your actions and the outcome

7. KINDLES GROWTH MINDSET
Video Link:
https://www.ted.com/t
alks/angela_lee_duck
worth_grit_the_power_
of_passion_and_perse
verance?language=en
Sales helps you
become better
professionals.
And the Road to
the top is often
via Sales.

8. MYTHS & APPREHENSIONS

9. • Being an introvert is not so much about how outgoing you are or
how easy you are with people. That's social skills. You can learn
social skills. Like with any other type of skills, you are more or
less gifted but you can learn them. Learn about selling. Study.
• I do a lot with copywriting, sales letters, websites, emails & social
media to get leads. So when I am in face-to-face it's usually a
good lead. I minimize face-to-face with that.
• You also have to work a little harder to do the small talk,
rapport building stuff that is so important. It's a skill that comes
easier to extroverts, but can definitely be learned.
• You can absolutely be a good sales guy while being an introvert.

10. • Larry Ellison adopted famously aggressive sales tactics when he
started Oracle Technology, a business where, if you win, you win
a long-term contract and a string of licensing fees, and if you
lose, you’re out of that account for years. It pays to be
aggressive in that situation.
• But Mary Kay Ash focused her cosmetics salespeople on a
combination of visible incentives (the signature pink Cadillacs),
the intrinsic rewards and constant celebration of female
achievement (when outlets for such achievements were more
limited), and the kinder and gentler power of social networks.
• Studies have examined emotional and rational appeals, product
versus personal selling approaches, qualities like “emotional
intelligence,” and demographics (e.g., age, education, years of
sales experience), and they find no clear cause-and-effect links
between personality and sales success.

11. • The theory is that all we need to do if we want to be successful in
this business is to call, call, call. If we do that, we'll fill our
pipeline with a gazillion suspects, who'll turn into X number of
prospects, opportunities, and ultimately, customers.
• Sales is not all about numbers. Sales is about relationships. Sales
is about Trust. Trust and Relationships convert into numbers,
automatically.
• Top sellers spend more time thinking critically about:
• The goals and objectives of their target audience.
• What they can do to guide prospects through the sales
cycle.
• How to add value with every single interaction.
• Sales isn't a numbers game anymore; it's an effectiveness game.

15. AND THERE ARE MANY MORE MYTHS OR MITHYA!
1. Sales is only target driven, number crunching and full of uncertainities
2. You think ...you sell. Buyers are already sold… by their selves!
3. “Salespeople who are ‘Good Talkers’ with a ‘Great Pitch’ win the most”
Salespeople can talk themselves right out of the sale.
4. “Selling is Close, Close, and Close”
Selling has changed...have you changed the way you sell?
5. “You can actually sell Business-to-Business B2B and Business-to-Consumer B2C”
Businesses do not sell to businesses. Businesses do not sell to consumers. People sell to
People
Subhendu Pattnaik

16. HOW DO YOU GET STARTED?

17. ADHERING STAGES - PROSPECT, ENGAGE,
ACQUIRE AND KEEP
Prospect, engage, acquire and keep is an outside sales training strategy that a small-business
owner can easily modify for inside sales training.
The prospect phase is the initial contact phase, which for outside sales personnel involves cold-
calling training. In addition, prospecting also provides instruction on approaching a first-time
customer and stresses the importance of a positive attitude and making a good first
impression.
The engage phase focuses on qualifying customers, developing good listening skills and asking
appropriate questions to better understand the customer’s needs and match the right product
or service to those needs.
The acquisition phase provides instruction on the sales presentation, negotiations if
applicable, handling any objectionsand, finally, closing the sale.
The keep phase incorporatescustomer retention strategiesand techniques for building long-
term relationships.
Subhendu Pattnaik
UNDERSTANDING SALES DYNAMICS:

18. THE PROSPECTING PROCESS
Positioning
How you want your prospects to perceive and value you, your products &
services
Targeting
Knowing what your business is, who will be most benefitted from consuming
your product/services
 Lifeblood of sales career
 Quality , Quantity, Consistency
 Do it now! (Urgency)
 Treat it as the most valuable time management tool.
Research about needs of prospects, your positioning and the fit.
UNDERSTANDING SALES DYNAMICS:
Subhendu Pattnaik

19. THE PREPARATION FOR THE CALL
Pre-call planning
 Gather info on various aspects. Research.
 Set Call objectives such as.
 Finding out the name (and other contact details) of the person who buys
services like yours
 Scheduling a meeting with the person who buys services like yours
 Getting the person to request marketing materials (such as your portfolio, CV,
corporate brochure, etc.)
 Getting the person to ask for a quotation on a particular project
 Closing a sale
 Prepare Marketing Material – Brochure /CS/Quote/Proposal
 Notes of anything of interest including human touches (for example your contact’s birthday or their children’s graduation dates)
 Don’t forget to Prepare Yourself Mentally
UNDERSTANDING SALES DYNAMICS:
Subhendu Pattnaik
“Selling is the easiest job in the world if you work it hard—but the hardest job in the world if you try
to work it easy.” ― Frank Bettger, How I Raised Myself From Failure

