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Selling Mobile Broadband

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This presentation was done at IESL toastmasters club as a project in Professional Speaker manual. The project objectives are to educate sales force on selling techniques. The project title is selling mobile broadband as it is a new dimension in mobile technology.

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Selling Mobile Broadband

  1. 1. SELLING MOBILE BROADBAND Mahesh Amarasiri
  2. 2. Selling a SIM card is easy as customers know how to……. • Install the SIM to the phone • use the phone ( They know how to talk!) • Set up the phone
  3. 3. Selling a internet connection is difficult ….. • Customers do not know what to do with internet • Complicated settings • Fear of internet
  4. 4. Selling internet is very different to selling a SIM…… We do not have a choice but to sell internet…….. Those who master the art of selling internet will win in the battle……
  5. 5. How our competitors are selling internet?
  6. 6. The five step approach 1. Find out the customers needs 2. Get the confidence of the customer 3. Sell a solution • DRAMA approach 4. Anticipate objections 5. Make the close
  7. 7. 1. Find out the customer needs • Typical needs of the customer that can be addressed through internet solutions • Call somebody abroad • Assisting kids to do homework • Social Media • Fear of kids accessing unwanted sites in internet ! • How do you identify the needs • General fact-finding questions on occupation/family • Clarify the pain-points • Identify how internet solutions could address the pain points
  8. 8. 2.Gain the confidence of the customer • Customers will buy the product if they feel that the sales person understand the customer • Show empathy • Guide the customer to the product as a solution to the problem/ pain point
  9. 9. 3. Sell a solution –DRAMAApproach • Demonstrate • Recommend • Arithmetic (Investment the buyer has to pay) • Measure (Sell the benefit) • Assure • Will it work? • Is it the best available? • Will it be the best in the future?
  10. 10. 4. Anticipate Objections • Use objections to further enforce the solution • Empathy • Be prepared for possible questions / objections in advance
  11. 11. 5. Closing the Sales (CLOSE Approach) • Comparison • Ask to make minor decisions such as color/ model/ make/ brand • Loss • Ask the customer to buy now for added advantages • Customers generally fear of loosing some benefits • Opinion • Ask whether the solution would address the needs of the customer • Story • Share the opinions of the people who already purchased the product • Social media would play a bigger role here • Example • Provide the specific example of a users who use the product