New Selling Process

8/6/2019 New Selling Process

1/60

Quality begins on the inside... andthen works its way out.


2/60

Product Presentation

Leads

Consumer DurableLeads

Car/Automobilebuyers

Leads

EducationalLeads

FinancialLeads

Other Leads


3/60

Financial Leads

Financial Leads

Home Loan/LAP/Mortgage Leads

Car Loan/Commercial Vehicle

Loan Leads

Life and GeneralInsurance leads

Leads

Personal Loan/Credit Cards

Leads

Demat account/

Traders/Mutual fundsLeads


4/60

Consumer Durable Leads

Consumer Durableleads

Laptop/Computer Leads

AC/TV/other productbuyers

Leads

Mobile BuyersLeads


5/60

Leads

What is leads: A sales lead is theidentity of a person or entity

potentially interested in purchasing aproduct or service, and represents thefirst stage of a sales process.Inquiry , referral, or other information ,

obtained through advertisements or other means , that identifies apotential customer (prospect ).


6/60

Product, Pricing and Volume

Product

Monthly Volume of

leads Minimum PricingHome Loans 6000 plus Rs 50

Life Insurance 2000 and above Rs 100

Personal loan 3000 + Rs 50

Loan Against Property 2000 + Rs 50

Credit Card 3000 + Rs 50

Current a/c Savings a/c (CASA) 5000 + Rs 50

Demat 1000 + Rs 100

Auto Loan 1000 + Rs 100General Insurance : Health, Travel,

Auto 500 + Rs 150

Laptop and Computer buy lead 3000 + Rs 100

Education 2000 + Rs 100

Auto/Car Buy leads 2000 + Rs 150


7/60

ClientsProductCategory

CorporateClients

Leads Served(Monthly)

Type of Sale (Direct or Indirect client) City

Home Loan ICICI 6000 Direct PAN IndiaDeutschebank 1000 Direct Bangalore

Artha Money 8000 Indirect PAN IndiaPersonalLoan Axis Bank 2000 Direct Bangalore

Tangent 2000 DirectMumbai , Delhi , Chennai

And Bangalore

BarcalaysBangalore 1000 Direct BangaloreBarcalaysMumbai 1000 Direct MumbaiPFS (HDFC) 1000 Direct Bangalore

Artha Money 2000 Indirect PAN IndiaLifeInsurance ICICI Prulife 1000 Direct

Delhi,Mumbai,Chennai,Bangalore

TATA AIG 3000 Direct PAN IndiaFincon DSA 500 Direct Delhi/NCRLIC DSA 500 Direct Delhi/NCR

Demat Sharekhan 3000 Indirect PAN IndiaSharekhan 500 Direct BangaloreMoney Guide 500 Direct BangaloreWay to Wealth 1000 Direct Bangalore

Credit Card ShreyaMarketing 1000 Direct Bangalore


8/60

Pro duct Categ oryCorpor ateClients

Leads Se rv ed(Mo nthl y)

Typ e of Sale (Di r ect or Indi r ectclient ) Cit y

General Insurance Get me Insure 1000Direct MetrosMy InsuranceClub 1000Direct Metros

TATA Aig 1500Indirect PAN India

Computer and Laptops leads Dell 1000Indeirect PAN India

HP 1000Indeirect PAN India

Education Mingle Box 3000Direct PAN India

NIIT 3000Indirect PAN India

Auto Buyer Lead Honda 2000Indirect PAN India

TATA Motors 3000Indirect PAN India

Mahindra Scorpio 2000Indirect PAN India


9/60

S elling is easy

S elling is a simple action that was being donelong before sales trainers and writers got involved. When our cave dwelling ancestorscollected too much of one type of food they traded it with others. Trading is selling. If youhave something, a product, service, or toomuch fresh mammoth to fit in your cave,

you can trade or sell it.


10/60

THE SAL ES PROCE SS

There no magic formula to make sales.However it is widely believed that if

salesperson follows certain steps , thechances of success are greatly improved.The steps may not occur in the same orderthat is shown.


11/60

S ELL ING I S

Taking an idea, planting that Idea in yourcustomers mind and making them feel that they thought of it.

SAL ESMA N S HIPIs the A rt of Persuasion; it is the ability to start withthe other persons point of view and lead them to

your own.

A SAL ESMA N S HOU LD BE HONE S T, WITH INTEGRITY A N D PROU D OF HI S PROFE SS ION


12/60

FUN DAM ENT ALS OF S ELL ING

PEOP L E BUY ON L Y FRO M PEOP L E THEY L IKE!

