2. Processes
1. Prospecting & Qualifying
2. Pre approach (pre call planning )
3. Approach
4. Presentation & Demonstration
5. Handling Objections
6. Trial Close / Closing sale
3. Prospecting & Qualifying
Qualify Prospects - Individual prospects & Prospective
Channels need identified & qualified
Suspects needs disqualified or removed from list
Sales Funnel & Order Analysis
Execute Order & synchronize with own National &
Principals Global Phenomenon
Many suspects, Fewer prospects, Even fewer customers
(80% business from 20% customers)
Sales Forecasting
Sales forecast to be regularly updated (rating w 0% to
100% probability against each prospect)
4. Pre - Sales Plan
Technique:
Focus on understanding customer needs and
characteristics and Preparing detailed Proposal or Bid on
how the product or service offered can satisfy the need
Steps to be followed shall be -
Determining Business objectives
Development of customer profile
Determining customer benefits
Determining the flow and contents
Competitors knowledge : structure-share-strategy-systems
Customer knowledge : attitudes-preferences- behavioral
habits
5. Approach
Exploring & Developing the Market
Mapping the Client
Identifying the Qualified Principals or even Suppliers (if
required) for bigger supplies (If direct option not available)
Identifying Alternate Service Opportunities for more sales
Identifying All Prospects for each Project & creating funnel
Influencing the market
Keying in Unique Selling Propositions into customer
specifications to secure long term businesses
Sell by design & Not by chance.
Follow a proven 4 step formula:
NEED ANALYSIS
NEED AWARENESS (remove blind spots)
NEED SOLUTION
NEED SATISFACTION
6. Approach
Channels
Establish Funnel Consisting of all possible Business Channels
Focus on acquiring high value accounts directly
Appointing Agencies – with Project Target customers in No direct
presence regions
Bidding – Participate in Government, PSU’s or Overseas
Opportunities
Advertising
Corporate Advertising
Advertising campaigns must Stress on Financial Stability
Leading Technologies highlighted to Stress Leadership
Product / Services Advertising
Immediate & Measurable Effect on Sales
Product Awareness
Promotions must be defined
7. Approach
Evolving Systems, Processes & Technologies
Shall evolve Separate Systems & Processes to suit each
Prospect separately viz.
Contract Management Systems
Customer Relationship Management
Internet – for CRM & Efficient Resource Utilization
Call Centre
Inbound
Outbound
8. Presentations
Stimulus Response: We shall develop A ‘canned
approach’ or a memorized sales presentation .It assumes
that if a right stimuli is made it will get a favorable
response. Must be ready with stimulus capsule approach
Formula : the AIDA (Attention-Interest-Desire-Action)
process presentations will be evolved.
Need-satisfaction approach: An interactive sales
presentation will be worked. The most challenging and
creative method. The FAB way.
Features, Advantages, Benefits.
Consultative Approach: problem-solution method.
Knowledge of the industry, clients company, awareness
of key members needs etc shall be taught.
9. Handling Objections
Objections , opposition , resistance to the presentation
typically happens during the presentation* or while asking
for the order.
Objections must be welcomed.
Objections indicate that the prospect is involved and not
indifferent.
Ask questions: listen, rephrase, reconfirm the objection
and explain.
Turn objection into a benefit and trial close.
Deny objections tactfully. (arrogance and sarcasm to be
strictly avoided)
Testimonials, referrals
Compensation for valid objections.
10. Handling Objections
Listen
Understand
Negotiate
Plan – pre determine ‘firm’ and ‘flexible’ factors;
define limits.
Ensure an atmosphere of trust , understanding
and respect.
Define purpose and objective.
11. Trial Close / Closing Sale
Summarize it all & justify to all
Provide Advantage and disadvantage
comparison
Understand Opportunity benefits
Use Emotional appeal
Closure Directions
A.A.F.T.O=Always Ask For The Order
