Its not how you sell, its how they buy

Case 1

• You walk into a restaurant, after spending some time on the menu you ordered a dish, the waiter said

“ The last three people I had in here before you ordered the same dish and in both cases they weren’t very happy with the way it was prepared and of the quantity. If you’re really hungry for that type of dish, try this other dish. People love it! It’s a bigger serving and Rs 50 cheaper than the special.”

Possible objections

1. Your price is too high.2. I need to speak with my boss or partner before I can make a

decision. 3. I want to think about it some more4. I don’t make same-day decisions5. I can do it myself6. We’re already using a competitor’s product (or service)7. I’ve got more business than I can handle8. I don’t think I can learn how to use it (or do it)9. I’ll do it later, down the road.10. I can get it cheaper elsewhere

Possible Objections

11.Your company hasn’t been around a long time12. I don’t like your product13. I’m concerned about your customer support14. I can’t afford it right now15. I’m afraid of the hidden fees16.My friends (or family) tell me it doesn’t work17.What if I buy and find something better later?18. I’ve heard bad things about your company

In my sales process, do I empathize with my client’s enough? Do I provide enough

education to empower them?

Time Managed by poor sales persons

1. 10% on Prospecting2. 23% on Sales Presentation3. 15% on Service4. 30% on Administration 5. 20% on Travel6. 2% on Self-Improvement

Time Managed by good sales persons

1. 45% on Prospecting2. 10% on Sales Presentation3. 20% on Service4. 5% on Administration 5. 10% on Travel6. 10% on Self-Improvement

National Sales Executive Association Survey

• 2% of sales are made on 1st call• 3% of sales are made on 2nd call• 5% of sales are made on 3rd call• 10% of sales are made on 4th call• 80% of sales are made on 5th call

How many sales people actually make that 5th call

• 48% of salespeople quit after the 1st call• 25% quit after the 2nd call• 12% quit after the 3rd call• 5% quit after 4th call• 10% made that 5th call or more

Think yourself as a client or a customer

• How many e-mails do you get per day?• Have you every checked your spam mail?• How many commercials do you get in an hour?

As being a Sales person, You must understand • Prospects just don’t have the mental bandwidth

to absorb everything that’s being thrown at them

Activity

• Now I need every one to take a paper and pen and construct an Introduction for a cold call

• Pick your product/company from the class assignment

10 main reasons why salespeople fail

• They have unclear objectives • They don’t have a working sales plan • They find it hard to prioritise activities • Prospecting is not given a high enough priority • They find it hard to deal with assertive buyers • They don’t structure their sales calls and find it hard to be in control • They don’t ask enough questions • They fail to listen effectively • They don’t close because they worry about rejection • They avoid negotiation wherever possible and side with the

customer

Few Top Tips for Sales People

• Understand selling and buying behaviour

• Put yourself in the position of the client

• Listen effectively

• Work on your personal development

21

Forbidden Phrases

“WHY DO YOU NEED TO KNOW?”

“NO.”

“YOU’RE WRONG.”

“WE’VE NEVER DONE IT THAT WAY.”

“YOU’LL HAVE TO.”

“THAT’S NOT MY JOB.”

“THAT’S AGAINST COMPANY POLICY.”

“I DON’T KNOW.”

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Why Do Customers Stop Being Customers?

100%• 1% Die

• 3% Move Away

• 5% Seek alternatives

• 9% Go to the competition

• 14% Dissatisfied with product/service

• 68% Upset with the treatment they receive