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Marketing

  1. 1. Sales Process<br />Kiran Kumar Ananth <br />Project Manager – Sr . Consultant <br />
  2. 2. UNDERSTAND<br />SALES PROCESS<br />UNDERSTAND RELATIONSHIP<br />Understand Customers<br />Understand Change<br />Understand Competitors<br />Understand Company<br />
  3. 3.
  4. 4. T<br />T<br />T<br />Service<br />Ethical<br />T<br />T<br />T<br />T<br />T<br />T<br />T<br />T<br />Builds<br /> T r u e<br />Relationships<br />T<br />C<br />I<br />
  5. 5. <ul><li>Learning attitude
  6. 6. Realistic expectations
  7. 7. Learning job responsibilities
  8. 8. Need to make the initial adjustments</li></li></ul><li>Salesperson Differences<br /><ul><li>Traditional Salesperson </li></ul>Guided by self-interests<br /><ul><li>Professional Salesperson</li></ul>Takes care of customers<br /><ul><li>Golden Rule Salesperson</li></ul>Others interests most important<br />
  9. 9.
  10. 10.
  11. 11. What Salespeople are Paid to Do<br /><ul><li>Salespeople are paid to sell – that is their job
  12. 12. Performance goals are set for:
  13. 13. Themselves – In order to serve others and earn a living and keep their job
  14. 14. Their employers – So the companies will survive
  15. 15. Their customers – To fulfill needs and help organizations grow</li></li></ul><li>How Do You Sell Someone and Remain Friends?<br /><ul><li>Salespeople need to close sales and at the same time maintain a great relationship with their customers
  16. 16. What does this require?
  17. 17. This is what you should learn</li></li></ul><li>Personal Characteristics Needed to Sell for Building Long-term Relationships<br />Joy in work<br />Caring for customer<br />Harmony in relationship<br />Self-control in emotions<br />Patience in closing the sale<br />Salesperson<br />Fairness in the sale<br />Kind to people<br />Faithful to your word<br />Morally ethical<br />
  18. 18. Personal Characteristics Needed to Sell for Building Long-term Relationships<br />
  19. 19. Putting the Customer First Requires Salespeople to Have Personal Characteristics That Allow Them To:<br /><ul><li>Care for the customer
  20. 20. Take joy in their work
  21. 21. Find harmony in the sales relationship
  22. 22. Have patience in closing the sale
  23. 23. Be kind to all people
  24. 24. Have high moral ethics
  25. 25. Be faithful to one’s word
  26. 26. Be fair in the sale
  27. 27. Be self-controlled in emotions</li></li></ul><li>How Would You Answer These Questions?<br /><ul><li>Do these success characteristics describe you?
  28. 28. Do you have all, or part, of them?
  29. 29. Can you develop the missing ones?</li></li></ul><li>Connect the Dots<br /><ul><li>The following puzzle illustrates how you can be held back from breaking through. The challenge is to connect all nine dots with four straight lines, without lifting your pencil from the paper. Try it!</li></li></ul><li>Go Beyond the Limits!<br />2.<br />3.<br />Start Here<br />1.<br />To reach your goals<br />4.<br />
  30. 30. Relationship Selling<br /><ul><li>Non-adversarial
  31. 31. Non-manipulative
  32. 32. Consultative
  33. 33. Partnering
  34. 34. Problem-solving
  35. 35. Goal: long-term relationship</li></li></ul><li>Exhibit 1.12: The Customer is at the Center of the Sales System: ABC’s<br />
  36. 36. Kiran Kumar Ananth<br />TechnoCrant Consulting Services<br />

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