Welcome
to the
Demo file
How to make a deal in an easy way
CONTENTS
1. Brouchure details:
(a) 4 steps of the general sales pitch
(b) What is a deal?
(c) How to make a deal in a successful way?
(d) What to do when a sales person comes across a problem while selling
(e) Communication and conversation
(f) Sales pitch response flow chart
(g) Text meaning of the flow chart
(h) Logic of the market availability
(i) A 5 point dragging technique with a flow chart which explains on how to close a deal
(j) Application or advantage of the technique
(k) Key of the 5 point dragging technique
(l)An example with an exercise , script ,customers response and the drag used by the sales person –using the dragging technique
2. Introduction on sales and marketing.
3. 7- activities of the selling process
4. Prospecting
5. Presentation skills
6. Handling objections
7. Closing a sale
8. The secret of success in selling
9. Factors Involved in buying decisions
10. Qualities of a good sales man
11. Sales tips
12. How to make money?
(a)With jobs
(b)For students
(c)For businessmen
13. How you are benefited by reading this study material and why you should buy it?
14. How to apply the project?
15. price list
When to read the brouchure - How to make a deal in an easy way?
When a person decides to sell a product he will learn or will know the details of the product. This is product knowledge. Next he needs a customer to sell the product. The probability of prospective customers are huge. Today at the call centre the customer waits for the executive to sell. Outside at a cold call every body are prospective customers. Imagine having a product and knowing the secret of selling it to such a big prospective customers. Surerly there is big money involved for the executive if he knows the logic what he has to do at this point. Imagine the sales person is ready for the job after product training. Depending on his capabilities he may make sales. But if he has the material on hand and goes through this material, he will get the logic and is ready for the job. It’s going to be a jump start. Thus this broucher explains what the sales person has to follow and do in his mind for a sale ie, how to make a deal in an easy way.
2. Is the subject of this brouchure is on selling or how to sell a product kind of material?
Yes
3. How to use the ideas given in this brouchure?
You can sell any product with this idea and logic. Use it when you want to sell a product.
4. How to sell?
Fix up on appointment and meet the customer. Explain the product keep in mind the informations given in this brouchure. It will help you make a sale. If you cannot, the next customer will be with a positive result. All the sales person has to do is to meet people.
5. Will this idea work for any product?
The ideas efficiency will be high when the product’s cost and the product’s volume are high.
Anyway, as the material explains on selling, it will work for any product with any cost.
Where exactly does this study material comes in our life?
History:
This world is full of businesses in one form or the other .From markets ,industries ,consumer goods ,usable items to the basic goods for human needs .whether it’s a private sector or a government sector earning a profit is an important thing for a service .Thus the majority of the service generated in this world is for money .Selling goods is one of the service .There are a wide choices of goods that can be sold. Everyone has a right to choose any business .If the person wishes he can join any organization and volunteer their service which sells a product or service .
For students:
A student who is just out of college and wishes to start a business will be benefited by this study material .Suppose if he has five business plans initially and if each business takes six months to know whether a success or not , he will approximately lose five years by the time he comes to know that his fifth business is a click .Through a small calculative flow chart he can work out the success of his business within a short time thus saving time ,money ,loss and become successful.
For businessmen:
A low profit making company can be made a high profitable one. Ex :- If his first company is 30% successful .He doesn’t has to jump to the second .Just with an idea he can generate an extra 70% profit.
For any individual :
An individual student who has no idea of going to job can generate his own business by deciding to sell any product of his choice .Because he will get an idea of selling ,how to sell ,what a market is ,how to talk , what is required to sell etc.
The situation:
A deal or a sale may happen anywhere in office or business.
You can be generate money with sales . Desighning , production ,selling, maintenance are the stages for bringing out a product . selling is one among them .A seller tries to understand and speaks in all these 4 subjects .You can read the study material to understand the situation of selling and learn to sell .A sales person or a person who wants to make sales can get an idea on “ How to sell”.