THE CUS

TOM

ERS

BUYINGD

ECIS

ION IS

S

H A

PED

BY THE D IFFICU L TIE S A N D D ISSA TI S F A CTIONEXPERIENCE D WITH THE P AS T PRO D UCT S OR PURCH AS ES .

CU S TO M ER S D ONT L IKE TO BE S WEET

T AL

KED

INTO A

D

E AL

CU S TO M ER S MA Y FEE L UN S URE A BOUT THEIR PURCH AS E D ECI S ION


13/60

Components of a S uccessful

S ales S trategy A re you determined to be a winner?

Have you asked yourself, what do I want from my life and work?

D o you have, if I think I can, then I canapproach?


14/60

Planning for S uccess

A battle well prepared is half won

A thorough product knowledge

Knowing your enemy very well

Pre-decided number of sales calls everyday [email protected]


15/60

Working Your Way To S ales

Having the right mind-set/right attitude

Your appearance/ D ress up for success means yourconfidence

Well shaved facemust have a fresh look

S hirt and Trousersmust be well ironed

S hoesmust be well shined

Waist Belt andS

hoesmust have the same color Wear fragrance/No foul odor


16/60

S TEP S OF S ales Process

PROSPECTING & QUALIFYING

PREAPPROACH

APPROACH

PRESENTATION & DEMONSTRATION

OVERCOMING OBJECTIONS

TRIAL CLOSE/CLOSING THE SALE

FOLLOWING UP & SERVICE


17/60

What we will cover In This S ession

Getting the Prospect

Getting A ppointment with Prospect S ales M eet

Closing the S alesS ervice ( D elivery and A fter D elivery)


18/60

How to begin S ales

Get the Prospects Through:

1. D ata Bank

2. Referral

3. Internet

4. D irectories

5. Other S ources


19/60

How to begin S ales

Getting A ppointments

Use the telephone:M yths: I have been rejected too many times

and it has made me frustrated, angry. Ishould use other method of approaching

the person.


20/60

The 1 st thing which you have to say to the prospect issomething that breaks preoccupation, grabs attention, andpoint to the result and benefits of the products.

For Example If I will make a call to a S ales M anager of anInsurance Company I should say : S ir This is D wivedi from 100nests.com am I

speaking to M r. John. Hi M r. John, How would you like tosee a method that will increase your sales by 20 to 30%

within 6 months of duration.The very 1 response you will get he will say what is it.The answer to this question is going to close the sales.


21/60

S ell the appropriate solution

S ell appointments not the productsBiggest M istake: We start selling the products.

S o your answer: all right sir thats what exactly I want to show yousomething, A ll I want is your 10 minutes of time. I will show you

what I have got and you can judge yourself is it that you want.Prospects Response: How much is the cost.

Your Response: M r. Prospect this is not exactly what you arelooking for there is no cost about. You just see it and then youdecide how much you want to pay me for this service Prospects Response: Ok tell me something abt your service.

Your Response:M

r. Prospect thats why I need just 10 minutes of your time. Just 10 minutes I will show you what I have got, and youcan judge for yourself, is it what you looking for.Key benefits of above sentence: you gave time limit, you need toshow something, which is not possible on phone.


22/60

Good Prospects are busy and not easy to get/ Bad prospect are free and easy to get.Prospect: Can you just describe it in brief.

You: Yes I would love too but there is something I need to show you.

Prospect: why dont you mark me a mail. You: You know how bad mails are. Cant I drop the same thing personally to your doorsteps.Prospect: ok

You : M r. Prospect would you be there.Prospect: No

You: what about today afternoon or tomorrow before 1 P M .Prospect: Yes

You: Well sir I will be there in the office. ( You got the appointment)


23/60

S ome of the Common Feed

Back .Im not interested!Im Busy right now!Call me back!I need to consult my family (wife/husband/father/mother)I would call you and let you know if I need it.I already have something similar to what youre selling.I dont think I can afford it/the price is too highI dont trust you I dont want to give you my bank details?I dont think I need this.Im not convincedI think Im interested but can you explain a little more in detailSure Im interested talk to meBut company x offered me a better deal than yours

Are you trying to sell me something..Why do guys keep calling me.I like the deal but I want something in black and white to read firstWhat do I need to do to get your product?

