Busty Desi⚡Call Girls in Surajpur Greater Noida >༒8448380779 Escort Service
Topforce
1. THE TRUTH ABOUT BUILDING A
PROFITABLE SALES FORCE
PRESENTED BY: ABHISHEK RAI
2. Content
Finding Winners
Training Winners
Prospecting Tips
Rapport Building Tips
Motivation Tips
Smart Questioning
Dealing With Objections
Closing Sales
3. Finding Winners
Four Insider Secrets To Sales Success
Can this person sell?
Selling skill
How will this person sell?
Behavioral strengths
Will this person sell?
Attitudinal Structure
Why would this person choose to sell?
Personal interests & values
5. Selection and retention of
SP
Attract the best
Select them carefully
Train them correctly
Create a positive, customer-focused and
highly charge environment and….
Get out of their way and let them sell!
9. Customer IMPACT….Cont.
#4 Buying is basically an emotional response.
1st
,it suggest that people buy benefits for
themselves, not feature, products,
services etc.
2nd
,A strong empathy for the customer is
absolutely vital for success in selling.
3rd
, You must be sort of salespersons with
whom people enjoy doing business.
10. Person vs. Personality
Will they sell?
Intelligence and Personality
Types of personality
Socializers- Aka “Speakers”
Relater- Aka “Listeners”
Analytics- Aka “Thinkers”
Directors- Aka “Doers”
Key attributes of Sales people
Forget about “Born” Salespeople
11. Training Winners
Marketing Strategy can be
Focused
Clearly Defined
Well Known
Accepted
Diffused
Unclear
Unknown
Not Accepted
12. Training Winners….Cont.
Aligning Your marketing strategies
Failure Marginal
Success
Conflict/ Low
Sales
Long Range
Success
Diffused
Diffused
Focused
Focused
Sales
Strategy
Marketing Strategy
13. Leverage
In the sales world, leverage means using
your time, talent, resources or
advantages to deliver maximum value to
your customers.
Element of Leverage
Create the lever and the fulcrum
Place your fulcrum in your selected
niche market
The object you will raise-is customer
value
14. Leverage…..Cont.
You are the lever in leverage
How does your company stack up?
Spotting the time wasters
Knowledge- The raw materials of leverage
15. Listen People Into Buying
The Greatest Secret In Selling:
Show people what they want most, and they will move
heaven and earth to get it!
Listen people into buying instead of talking your way
out of the sale.
Measure Your Prospects- Don’t Just Size Them Up
The fatal Flaw In Selling
Probing Gives You More Power
16. Principles Based Selling
Value-based selling is not a technique, it is a
principal.
IMPACT Selling
Focus on Relationships
An Efficient Plan Needs Effective People
17. The IMPACT salesperson
Strinkingly impressive: Who you are.
Ready for service or action: What you know
Capable of producing maximum sales with
minimum time and effort: what you do.
Take it one step at a time
18. Prospecting Tips
7 Power-Packed Prospecting Pointers
1. Treat prospecting as the lifeblood of your sales
career
2. Treat prospecting as your most valuable time
management tool
3. Take an organized approach
4. Remain alert for “suspects” who have the potential
to become qualified prospectus
5. Stay in constant touch with active prospects
19. 6.Rework your suspect inventory regulatory to try to
upgrade suspects to the status of qualified
prospectus
7.Continually upgrade your prospecting system and
strategies
20. Rapport Building Tips
The greatest secret in selling
How to reduce tension and establish trust
To eliminate tension you must win the inner game
You have to create trust
21. Motivational Tips
Selling During The Lean Times
Focus on your customers and never look away
Helping others helps you
The faster way to revenue
22. Smart Questioning
Probing Tip
#1 Prepare the questions you will ask in advance
#2 Open-ended and indirect questions
#3 Ask need-development questions
#4 Ask questions that help you identify dominant
needs
#5 Ask question that help you pinpoint the dominant
buying motivations.
23. #6 Avoid asking offensive questions or asking questions
in an insensitive way
#7 Start with broad questions, then move steadily
toward questions with a narrower focus
#8 Ask questions that are easy to answer
#9 Use questions to guide the interview and keep it
positive in tone
#10 Ask then shut up and listen.
24. The Master Keys of Selling
Show people what they want most, and they
will move heaven and earth
Mastering the master key
Asking and Listening
Self centeredness is not in your best interest
25. The Master Keys of Selling
Probe Principle
#1 The best way to serve your own interest is to put the
needs and desires of your customers first!
#2 To deliver value to the prospect, you must see
yourself primarily as a value resource for the prospect!
#3 To be a value resource for the prospect, you must
fist discover what the prospect perceives as value!
26. Turn your Demonstrations
into Power-Packed
Apply Pointer
#1 Choose the most appropriate product or services
#2 Tailor the presentation to the prospect’s “Need and
Wants”
27. Dealing with Objections
Justify that you are selling value to customer
Price Justifier
#1 Imagine a value meter
#2 Interpret relative values
#3 Personalize all value
#4 Sell the key benefits
28. Needed: A New Direction
in Sales Training
Regarding product training
Using Motivational Speaker to get SP hyped up
Using complicated sales training system
The SP’s Greatest Folly
Most of the things that can go wrong in life
happen when your mouth is open
Forget the So-Called “Quick Buck”
29. Closing Sales
Closing Tips For The Value-Based Sales force
-Tie up the sale, never your prospect
-Negotiate the conditions of the sale
-Clear away objections
-Ask for the order
-Reinforce the sale
30. Closing Technique
Ask for order
#1 Use trail closes throughout the Interview
#2 Ask them to buy now
#3 Assume the sale
#4 Use the either/or close
#5 Deal with fear of making a decision
The Pay-off
31. Six Tools to Locate
Qualified Prospects
Power-Packed
#1 Who
#2 Where
#3 Why
#4 What
#5 When
32. Building A Bridge: The
Transition to Sales talk
Setting the stage for action, Not for reaction
1 Get to the point of your visit quickly
2 Avoid being abrupt
3 Make it natural
4 Test your bridge before you invite the client
to walk across
33. Negotiation Tips
Negotiation strategy
#1 Open the negotiations on a positive note
#2 Get all the conditions on the table
#3 Make sure you understand the conditions
#4 Offer to try to work out any problems
34. Proving Your Claims
Claim Prover
#1 If you can prove it, show your evidence
#2 Reinforce all claims visually
#3 Let prospects experience it themselves
#5 Repeat important claims and proofs again and
again
* Bring your own witnesses
35. Bring Your Own Witnesses
Witness Pointer
Try to get a written endorsement from every
customer
Carefully select the endorsements you use with
each prospect
Treat endorsements with dignity and respect
Try to involve satisfied customers with prospects
What’s In It For Me?
Every prospect you call on has his or her own
needs, interests, and desires and the only place
they hear ads about how to fulfill them is on
WII-FM.
True sales champions know that when a
salesperson and a customer get locked into a
war of the wills, the salesperson always loses.
True sales champions know that when a
salesperson and a customer get locked into a
war of the wills, the salesperson always loses.