Energy factor:
A sales man may loose hope in his job if he doesn’t
make a sale. A businessman who sells a product after manufacturing it ,will lose hope if he cannot sell it. A shop man loses hope if he cannot run his business in a profit .Generally a lot of money is involved in business .Interests rates will be high .No one is happy without a profit.
When the energy of the boss goes down there is a chance of the collapse of the whole system.
Just imagine a profit -being made at a small level in the beginning and making profit consistently to run a profit making company .Imagine a salesman making sales regularly and making incentives .Imagine a busy shop. Imagine an economically strong government providing facilities for the public .All these makes bubbling of energy .This energy can be achieved on understanding the concept of selling.
Introduction on Sales and Marketing
Totally 3 Subjects are involved in the subject of Selling,
a) Psycology ie human behavior (Social Science).
b) Communication (arts)
c) Selling (Creativity)
The art of selling is ancient
What is Selling :-
Delivering the goods to the buyer for a price is selling
What is Marketing :-
Marketing is the activity produced by the companies tofecilitate selling.
Marketing ends at selling.
Who is a Sales Man :-
A Sales man is a
1) Deliverer 2) Order taker 3) Technician
4) Demand Creator 5) Solution Provider
Job of a Sales Man :-
1. Generating Leads
2. Allocating time to customers
3. Communication on Products and services
4. Selling: a) approach b) Presentation
c) Answering Objections
d) Closing Sales
5. Servicing: a) Technical assistance
b) Arranging Finance
c) Delivery
6. Market Research : Information gathering
Managing Time on the Job :-
1. A Salesman has to plan for his call to the customer.
2. 50% of time is spent on travel.
3. Short-time is spent on food and breaks.
4. Waiting time occurs at the buyer’s office.
5. Time is spent with buyer while selling on phone or in person.
6. Generating Reports, billing and delivery consumes time.
ACTIVITIES IN THE SELLING PROCESS :
There 7 activities in the selling Process
a) Generating Sales Leads.
b) Qualifying Leads.
c) Preparation for the sales call.
d) The Sales meeting.
e) Handing Buyer resistance.
f) Closing the Sale.
g) Account Maintenance.
a) Generally a Sales lead is generated through referral, cold call,
response for an advertisement.
b) Qualifying leads has to go through things like
1. Buyer cannot be contacted.
2. Buyer already bought from an other source.
3. Lack financial capacity
4. Buyer not a decision maker
5. May not meet the requirement for a purchase
c) Preparation for the sales call includes
1. Knowing the key decision maker.
2. How are purchase decisions made.
3. Cold calling for a presentation .
d) The sales meeting includes
1. Do not jump right into sale. Establish a rapo . Say “Hi”.
2. Use Questioning skills to know about the company.
3. Know and understand the needs of the buyer.
4. Tailor and present the product.
e) Handling Buyer’s resistance includes
“I don’t see how this can help Us” may be used. It’s just part of
selling. If effectively handled it can create interest.
f) Closing the sale Includes
Persuading the customer to place an order. Generally the buyer places
an order.
g) Account Maintanance is required to maintain the buyer and seller
relationship.
Prospecting
How to create new prospects or contacts :-
1. Links :
Questions like “anyone else?” “what about the others?” can be asked.
2. Recommendations :
Customers Recommendations
3. Cold Canvassing :
Knocking a door un invited is cold canvassing.
4. Directories :
Yellow pages is an example
5. Past Customers :
They can always buy
6. Observe :
Whomever the sales person comes across. By chance an unexpected person may become a customer.
Spend time on creating new contacts and charge towards them.
How to be Prepared for a meeting :-
1. Plan for a few minutes before the meeting.
2. Research for the papers required in advance.
3. Be Specific : Keep intentions clear
Measurable : Numbers must be measurable
Achievable : Must be reasonable
Realestic : Must be meetable
Timed : Target for results
4. Be organized with Samples ready.
Presentation skills
How to create a good impression :-
a) Be Professional
b) Be concious in manner
c) Tailor the approach according to the customer
d) Create interest. by starting with a positive note and keep maintaining it.
e) Clear with the customer how long the meeting can last
and follow it.
