4. <<>>
What is My sales Principles
• Sales is my Physical method to market my product stressing on
the main need of my prospects
• So How I can Market within my sales ?
6. <<>>
Sales Execution
It’s the direct touch point with the customer/prospect to market your products within the definition of
the prospect needs
Pre-sales Approach
Post
sales
7. <<>>
Pre-sales
Product
Knowledge
- Understand your product unique edge
- Understand the lacks your product has
- Understand the value proposition of your product
- Understand the limits of my prices
Company
research
- Search for companies has the need of your product
- Think about what can make them not buy your product & find the solutions
- Search about who is competing with you to fulfill the same need
Material
preparation
- Edit your proposal according to the company needs
- Search for more relevant product to be included
- Put showcasing material within the proposal
- Edit the proposal with something can be related to the company
8. <<>>
Approach
Virtual Approach
- Virtual communication (ex. Emails,Newletters,etc)
- Use this for ONLY Traditional Partners
Indirect Approach
- Event participation within corporate engagements
- Job fairs or career days participation
- Events promotions within the prospect channels
- Recommendation request
- Use this for un-reachable contact persons
Direct Approach
- Sales Meetings
- Phone calls
- Up-scaling visits
9. <<>>
Post-Sales
Virtual Follow
Ups
- Virtual follow ups (E-mails, Reminders, etc)
- Use this for the prospects already understood your product whole aspects
Follow Ups visits
- Clarification visit to discuss about the product more
- Use this for the contact persons whom are not decision makers
Negotiation
Approach
- Offering more flexibility
- Providing more benefits
- Prices changes
13. <<>>
• Is perceiving the current state of the company !
Example
- How many employee in the company
- How’s the new product in going
- What’s the main aim of the company
Situation
14. <<>>
• Is Putting obstacles in front of the prospect !
Example
- Why the company isn’t achieving its aim till now
- How huge the salaries for the employees
- Does the IT systems is fully updated
Problem
15. <<>>
• Is presenting the solution of the company problems !
Example
- That’s why we have this product that can help similar
companies with the same issues
- We were thinking how we can use our resources to support the
corporate sector
Implication
16. <<>>
• Is presenting your offer benefits and prices !
Example
- Not only this we also have more benefits like….
- As the product costs… to be able to deliver it 100%
Need Payment
19. <<>>
“What is the discount you are offering ?”
“A very special discount for you Sir”
You !
customer !
20. <<>>
“Oh Come on ! Your competitor is giving…”
“Really? Sir that is out of question”
customer !
You !
21. <<>>
“I can buy it right now but I won’t accept
anything less than …”
“You drive a hard bargain Sir. 50% is too high. I can offer
you 25% discount ”
customer !
You !
22. <<>>
“40% discount and nothing less”
“Have you noticed our new memory dialing system Sir. I
can offer you a maximum of 30% discount. That’s the best
I can do”
customer !
You !
23. <<>> Do you feel like this ?
So why then at the end of it all …
24. <<>>It gets hurt !
Our ego …
You took a position
Hurt because…
He took a position
Hurt because…