Details of handling all of above feedback refer feedback sales.ppt


24/60

S ales M eet:

Get the basics right then add morebasic sales meet process is:

Introduce yourself, your product, and business

A sk some questions to discover the buyers needsPresent your offer

Close the sales by asking if they want to accept your offerD eal with any sales objections


25/60

Opening the Call Properly

S alesperson must carry a pleasant look

S eek permission to enter

Exchange greetings

Tell your name, organization, and purpose

of visit Explain your product/service


26/60


27/60

The S ales Introduction

The 2 most important parts of a salesintroduction are:

How you introduce yourself and yourbusiness

The reason you are in front of that

prospect


28/60

Introducing yourself and your

business When choosing how you introduce you, and your business, use information that helps thebuyer to quickly learn some reference points.S elect a key point about you or your business that may be a general benefit to the buyer.

S o select 2 pieces of information, about you, and

your business, that will tell the buyer who you areand what you do. Practice this first line of yourintroduction until it sounds right


29/60

For Example

Hello M r. Prospect I am PushprajD wivedi from S TP L (S hake your Hands).

S ir this is my Visiting Card( Give it withUsing your both hands). We are basically into leads generation and web designbusiness since last two three years.

( if you feel guy is keen to know moreabout the organization tell him)


30/60

The reason you are there

Why are you there, in front of yourprospect? The simple answer is, you are

trying to sell them something. While that may be true its not much of an incentivefor the prospect to give you their time. S o

your reason for meeting with the buyer hasto be a benefit, or possible benefit, to them


31/60

S o Now you have to continue

with introduction saying The reason I asked to meet with you is weare generating almost 5000 home loan

leads onM

onthly basis. I am sure theseleads will help you to grow your business at least by 20%.Note: give all benefits numerically, no

body wants to entertain qualitative benefits.D o not describe your product, tell only benefits.


32/60

Youve introduced yourself, now you want information from the buyerso you know what and how much to sell tothem

S o what do you need to know?

You will need information about their1. needs, 2. wants, and 3. desires.The end result they would like from your product, thebenefits to them.

What they have now, and how they feel about what it doesfor them. When they would be considering buying.How they make a buying a decision. Who else will beinvolved.


33/60


34/60

Product: L eads S o you kind of lead generation method are you using now ? (background)

How many partners are you in the Business? (background)

you take the decision in advertisement/promotional activity for business ?

(background)

What Other business you are into? (background)

How is the business going now? (Identifying)

What are your major difficulties? (Identifying)

S o, what happens if you use the general database to get a prospect, what isbiz closing cycle? (developing)

How about using readymade prospect ? (developing)

Example:


35/60

Why One S hould Buy

Prospect needs1. Facts & proof,

2. Visual Elements3. Risk Free Business4. Credential5. Evidence6. Positioning 7. S ocial A cceptance


36/60

Facts and Proofs

Who you are ( A S olution Provider toHim)

Proof: any other S imilar person have usedthe same. What you do ( Give S olution)

S upporting D ocuments( Product catalogue,Price L ist, Company Catalogue)

Why you are ( To solve his problem)


37/60

Closing the deal

WH A T A RE WE T AL KING A BOUT

TI M E, GENT L EM EN P L E AS E

No one has ever died from asking for the orderIf you dont close your working for thecompetition

It isnt difficult to do - once you develop YOUR

approach.Think timing, dont rush - plan


38/60

CL O S ING I S NT JU S T A N

OR D

ER FIR M CO MM IT M ENTS igned order

Verbal agreement Getting a next meeting

2. PO S ITIVE A GREE M ENT

If the reference visit is OK we go to next stageNext time a need arises youll call me


39/60

CL O S ING I S NT JU S T A N

OR D

ER TO HIT ONE OF YOUR OBJECTIVE S L OOK FOR THE RIGHT TIME

Closing before the prospect is ready willlose the opportunity.Le aving it too lat e will cre at e th e wrong

impr e ssion


40/60

S O WHEN TO C L O S E

BUYING S IGN ALS two typesPhysical picking up the brochure

Verbal - What is your lead time? THERE S NO MA GIC M O M ENTL isten to your prospect.Have they understood your proposalHave you asked .?

W A TCH FOR YE S RES PON S ESIf there are no objections being raised consider a close


41/60

TECHNIQUE S TO A PP L Y

Now is the time to make your first move. A dopt one or more of the following

techniques to develop your own style of close.


42/60

BE PREP A RE D TO AS K FOR A D ECI S ION

A sking for an order is often overlookedand is the easiest form of close there is.

D ont be embarrassed its why yourthere!

Its expected. Put yourself in the buyersshoes they wont volunteer an order.


