03. Process of Selling Sales

8/3/2019 03. Process of Selling Sales

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Sales

Organizations survivebecause of Sales


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Different Kind of SalesSr.No

Kinds ofSales

Cost E.g

1DirectSales

Highest

Sales force,SalesManagers inBanks

2 BusinessPartners

High but fixed Agents,Companies,brokers,

3 TelesalesHigh butvariable

Telemarketers,

4 E-channel LowestWebsites, E-mailers,


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Which channel ?

Depends upon product andsales strategy

One to Many

Many to One

Both if you have grown


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SALES MANAGEMENT

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THE DYNAMICS OF SELLING

PROCESS OF SELLING

1 0 . F O L L O W U P

9 . C L O S E

8 . T R I A L C L O S E

7 . M E E T O B J E C T I O N S

6 . D E T E R M I N E O B J E C T I O N S

5 . T R I A L C L O S E

4 . P R E S E N T A T I O N

3 . A P P R O A C H

2 . P R E A P P R O A C H

1 . P R O S P E C T I N G


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SALES MANAGEMENT

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1. PROSPECTING

A Prospect is a qualified person or business that has the potential to

buy your product or service.

Prospecting is identifying potential customer and their demographic

knowledge.

PROSPECTING METHODS

1. COLD CANVAS Law of averages

2. ENDLESSS CHAIN Referral from old customers

3. DEMONSTRATION/EXIB Trade show, demo at meet.

4. CENTRE OF INFLUENCE Trade Chambers, Organize

5. DIRECT MAILING Mailings to customers6. TELEPHONE Contacting people on phone

7. OBSERVATIONS Keeping close watch

MODEL PROSPECTING METHOD

CUSTOMIZE METHOD ( SUITABLE TO PROD.)

CONCENTRATE ON HIGH POTENTIAL CUSTOMERS

CALL BACK ON PROSPECTS (NON BUYING ALSO)


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SALES MANAGEMENT

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PREAPPROACH

Pre-approach activity is known as actual sell call planning.

BENEFITS OF SALES CALL PLANNING

1. Builds sales confidence.

2. Develops Goodwill.

3. Increases sales.

STEPS / ELEMENTS OF SALES CALL PLANNING.

1. Determine sales call objective.

2. Developing customer profile.

3. Decide customer needs / Product benefits (FAB)

4. Decide sales presentation method.

(A) OBJECTIVE (B) PRODUCT(C) CUSTOMER PROFILE (D) FAB(E) BUSINESS PROPOSAL

HOW DOES PRESENTATION WORK

1. CATCH Attention

2. DEVELOP Interest

3. CREATE Desire4. ESTABLISH Conviction

5. SUGGEST Action.


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One to Many Approach

Benefits

Loyal customers vs. PriceSensitive Customers

Afirmwhoissuccessfulindevelopingstrong

relationshipwiththecustomers,

secureimportantanddurableadvantage,

thatarehardforcompetitorstocopyandimplement


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Customer Requirement

A Customer has

Requirement Expectations

Preference


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Expectation

Rewards from the product

Rational

Sensory

Social

Ego-satisfaction Visualising these rewards

from

Result of Use -experience Product in Use Experice

Incidental to Use Experience


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5 Principles

Do this and you would

be Welcome Anywhere


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Principle 1

Get Genuinely interested inyour prospect

You can make friends in twomonths by becominginterested in other people, than

you can in TWO YEARS, bytrying to get them interested inyou

Because We all like peoplewho admire us.


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Principle 2

Action Speaks louder thanwords and..

A Smile silently says....

I like you, you make me happy& I am glad to see you.

General RULE

Everybodywants happiness


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Principle 3

A Man's name is to him thesweetest and important sound

in any language


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Principle 4

Everybody wants a listener

Exclusive attention to theperson speaking to you isimportant.

Remember that the man youare talking to is Hundred timesmore interested in himself, andhis wants and his problems.

Encourage others to talk aboutthemselves


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Principle 5

Find out his areas of interests.Get him Warmed up.

Talk about things which heknows and interests him.

By this he would engage youin the conversation.