2. How to use questions :-
Art Open Questions to get people talking. Seek Permission to ask question and make the necessasity for it clear.
3. Learn to be a good listener :-
Concentrate. Acknowledge their talk while focusing your
eyes and attention on the customer.
4. At the end of listening, agree the needs of the customer and
start explaining.
5. Intiate the meeting and lead the meeting. Run the kind of
meeting you want.
6. Be little informal.
7. Never waste the time of customer as they are generally busy .
8. Say things in an understandable and attractive way. This will
keep in choosing you as a salesman in competition.
9. Understand the informations on the first time.
10. Customers are usually attracted by benefits.
11. Use plus and minus - arithmetic sings.
12. A meeting is easy to follow if it has a sound logic.
13. Do not interrupt the customer while looking at the brouchure.
Sit until he completes.
14.Check the customers understanding.
Handling Objections
Objection occurs by the customer to access the product and the seller.
If an objection is raised it means that the customer is
interested. Try to remove or reduce the objections raised.
List of Never - do - it’s
1. Getting to the point of discussion promptly.
2. Being abrupt.
3. Talking too much.
4. Not Listening.
5. Interrupting.
6. Pressurising.
Closing a sale :-
1. What is closing?
Closing is agreeing an order by the buyer. Sometimes it happens that a customer who gives a pleasant positive response says bye at the end. You may no be able to close at all.
2. When to close?
When all the required information has been said - close.
3. Closing methods ?
Alternatives : “ Would you like 10 or 20 pieces?”
Command : “ If you say yes I will deliver it?”
Direct request : “Shall we go ahead” i,e improvement in the discussion.
Gain : Inform the customer on discounts.
1. What customers want :
The customer involved in a conversation with the sales person weighs the case and buys only when he is convinced. Customers are not mechanical. They are real. An appropriate word or a good sentence can help you get an order .A wrong word or a sentence may lead you losing an order.
The secrets of success in selling:
1 More the quality meeting, the more you sell.
Sale depends on whom you see.
Learn to identify a potential customer.
2 Meet more people and sell to more people.
3 If the customer is interested never leave him without a sale.
Factors involved in buying decisions :
1. Depends on the quality of the product sold .
2. Buyer may not mind a higher price.
3. Buyer would like to buy from the cheapest source.
4. Buyer selects the shop depending on the quantity needed.
4. Seller’s image is also considered.
5. Shopping comforts are also considered.
QUALITIES OF A GOOD SALES - MAN
1. Physical Qualities :
• Must be Physically fit for extensive traveling
• Must look descent with a Pleasing appearance
• Must not use a loud tone
• Must have clean habits
2. Mental Qualities :
• Good Memory • Alert
• Self - Confidence
3. Social Qualities :
• Patience • Open Minded to receive views
4. • Knowledge of Self • Company
• Product • Buyers Selling Technique
5. • Honest • Strait forward
• Loyal to customers who are sincere and prompt
• Ambitious • Should know to manage time
• Analytical skills • Should know market potential
6. Character
• should be honest • Reliable
• Knowledgable • Helpful
• Customer and competetors characterestics
• Effective sales presentation
• Should understand field procedures and responsiblities
6. Successful selling is a mix of
• Mixing with people • Product Knowledge
• Selling Skill • Attitude
- Attitude Includes
• Belief • Commitment • Desire
• Ability to Fail • Goals • Self Motivation
• Enthusiasm • Purpose • Self-Discipline • Confidence • Creativity • Go to the Extra mile
• Self Improvement
- People Skills includes
• Asking Questions • Listening • Social Style
• Psycological level • Body Language
- Product Knowledge includes
• Product Strength • Product weakness
• Uses • Feautures and competition
Tips:
1. It is good to write down the basics about the customer, before speaking to the customer on phone, while fixing up an appointment.
2. Spend time on a qualified buyer or prospect with a greatest potential.
3 Look for a buyer who has money, authority and need.
4. Identify and spend time with a true buyer.
5. Some times something is said in a way you have not experienced before.
That’s the life in selling.