43/60

CL O S ING TECHNIQUE S

1. ASS U M PTIVE

M aintain the momentum of positive responses

- Not do you want to go ahead but How soon would youlike delivery?

2. AL TERN A TIVE

Offer a choice Would you like that with or without a laptop case?D o you want the training here or at BC S ?


44/60


1. S U MMA RY Run through the main points covered focusing on

the benefits/positive areas to the prospect andemphasize where BC S /product score over thecompetition

2. VERB AL PROOF C L O S E Refer to an existing customer who has gone

down this route. D iscuss their benefits.This builds confidence and takes the prospect tothe point of decision.


45/60


1. CONCE SS ION C L O S E A pply an incentive to encourage a decision.

Incentives should always be kept to the endotherwise they are seen to be available toeveryone and the prospect will want more.

2. C A UTION C L O S E Refer the prospect to a detriment from not

ordering e.g. competition gaining an advantage Prices may increase by XXX


46/60


1. I S O LA TION C L O S E

If a prospect raises a last minute objection

isolate it and make sure that if you solvethe problem there is no barrier to going ahead.


47/60

WHICH ONE TO U S E .

L ook at the person in front of you

A re they the key decision maker?

Close when you think they are convinced L ook for yes answers and buying signals

Practice makes perfect

Play out different closing techniques sothat you have more than one approach


48/60

RE M EM BER

No one has ever died from asking for theorder

If you dont close your working for thecompetition

It isnt difficult to do - once you develop YOUR approach.

Think timing, dont rush - plan


49/60

RE M EM BER

ONCE YOU H A VE C L O S ED THEPRO S PECT

S HUT UP


50/60

CL O S ING QUIZ

The close should be no more than a finalnudge to gain a decision

Closing is something you do through the whole selling process

Only close when you want a decision tobuy A good sale closes itself


51/60

CL O S ING QUIZ

Confirm the benefits D ont you agree that ?

A sk for a Commitment A lternative - Would you like the or the ?D irect - S o, shall we now prepare the order form?

D iscuss L ogistics(D elivery, Installation, follow up )

Reassure the Customer You made the right decision


52/60

S O M E U S EFU L (L ESS )S

T A

TS

44% of sales people quit after the 1st NO

22% 2nd NO

16% 3rd NO10% 4th NO

L E A VING

8% S TI LL S ELL ING. A re you one of the 8%??A NO is just an objection to saying YE S and anobjection indicates interest


53/60


54/60

Handling D ifficult Customers

L istening more is the key

Talking less is the key

D ont communicate anything that you are not sure of

When in doubt in front of them seek time or

simply say than to give wrong informationS howing patience normally gets you good results


55/60

After Delivery of Product

Po st E valuati o n How are things doing?

Comm it t o Se rv e If there is anything you wish?

Ex pr ess A ppr eciati o n

Thank you for trusting our product, wellbe more thanglad to serve you again next time?


56/60

A. Get the Real Objecti o n Could you tell me more

B . Ackn ow ledgeRestate your understanding of the customers objection

C. Ex p lain

Determine the type of ObjectionMisunderstanding ClarifyDrawback Refocus (Counterbalancing Goals and Benefits)Dont answer the wrong objection

Avoid sounding confrontationalBuy yourself time to thinkRespond promptly and conciselyDont be sorry D.

Co n f irm H a ve I ans w e r ed yo u r questi o n?

Mo st C ommo n Objecti o ns:Leads are always bogus.Y o u c o st t oo m uch I didnt ha ve a g oo d ex p e r ience w ith yo u r se rv ices I do nt t r ust o nline pro ducts All lead prov ide r s a r e cheate r, the y prom ise e ve ry thing and deli ve r n o thing.

H ANDLING O BJ EC TIONS


57/60

Benefits to you

Fixed benefits: Salary, annual bonus,other scheme available.

Fixed salary is always a pocket moneyon which you should not depend for monthly expensesVariables: Incentives. This is the real

money for a sales professional. Sukshoffers huge potential to earn theincentive to its sales professional,


58/60

Incentive structure

If your salary is Xtill 3X you are notentitle for anyincentive. So bydefault 3x of your salary is your survival target.

Target Incentive

=3x 0

>3x 4%

>9x 5%


59/60

Other reporting plans and

disciplinary performanceIf you are not discipline you canachieve your goal. We follow strict

disciplinary path to make sure you areheading towards success. Follow our guideline we will shape your career.Need to be explained by TM.(DAR,other reporting requirement, daily no.of minimum meetings, etc.)


60/60

Thank you very much

New Selling Process

Documents