20. THE RIGHT SALES PITCH
6 step formula to creating a winning sales
pitch.
1. Less pitching. More conversations – Sales
is no longer a Monologue. Finding the
anchor/hook becomes important.
2. Buyer’s needs come first. Your pitch should
solve it.
3. Tell a story to create a connection. Back it
up with facts.
4. Ask for a Sale.
5. Short & sweet Pitch.
6. Don’t be ashamed to follow up.
UNDERSTANDING SALES DYNAMICS:
Subhendu Pattnaik

21. THE RIGHT PRESENTATION
1. Present the solution only after summarising the customer’s needs and gaining his acceptance of them
2. Avoid presenting any features without the need being absolutely clear
3. Tailor the presentation to the real situation - as revealed by the customer
4. Avoid presenting your benefits without having the best possible proof as back-up
5. Know your product / package / service and how to apply it. Know your competitors products’ equally well
6. Use the customer’s words and figures
7. Make the presentation no longer than it needs to be
8. Make assumptive, positive statements; Pre-handle likely objections
9. Use the customer’s name – occasionally; Check customer’s understanding - regularly
10. Look into the customer in the eye; Listen, and watch for buying signals
UNDERSTANDING SALES DYNAMICS:
Subhendu Pattnaik

22. THE RIGHT ATTITUDE, ATTIRE, ASSERTIVENESS
UNDERSTANDING SALES DYNAMICS:
Subhendu Pattnaik

23. THE SOFTER CONNECTION
1. Positive non verbal communication Like a dance- gestures ,
postures , tone. Keep yourself in check – body language,
words& tone match.
2. Make eye contact & Reciprocate – Don’t stare or glare .Blink.
Match their posture & the tone of their voice, Pitch, speed,
Volume.
3. Look genuinely enthused & excited; Smile and look confident
with a Positive Body Language. Match the handshake.
4. Check your attitudinal problems at the door
5. Know the audience and dress accordingly
6. Gesture or motion as others do or don’t
7. Send Thank you cards
UNDERSTANDING SALES DYNAMICS:
Subhendu Pattnaik

24. THE CORE STRENGTH
Product knowledge is an essential sales skill.
Understanding your products' features allows
you to present their benefits accurately and
persuasively. Customers respond to enthusiastic
sales staff who are passionate about
their products and eager to share the benefits
with them.
It boosts your confidence and authority through
the conversation.
UNDERSTANDING SALES DYNAMICS:
Subhendu Pattnaik

25. CHALLENGES IN SALES

26. HANDLING
EXPECTATIONS
Customers expect sales people
to be personally accountable
for customers' results and
understand their businesses.
High performing sales people
do just that, and are always
within easy reach by their
customers.
Subhendu Pattnaik
SALES CHALLENGES

27. HANDLING
TARGETS
You are expected to meet your
numbers. Sometimesexceed your
numbers. At other times, help your
team to achieve team numbers and
finally you are expected to keep
raising the bar not just for yourself
but also for the entire team.
Targets are NOT Blood-Sucking
Vampires!
Can become daunting. How do you
then solve it?
Subhendu Pattnaik
SALES CHALLENGES

28. HANDLING
REJECTIONS &
OBJECTIONS
Imagine the start of the day
and starting with Rejection.
Subhendu Pattnaik
Dealing with Objections we cannot answer
Product
Features
Customer
Needs
The un-shaded
common areas come
up as the objections
we cannot answer
SALES CHALLENGES

29. HANDLING
CONCURRENT
THREADS
Subhendu Pattnaik
Imagine the start of the day
and starting with Rejection.
SALES CHALLENGES

30. HANDLING
UNCERTAINTY
Will I have complete my target? What
incentives I will get by end of this year.
Will we have enough money? What if
my new boss and I don’t get
along? What if I am not able to Sell?
What if these whatifs don’t end at all!
SALES CHALLENGES

31. THE NEAR-PERFECT SALES GUY
1. Great salespeople smile.
2. Great salespeople always seem to have a “can do”
attitude.
3. They’re good listeners. They never talk too much
4. They ask good questions.
5. Great salespeople are always focused on solving
problems, not just making a sale. . Great salespeople are
slow to commit and quick to deliver.
6. Great salespeople are always on time, which means they
arrive early for all appointments.
7. They are always enthusiastic.
8. Great salespeople are extremely goal-oriented.
9. They treat their sales prospects and customers the way
they want to be treated.
10. Great salespeople are grateful.
Subhendu Pattnaik

32. AND FINALLY.. THE GOLDEN RULES
Be Self Driven and Self Motivated.
In a nutshell, what all the above winning ways result in is: Trust!
The more customers trust you, the more successful you will be.
Building Trust
 Customers know you have great integrity in recommending what's best
for them
 Customers know you have the skills and abilities to provide what's best for
them
If we cannot do great things, we can do small things in a great
way.
When you lose, don’t lose the lesson.
Subhendu Pattnaik
1. Demystified Sales Myths
2. Challenges shape you as a
person.
3. The power of Positive.
4. Success comes to those who
get out of their comfort
zones and take risk.

33. TOP SALES BOOKS YOU MIGHT WANT TO READ
Subhendu Pattnaik

34. TOP SALES
PODCASTS YOU
MIGHT WANT TO
TUNE INTO
Subhendu Pattnaik