Slide 1 : Paradigm Trainers Pvt. Ltd. welcomes you all for the program on Achieve Success in Major Sales
Clients : Clients
Clients : Clients
Rajan Parulekar : Rajan Parulekar B.E. , MBA
25 yrs . Experience in Sales and Marketing
with Toshniwal, L& T, Wiltron USA
Best Sales Performance in Asia Award - 1990
Winner - Int’l Speech Contest in USA- 1997
Guest faculty at IIM Bangalore
Slide 5 : Organization’s Expectations from salesmen
ENJOY – the 5-step Selling Process
Why Building Trust is Important
How sales Funnel can help you deliver a consistent performance.
Portfolio Approach to Sales Topics Covered
Slide 6 : Program shall be useful to:
Freshers who wish to make a career in Sales
Executives from HR, Production, R&D switching to sales
Experienced sales executives in corporate/industrial/B2B sales
Generate additional income thro’ direct selling
Slide 7 : Indian Direct Selling Association (IDSA) projects a 20% growth.
Rs. 2522 crore in 2006-07; Rs. 2851 Crore 2007-08
Products are sold one-on-one
William S Pinckney MD & CEO Amway
Amway recorded a 40% growth. Cross Rs. 1000 crore, 50% market share coming from Nutrilite brand of nutritional supplements.
(Brand Line 14th May 2009)
Slide 8 : To achieve the Sales Volume or Top-Line
To ensure profitability, margins or the bottom – line
To achieve a balance of short term & long term goals Organization Expectation from Sales Executives
Slide 9 : Objection Trust Development Benefits Handling From Customer Yes Establish Needs Justify ENJOY The 5 - Step Sales Process
Slide 10 : Establish Trust: By meeting customer expectations, you establish trust and credibility. 2. Needs Development: Identify and Develop Needs by asking precise and relevant questions ENJOY Process
Slide 11 : Justify Benefits: Make a clear distinction among Features, Advantages and Benefits.
- Identify the different stakeholders in the buying process.
- Show benefits from the customer’s perspective. ENJOY Process
Slide 12 : Objection handling: The reasons why customers raise objections are: No Trust, No Need and No Help.
- Active Listening and the right questions help you to handle the objection effectively. 5. Yes from Customer: Use the trial and final close with negotiation skills to get the customer commitment. ENJOY Process
The Importance of Trust : The Importance of Trust Why it matters the most
when the brands are getting commoditized
Slide 14 : Sales Rep’s Biggest Mistakes By TOM ATKINSON AND RON KOPROWSKI
Slide 15 : Importance of Trust Building – I Paradigm shift from a sellers’ to a buyers’ market. Sellers in general over-promise and under-deliver. Due to intense competition there has been an improvement in product quality vis-à-vis the 20th century products.
Slide 16 : Products being similar, it is the person behind the product who becomes the key differentiator. Thanks to internet,
- Customers are knowledgeable
- Bad news spreads fast. Importance of Trust Building – II
Slide 17 : Factors those Build Trust – I Be on time. Reaching 10 minutes before the scheduled time helps you prepare well for the sales call. Dress appropriately for the occasion. Take the required resources like Brochures, Price List, Recommendation Letters, Client List, Visiting Cards, etc.
Slide 18 : Do homework about your client through net, references etc. Anything common between customer and you in terms of Language, Interest, Caste, friends? Factors those Build Trust – II Exude confidence. A smile is the shortest distance between two people.
Slide 19 : Customer would like to deal with competent executives. Competence is created by:
- The Organization you work for
- You
- If you have executed projects in a similar industry. Factors those Build Trust – III
Sales Funnel : Sales Funnel A tool that can ensure
consistent business
every month!
Slide 21 : Which Salesman delivers Consistent Performance? Company: Astra
Salesperson: 3 Monthly Target
Rs. 20 lakhs (2mn) Figure indicates No. of cases
Sales Funnel : Sales Funnel Enquiry/RFP I:- Pre-Sales Define Target Segment II:- Prospection Qualify III:- Sales Decision Makers IV:- Negotiation Value Proposition V:- Order Closing Advanced Stage
Slide 23 :
Slide 24 : A Funnel Status for A Current Month Next Month Short Term Focus
Slide 25 : B Funnel Status for B Current Month Next Month No Focus on Short & Long Term
Slide 26 : C Funnel Status for C Current Month Next Month Short & Long Term Focus
Slide 27 : I. Pre Sales: You define the target segment in which you wish to operate.
II. Prospection: You qualify a prospect by asking the right question, thus identifying and developing the needs. Your position is one-among-many.
III. Advanced Stage: You identify the different Stakeholders and present benefits to create value for them.
IV. Negotiation: A force-field analysis will show your position vis-à-vis the customer.
V. Order Closing: If you have moved from one-among- many to a preferred-vendor, you may have to give nominal concession to close the order. Five Stages of a Funnel
Slide 28 : 1. It reduces your work pressure.
2. It helps you focus on the right numbers.
3. Your negotiation power improves.
4. Develops a balance among the different stages of the funnel. Advantages of Funnel
Slide 29 : Bottom-To-Top Approach
o Makes your funnel empty the next month.
o The uncertainties in business makes order forecasting difficult with less number of active proposals.
o To reach your quarterly/monthly targets you chase the same old clients thus working under pressure.
o Your negotiating power is reduced. Approaches in using Sales Funnel
Slide 30 : B. Top-Down Approach
o You work hard generating new prospects.
o Even though you are busy, results may not come compared to your efforts. The funnel chokes up with less output.
o You develop new markets, explore new applications, but the competition reaps the harvest. Approaches in using Sales Funnel
Slide 31 : C. The Effective Way
o Order closing takes top priority.
o For every order closing, ensure 5 new prospects are added.
o Ensure that there are enough cases in each stage.
o If a case in 4th or 5th stage is getting delayed beyond normal, consider it as a fresh case. Approaches in using Sales Funnel
Portfolio Approach to Sales : Portfolio Approach to Sales
Slide 33 :
Slide 34 : Organization’s Expectations from salesmen
ENJOY – the 5-step Selling Process
Why Building Trust is Important
How sales Funnel can help you deliver a consistent performance.
Portfolio Approach to Sales Topics Covered
Slide 35 : Thank You