Selling Techniques
- 2. Company Strategy for Selling
- 3. Company Strategy for Selling
- 6. Planning for Successful Sales "A battle well prepared is half won"
- 7. Planning for Mass Awareness Program Plan the number of villages to be targeted on a monthly, weekly and daily basis. USE THE SALES PLAN From the Sales Plan, find out the size of the village and approximate number of households Find out the key places where the demo could be conducted, such as market place, village center, near temple etc Based on the above information, calculate the number of Mass Awareness Programs that can be conducted in the village
- 8. Planning for Mass Awareness Program The Calculations are as follows: Maximum Duration of Awareness Program: 1 hour Maximum Travel time between various parts of the village: 20minutes Breaks between Awareness Program: 10 minutes Total Duration of Program = (Program Length + Travel Time+ Break) = 1 hour, 30 minutes Maximum Number of Sessions in the evening = 2 Number of Sessions in the morning = 2 Therefore, Maximum Number of Sessions covered during the day = 4 Once the number of Programs are fixed, update the Sales Plan Communicate the Plan, schedule and venue with your Sales Colleague
- 9. Planning for One-to-One Sales The Calculations for planning the number of households are as follows: Maximum duration of One-to-One Interaction per household: 30 minutes Maximum Travel time within the village: 10-20 minutes Total duration of sales activity = 40-50 minutes Lunch Breaks / Tea Breaks during the day = 1 hour Assuming that sales can be carried out from 9 am to 7 pm with breaks Minimum Number of households that can covered per person = 9 Maximum Number of households that can be covered by two sales personnel = 18 Schedule your visits, where you first target high priority Leads, then consequently plan visits for other categories of Leads and follow-ups Divide the households that would be targeted between the two of you Update the Sales Plan Communicate the Plan, schedule and venue with your Sales Colleague
- 10. Components of Successful Sales Working your way to Sales Have you asked yourself, "what do I want from my life and work"? Do you have, "If I think I can, then I can" approach? Having the right approach and attitude
- 11. Preparation First impression Clothes - Neat and Pressed Shoes - Shined Jewellery - Understated Grooming Eye contact Posture - Stand Tall Smile Boosts your confidence Your first impression determines whether you have a chance to make a sale. Most people make a decision about you in the first 10 seconds.
- 12. 3 things to know before making a sales call 1. Know your company 2. Know your product 3. Know your customer Solar-backed lighting solutions Facilitating the rural India Management top leaders in India Understands common problems people have in rural India What state / part of India does they belong? General beliefs, value systems, language? State of infrastructure, power conditions? Primary sources of income; general economic conditions How well are villagers connected is it to the nearest town / city? How does ZonLight replace alternate sources of light? How cost-effective the solution is? What are its features, benefits? How easy it is to operate and maintain? Customer Support services
- 13. The Sales Call Introduction Discovery Demonstrate Convince Close A five-step approach to Selling
- 14. The Introduction Carry a pleasant look Ask for some time or seek permission to talk or enter Exchange greetings Tell your name, organization Clearly state the purpose of your visit Introduction Discovery Demonstrate Convince Close
- 15. Discovery Ask open ended questions about your customer’s needs, problems regarding power conditions etc Find out what alternate source of lighting arrangement is used when the power is cut off Let the villagers explain. Draw out answers from them rather than forcing answers from them Listen carefully. Nod your head. If it is a mass demonstration, then DO NOT focus only on single person Introduction Discovery Demonstrate Convince Close
- 16. Discovery Explain about ZonLight in brief – its features, benefits and cost effectiveness DO NOT start off with pricing Create an awareness about the product YOU ARE SELLING A SOLUTION NOT A PRODUCT Introduction Discovery Demonstrate Convince Close
- 17. Demonstrate Demonstrate how easy it is to operate ZonLight Discuss product quality, reliability. You may drop the piece Talk about trouble shooting, replacing the batteries and maintenance Demonstrate how quick Customer Service responds to the request Introduction Discovery Demonstrate Convince Close
- 18. Convince Show your customer you are listening by addressing each and every issue that was stated by the customer during discovery Once again allow the customer to raise questions, doubts Get the customer to imagine how much easier his life will be by using our product Get your customer feedback on the product Introduction Discovery Demonstrate Convince Close
- 19. Close (One-to-One sales) Once you feel confident you have addressed all the concerns of the customer, Close If the customer is still not ready to move forward, then find out the ‘real’ issues that the customer is facing – lack of confidence / no money. Address these issues if you can Don’t be afraid to close more than once If you have made a sale, THANK your customer Leave your VISITING CARD with the customer Introduction Discovery Demonstrate Convince Close
- 20. You made a sale ! Now what? When you make a sell to a new customer you have already won that customers’ trust. Why not use this to make more sales? New Lead Current Customer When the sale is over, take a moment to ask the customer a few questions for his suggestions Ask your customer if there is another person they know who would benefit from the product. OR You can simply use the reference of the existing customer to a new customer
- 21. Do you get frustrated when you feel you are not convincing enough to make a Sale? Here are some guidelines!