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. STRUCTURED OR

EMORIZED

2. FORMULA OR

SEMISTRUCTURED

UNSTRUCTURED

OR NEEDSATISFACTION

CUSTOMIZED OR

PROBLEMSOLUTION

. Sales talk is pre-bricated

1. Is persuasiveselling.

1. This is a interactive presentation

1. It involves in depthstudy or prospects

need..Sales people mug it

p and reproduce

2. Same prospect,

same situation, samepres.

2. Probing is used. 2. Well planned

presentation.

. 80-90% sales manalk, prospect talk

bout 10% per

3. Prospect has fairopportunity to talk.

3. Designed to do,Need development,

awareness, fulfillment.

3. Designed to veryspecific need.

. It is useful in door tooor sales telephoneales.

4. Prospect and saleman are known

4. Suitable forindustrial andtechnical goods, high

price prd.

4. Suited forinsurance, officeequipments,

computer.

. Used for simple prd.r less time of

resentation duration.

5. Suitable for re-buy,situations and for

FMCG products.

5. Useful in industrialproducts.

5. Useful for high costtechnical products.

6. Useful when you

have accurateinformation.


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Participation

Visual Aids

SALES

PRESENTATION

MIX

ESSENTIAL STEPS IN PRESENTATION

1. Fully discuss product

Features, Advantage, Benefits2. Present your marketing plan

a) How to use it b) How to resell

3. Explain business proposition

Whats in it for customer ?


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5. TRIAL CLOSE

Trial close is used to check the pulse ofyour prospect towards SALES

PRESENTATION. This technique can beused during sales presentation at following

times.

1. After making U S P in presentation

2. After the presentation.

3. After answering an OBJECTION.

4. Immediately Before you move to close.

HENCE SELLING IS

S E L LShow Explain Lead them Let customer

Feature Advantage into benefit talk


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6. DETERMINE OBJECTIONS

Types of Objection

1. HIDDEN OBJECTIONS

Are not openly asked questions or some timesthey are concealed.

2. STALLING OBJECTIONS

Is a question designed to get rid of you.

3. NO NEED OBJECTIONS

These objection may include hidden objection /

or a stall or both.4. MONEY OBJECTION

It encompasses many forms of economic excuses.

TECHNIQUES OF HANDLING OBJECTIONS

8 THIRD PARTY

Giving third party give Testimony or

Secondary

data of reputed source.


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7. MEETING OBJECTIONS

NINE TECHNIQUES OF MEETING OBJECTIONS

1. PASS UP

Prospect raise objection to make you Go and

STOP and Respond.

2. REPHRASE AS QUESTION.Most objections can be rephrased as questions.

Feel - Felt - Found.3. FORESTALLING OBJECTION

Prospect skip ahead of your presentation

Politely fore stall the objection.

4. BOOMRANG METHOD.

Convert an objection into benefit / reason to buy.5. ASK QUESTIONS

Intelligent questioning can impress a prospect in several

ways.

Prospect thinks, / realize that sales person knows his

business.

Use it very carefully.

6. ANTICIPATING QUESTIONS

These question you anticipate with experience.Convert it to advantage.

7. COMPENSATION

Some times objection is justified.

Your compensate it.


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8. CLOSE

1. Determine objection and go back to relevant

part

of presentation.

2. Ask for order.

3. Go about next call.

O R

Customer is ready to buy then ask for order, take

order and go about next call.

GUIDELINES FOR EFFECTIVE CLOSE.

1. Never stop at the first go.

2. Learn to recognize buying signals.3. Before you close, attempt a trial close.

4. Ask for order.


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9. FOLLOW- UP

Follow up and services after sales provide an

opportunity into repeat sales and account penetration

and good will. The ability work and contact peoplethrough the account is referred as Account Penetration.

FOLLOWING STEPS HELP YOU TO IMPROVE

PENETRATION -

1. Uncover the needs of customer / account.

2. Contact old and new accounts regularly.3. Handle your customers complaints promptly.

4. Keep your promises.

5. Provide your account problem - solving ideas

and

products.

6. Show your appreciation to customer.7. Provide them service royally.

03. Process of Selling Sales

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