Avoid standardized responses, then you can impress and suceed.
6. People buy if they trust. How to get trusted ? Promise more and deliver more .Then they buy.
7. Decide the question that can make a sale.
8. You can make money tommorow morning with a sale.
9. Needs are logical. Wants and desires are emotional. Ask emotional questions.
How to make money
For jobs:
This city is very huge. There are many products for sale and available for business. A person can either take a distributorship of product or products, for business.
If he wants to be an individual sales man he can join a good company selling products and do sales. As the logic of selling is understood from this study material, he can sell as many products as he can and make incentives with salary and thus earn more money.
For students:
A student can generate his own ideas of business that he wants to do in the future. This study material helps him understand the history and logic of selling. once understood they can even take up sales jobs in their career. Thus, it’s important to know these ideas in life for a student.
For buinessman:
Generally as the sales technique is understood naturally, we do not give much attention to know whether the knowledge we have on it is correct.
The businessman’s business is either a success or not depending on this. This study material gives and acts as a energy booster to businessman.
He can agree check and compare his ideas, with this research material. Thus he can confirm his thoughts.
Learning the techniques for sales in real estate, properties, dealerships, bulk-orders, technology, media, shipping, airlines, banks, IT, agencies, education, construction, consumer goods can fetch a lot of money.
All these branches have a lot of opportunities for small sales talk that can fetch big money.
As there are no single human available who has done sales on all the above fields we have no tutors in this subject yet.
33 reasons or benefits for buying this study material
1. Become a sales professional by reading it once
2. Sales –men can be updated
3. Can have a sales career
4. Can have a sales business
5. Can handle sales responses effectively
6. Can convert all sales failures in to sales success
7. Can start making incentives
8. Can know- how to make a deal in an easy way
9. Can learn the hidden facts on sales
10. Can learn the hidden secrets of sales
11. Can learn on the hidden money in sales
12. Can learn why failures occur in sales
13. Can learn how to prepare before making a sale to a buyer
14. Can learn the secrets of success in selling
15. Can know about the buyers buying decisions
16. Can know the information on the qualities of a good sales man
17. Can learn on the different activities in the selling process
18. Can learn on the presentation skills
19. Can learn on handling objections.
20. Can learn on closing a deal.
21. Can know on the basics of sales.
22. Can know the tips on creating new prospects.
23. Can know who will buy from you.
24. Can learn the logic of selling.
25. The logic given is not available outside in the market.
26. The logic can help you to sell a product.
27. Can make huge money by selling.
28. A company can make more sales thus having an improvement in the sales track.
29. It is an investment.
30. The study material cost’s less.
31. Can convert the given ideas into business.
32. It’s for student, sales people, tele-callers , call centre professionals and for people who want to do business.
33. It is an informative file on sales.
How to apply this project:
Research material :
These are a set of research papers specially written to generate ideas on the hidden facts , hidden failures , hidden secrets , hidden history , hidden techniques , hidden business , hidden energy factor , hidden money and hidden responses of sales.
The requirement :
The reader may already be aware of the sales and selling techniques. So there are no requirements except an interest and eagerness to know the information given.
Just read the study material once:
To improve the sales tack of a company or to join a sales job or to generate money or to generate business ,we should have a general idea on the subjects status .The ideas given in this study material works for any product.
With all the qualities present already with the reader , studying this study material once is enough to start a career in sales or sell a product and make a sale.
FOR WHOM :
• COLLEGES
• SCHOOLS
• CALL CENTRES
• IT OFFICES
• OTHER SALES OFFICES
• BUSINESS MEN
contact me at :
ganeshpadmanabhan@yahoo.co.in
what do you think about selling?
Other blogs by the same author:
english poems
sales
cartoons
vallalar
feed the hunger
tamil poetry
The indian woman
payment options
who am i ?
does god exist ?
sound
tamil gana
indian economy
indian economy - 2
self improvement
climate summit at copenhagen
the power of radio
