1.
SNIPER
(REFERENCE SELECT SELLING)
Workshop on Becoming
a Sales Specialist
Vinod Mehra
Vinod.mehra@gmail.com

2.
FOUR SALES PROFILES
 Generalist:
 Low efficiency and
 Just makes the quota
 Wishful Thinker:
 Big forecast
 All deals at 90%
 No Sales
 Specialist: Sniper
 High hit rate
 Customer Confidante
 Extremely focused
 Lazy Gambler:
 Lives off existing accounts & depends on bluebirds

3.
PROPER PLANNING
PREVENTS
POOR PERFORMANCE

4.
SNIPER
1. Make an impression 9. Engage at the most
2. Express Value senior level
3. Follow your Sales Process 10. Effective communication
4. Pursue well qualified and presentation skills
leads 11.Listen and ask questions
5. Differentiate against 12. Business and Analytical
every major competitor skills
6. Plan to address major
objections 13. Negotiation skills
7. Know why you win 14. Ask for an order
8. Know why you lost 15. Ask for referrals
16. Constant Education
Develop the passion to Read books

5.
MAKE AN IMPRESSION
 Know your business
 Know your customers business ; profile
 Master the art of story telling
 Become a trusted advisor
 Feed him new value information with no
expectations of return
 Become thought leader – write and speak in
conferences

6.
EXPRESS VALUE
 Understand the customer pain point
 Create value
 Learn to articulate value the way customer
understand

7.
FOLLOW YOUR SALES PROCESS
 Adopt a Sales methodology
 Opening, Body and Close
 Know at what stage your customer is in the
buying cycle.
 Plan your sales cycle.

8.
PURSUE ONLY WELL QUALIFIED
LEADS
 Qualify hard; your time is precious
 Document customer purchase process
 Examine budgets
 Examine deal size
 Time to buy
 Why buy
 Identify influencers, decisions makers

9.
DIFFERENTIATE AGAINST EVERY
MAJOR COMPETITOR
 Identify your major competitors
 Profile major competitors
 Document their Strengths and
Weakness

10.
PLAN TO ADDRESS COMMON
OBJECTIONS
 List down likely objections and concerns
 Create multiple responses for objections
and concerns.
 Evaluate the best possible response
 Test them out

11.
KNOW WHY YOU WON
 Analyse why you won; is it
 Price
 Feature
 Company – position or strength
 You – selling skills, relations
 Others
 It will help you to maximize your strength
and minimize your weakness
 Ask your customer why they bought your
product

12.
ASK WHY YOU LOST
 Is it the
 Price
 Product
 Company – Positioning
 Competitor
 You or others
 Ask your customer why they bought
from your competitor

13.
ENGAGE COMFORTABLY AT
THE MOST SENIOR LEVEL
 Believe in yourself and engage at the most
senior level.
 Invest in yourself; build on business skills
to engage senior management.
 Attend business forums and conferences

14.
EFFECTIVE COMMUNICATION
AND PRESENTATION SKILLS
 Join professional forums like
Toastmasters and build up on your public
speaking skills

15.
LISTEN AND ASK QUESTIONS
 Learn the art of listening and taking notes
 Master the
 art of asking questions – Open and closed
 Unraveling concerns
 Keeping the conversation going
 Directing the flow of conversation
 “Always the beautiful answer who asks a more beautiful
question."

16.
BUSINESS AND ANALYTICAL
SKILLS
 Business seek to increase revenue, cut
cost, ROI, short term profit.
 Master and analyze the factors that
impact your customer’s business.
 Read business and industry magazine

17.
NEGOTIATION SKILLS
 Know your Customers:
 Business drivers
 Deadlines
 Drivers for making purchase
 Drivers for making purchase from you
 “Let us move from the era of confrontation to the
era of negotiation” …Richard Nixon

18.
ASK FOR THE ORDER
 All efforts is in vain if you do not ask for
the order
 Timing is very important, asking too early
is like asking too late when customer has
already made up his mind.

19.
ASK FOR REFERRALS
 Ask for referrals
 Reward them for referrals
 Word of mouth is a powerful tool

20.
CONSTANT EDUCATION
 Selling requires constant and regular
education
 Be a step ahead of your customers and
competition.
 Study other sales methodologies
 Take up a mentor

21.
CONTACT
 Vinod Mehra : Dubai - UAE
 @ vinod.mehra@gmail.com
 www.vinodkmehra.com
 www.SalesGyan.com
 LinkedIn : ae.linkedin.com/in/vinodkmehra

22.
QUESTIONS