The document presents a comprehensive guide on building a successful and profitable sales force, emphasizing the importance of selecting and training the right individuals. Key concepts include understanding customer motivations, the significance of relationship-building in sales, and effective prospecting techniques. Additionally, it provides practical strategies for closing sales, addressing objections, and enhancing overall sales performance.

1. The Truth About Building A
Profitable Sales Force
Presenter: Ashutosh Pandey

2. Content
• Finding Winners
• Training Winners
• Prospecting Tips
• Rapport Building Tips
• Motivation Tips
• Smart Questioning
• Dealing With Objections
• Closing Sales

3. Finding Winners
• Four Insider Secrets To Sales Success
– Can this person sell?
• Selling skill
– How will this person sell?
• Behavioral strengths
– Will this person sell?
• Attitudinal Structure
– Why would this person choose to sell?
• Personal interests & values

4. Characteristic of Sales Person

5. Selection and retention of SP
• Attract the best
• Select them carefully
• Train them correctly
• Create a positive, customer-focused and highly charge
environment and….
• Get out of their way and let them sell!

6. Customer IMPACT principal
• #1 We pay attention to people we believe
have something important to tell us.
Claim
Convince

7. Customer IMPACT….Cont.
• #2 People buy for their own reasons; not
for yours or mine

8. Customer IMPACT….Cont.
• #3 People do not want to be sold; they
want to buy
Yes! I bought it from…..?

9. Customer IMPACT….Cont.
• #4 Buying is basically an emotional
response.
• 1st,it suggest that people buy benefits for themselves, not
feature, products, services etc.
• 2nd,A strong empathy for the customer is absolutely vital
for success in selling.
• 3rd, You must be sort of salespersons with whom people
enjoy doing business.

10. Person vs. Personality
Will they sell?
• Intelligence and Personality
Types of personality
Socializers- Aka “Speakers”
Relater- Aka “Listeners”
Analytics- Aka “Thinkers”
Directors- Aka “Doers”
• Key attributes of Sales people
• Forget about “Born” Salespeople

11. Training Winners
• Marketing Strategy can be
– Focused
• Clearly Defined
• Well Known
• Accepted
– Diffused
• Unclear
• Unknown
• Not Accepted

12. Training Winners….Cont.
• Aligning Your marketing strategies
Marketing Strategy
Diffused Focused
Diffused Failure Marginal
Success
Sales
Strategy
Conflict/ Low Long Range
Sales Success
Focused

13. Leverage
• In the sales world, leverage means using your time,
talent, resources or advantages to deliver maximum
value to your customers.
• Element of Leverage
– Create the lever and the fulcrum
– Place your fulcrum in your selected niche market
– The object you will raise-is customer value

14. Leverage…..Cont.
• You are the lever in leverage
• How does your company stack up?
• Spotting the time wasters
• Knowledge- The raw materials of leverage

15. Listen People Into Buying
• The Greatest Secret In Selling:
Show people what they want most, and they will
move heaven and earth to get it!
Listen people into buying instead of talking your
way out of the sale.
• Measure Your Prospects- Don’t Just Size
Them Up
• The fatal Flaw In Selling
• Probing Gives You More Power

16. Principles Based Selling
• Value-based selling is not a technique, it is
a principal.
• IMPACT Selling
Focus on Relationships
An Efficient Plan Needs Effective People

17. • The IMPACT salesperson
– Strinkingly impressive: Who you are.
– Ready for service or action: What you know
– Capable of producing maximum sales with
minimum time and effort: what you do.
– Take it one step at a time

18. Prospecting Tips
• 7 Power-Packed Prospecting Pointers
1. Treat prospecting as the lifeblood of your sales
career
2. Treat prospecting as your most valuable time
management tool
3. Take an organized approach
4. Remain alert for “suspects” who have the
potential to become qualified prospectus
5. Stay in constant touch with active prospects

19. 6.Rework your suspect inventory regulatory to
try to upgrade suspects to the status of qualified
prospectus
7.Continually upgrade your prospecting system
and strategies

20. Rapport Building Tips
• The greatest secret in selling
• How to reduce tension and establish trust
– To eliminate tension you must win the inner
game
– You have to create trust

21. Motivational Tips
• Selling During The Lean Times
– Focus on your customers and never look
away
– Helping others helps you
– The faster way to revenue

22. Smart Questioning
• Probing Tip
#1 Prepare the questions you will ask in
advance
#2 Open-ended and indirect questions
#3 Ask need-development questions
#4 Ask questions that help you identify dominant
needs
#5 Ask question that help you pinpoint the
dominant buying motivations.

23. #6 Avoid asking offensive questions or asking
questions in an insensitive way
#7 Start with broad questions, then move
steadily toward questions with a narrower focus
#8 Ask questions that are easy to answer
#9 Use questions to guide the interview and
keep it positive in tone
#10 Ask then shut up and listen.

24. The Master Keys of Selling
• Show people what they want most, and
they will move heaven and earth
• Mastering the master key
– Asking and Listening
• Self centeredness is not in your best
interest

25. The Master Keys of Selling
• Probe Principle
#1 The best way to serve your own interest is to
put the needs and desires of your customers
first!
#2 To deliver value to the prospect, you must
see yourself primarily as a value resource for
the prospect!
#3 To be a value resource for the prospect, you
must fist discover what the prospect perceives
as value!

26. Turn your Demonstrations into
Power-Packed
• Apply Pointer
#1 Choose the most appropriate product or
services
#2 Tailor the presentation to the prospect’s
“Need and Wants”

27. Dealing with Objections
• Justify that you are selling value to
customer
• Price Justifier
#1 Imagine a value meter
#2 Interpret relative values
#3 Personalize all value
#4 Sell the key benefits

28. Needed: A New Direction in
Sales Training
• Regarding product training
• Using Motivational Speaker to get SP
hyped up
• Using complicated sales training system
• The SP’s Greatest Folly
• Most of the things that can go wrong in life
happen when your mouth is open
• Forget the So-Called “Quick Buck”

29. Closing Sales
• Closing Tips For The Value-Based Sales
force
-Tie up the sale, never your prospect
-Negotiate the conditions of the sale
-Clear away objections
-Ask for the order
-Reinforce the sale

30. Closing Technique
Ask for order
#1 Use trail closes throughout the Interview
#2 Ask them to buy now
#3 Assume the sale
#4 Use the either/or close
#5 Deal with fear of making a decision
The Pay-off

31. Six Tools to Locate Qualified
Prospects
• Power-Packed
#1 Who
#2 Where
#3 Why
#4 What
#5 When

32. Building A Bridge: The
Transition to Sales talk
• Setting the stage for action, Not for
reaction
1 Get to the point of your visit quickly
2 Avoid being abrupt
3 Make it natural
4 Test your bridge before you invite the
client to walk across

33. Negotiation Tips
• Negotiation strategy
#1 Open the negotiations on a positive note
#2 Get all the conditions on the table
#3 Make sure you understand the conditions
#4 Offer to try to work out any problems

34. Proving Your Claims
• Claim Prover
#1 If you can prove it, show your evidence
#2 Reinforce all claims visually
#3 Let prospects experience it themselves
#5 Repeat important claims and proofs again
and again
* Bring your own witnesses

35. Bring Your Own Witnesses
• Witness Pointer
– Try to get a written endorsement from every
customer
– Carefully select the endorsements you use
with each prospect
– Treat endorsements with dignity and respect
– Try to involve satisfied customers with
prospects

36. Thank You…
• Any question……..