- 22. What do customers care about THEMSELVES!! Wants, Needs, Desires
- 23. What do they Buy SOLUTIONS Not Products!
- 24. Your Customers Say, you have made enough background research on the culture, tradition, language etc … BUT, when you are dealing on a One-to-One basis: OOPs! The equations are different !
- 25. What do you need to know about your customers Type of Customer: Who are they – Decision maker, Influencer? Needs, Wants: What do you need to solve? Value Perception: Their perceived value equation Value = Benefit/Cost
- 26. Who is Buying? TYPES OF CUSTOMERS
- 27. The Influencers Every member within a Family Circle will have an influence on the Buying Decision Every member will influence different aspects of buying The power of influence will vary depending on the degree of ‘closeness’
- 28. The Influencers THEREFORE, YOU ARE NOT JUST SELLING TO 1 BUYER ONLY… BUT TO ALL HIS INFLUENCERS AS WELL
- 29. The Decision-Maker A Decision-Maker can be the one who is paying for the Product, BUT… SOMETIMES… An Influencer can also be a Decision Maker
- 30. The User A User is the one who is finally going to use the product AND… MAJORITY OF TIMES… He may have a final say whether to Buy or Not to Buy! He could be the influencer, decision-maker or both
- 31. The Sales Pitch
- 32. Sales Pitch: The Opening Eliminate possible distractions Lead with a question to involve client State the purpose of visit in terms of your customers need Get an agreement on the need Never push to talk to a busy customer. If the prospective says he does not have time: Ask the prospective for the best time to meet. Get a commitment from him / her
- 33. Sales Pitch: The Presentation Sell benefits not features Make it logical and end the Demo / Talk by filling the need Try to consume as little time as possible
- 34. Sales Pitch: The Presentation Every Situation boils down to a Personal Situation Your talk should reflect confidence and care Listen more and talk less Never belittle / demean what your customers say or point out
- 35. Sales Pitch: The Presentation Use all senses possible Be aware of clues — body language, questions, etc Control the flow of conversation Observe Customer's nature to adjust your sales pitch: -- Complaining -- Demanding -- Soft spoken -- Argumentative -- Half-convinced
- 36. Sales Pitch: The Negotiation Objections are the customers telling you how to sell them Restate the objection Answer in terms of your product’s benefits and value Have a Compassionate Attitude: “Please tell me because I want to help you”
- 37. Sales Pitch: The Negotiation End body of presentation with trial close If you get a “yes”-- stop selling and start writing If you get a “no” ask “why not” Answer objection, negotiate, and trial close again Don’t push unnecessarily if the answer is “No”, in spite of answering the objections; Don’t try to extend the sales call. Move on
- 38. Sales Pitch: The Close If you have made a Sale: Thank your customer. Ask: “ Would you like to start using the product from today itself?” Restate operating terms, warranty conditions etc Confirm and Assure the customer: “You will stay in the loop” “In case of any problems, you are just a call away” Ask for referrals. Leave your VISITING CARD behind Whether the answer is Yes or No don’t let your politeness go!
- 39. Sales Pitch: The Close If the answer is “No”: Thank your customer. Ask: “Is that the only thing that is stopping you from buying?” Restate need and feature/benefit Leave a way back in . Always, always ask when you can meet again Ask for referrals. Leave your VISITING CARD behind Whether the answer is Yes or No don’t let your politeness go!
- 40. After Sales: Update Records Update your Sales Plan Keep Records of customers details Keep a note of all the objections raised, feedback, suggestions -- this will help you in preparing for the next sales pitch Follow-up consistently Keep your promised dates
- 41. After Sales: Keep your Customer Never take your customers for granted Stay in touch Stress benefits of your product Ask them if they are happy — if not, FIX IT NOW Follow-up; follow-up; follow-up
- 42. After Sales: Customer Service Answer the phone No voice menus -- no lengthy holds Resolve problems now Honor your time frames Complaints are your friend — you get to show how good you really are
- 43. After Sales: Handling Complaints Don’t argue Apologize even if you’re not wrong Restate problem Give time frame to resolution If you can’t meet time, call and extend Let them know you care and that you are involved
- 44. A few facts to ponder about: More than 50% of sales people do not achieve their sales targets At least 90% of sales opportunities do not close as forecasted 70% to 80% of leads generated are never followed up Only 29% of salesperson's time is actually spent selling Only 38% of sales people capture accurate and comprehensive customer data 41.6% of all customers in movie theaters from 11:00 am to 4:00 pm during the week are salesmen who are afraid to CLOSE. 80% of all salesmen make 3 calls on a customer and give up. However, 80% of all sales are made after the 4th sales presentation.
- 45. Reach for that “pie in the sky” number in 2008 We are the industry leader in solar-backed lighting solutions; with the best people; product and support. Use these advantages when dealing with your customers to reach your goals this year.
- 46. ANY QUESTIONS ?