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Hercules of sales - Gyaandeep - DEAL

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Hercules of sales - Gyaandeep - DEAL

  1. 1. Hercules of Sales The Model on Best Theory
  2. 2. Session Outline 2  The Maturity Continuum of a Sales Person  Types of Sales Behaviours  SALES CALL RELUCTANCE  Symptoms of Call Reluctance  Causes for Call Reluctance  Strategies to overcome Call Reluctance  Frame work to overcome Reluctance  Become the Hercules- The BEST
  3. 3. Srimanth Kumar About the Facilitator
  4. 4. Srimanth Kumar He is an Engineer by education, trainer & coach by profession and passionate about transforming human lives. “Being Human is what is Humanity” becomes his strong motive and always demonstrates caring & sharing. Proactive in building relationships and truly compassionate. Srimanth comes up with a rich experience of 25+ years in teaching, training and coaching in diversified fields. He was certified Trainer & Coach in structured sales process, communication & behavioral skills and academic counseling. His areas of expertise are Life Insurance, Banking, Telecom, Retail, FMCG and Automobile and had served organizations like Reliance Life, HDFC Life, Tata AIG Life, SUD Life, Pramerica Life, NIS Sparta, SML, Maruthi Suzuki, Bharath Benz, VOLVO, Reliance Communications, Vodafone, L&T Finance, Murugappa Group, TITAN, Future Retail and PEPSI. He was instrumental in educational sector helping students to decide right career path and trained students on life skills to get better placement. Counseling became his integral part of life and helped people in all stages to overcome their challenges. Social service and spiritual engagements are his daily rituals to serve humanity.
  5. 5. GYAANDEEP- Engage, Enrich & Empower An initiative by Digital Excellence Academy of Learning
  6. 6. 6 ABOUT DEAL & GYANDEEP GYAAN DEEP is an initiative of DEAL- Digital Excellence Academy of Learning. We aim to empower our fellow citizens by strengthening and unlocking potential in key areas. Our aim is to strengthen your understanding in the Personal, Professional, Social, and Financial domains through enhanced life Skills. At DEAL, it is our firm belief that - “Your earning ability today is largely dependent upon your knowledge and skill as input and your ability to combine these two in a manner to contribute value that customers are willing to pay for, as the output .” Here is your opportunity to Enrich your Self with your choice of subject and topic. This initiative is a Corporate Social Responsibility programme by the community for the community.
  7. 7. 7 The IDEAL Approach  Approaching the Customer Selling to them Getting them interested Finding and Approaching customers who need our products
  8. 8. 8 Dependent Co- Dependent Independe nt Inter dependence The success of any Sales training program lies in ENABLING the Sales People in developing Adaptive Capabilities Maturity stage The Maturity Continuum of a Sales Person Approach to Selling Requesting to buy Informing about product and services Influencing and persuading to buy Positioning Solutions Selling Style Asking/Begging Telling Selling Creating Value/Education Driver Survival Stability Success Significance Prospects Closely Known Extended Natural Market Natural & Referral Market Targeted Markets Coping Mechanism Inactive Reactive Proactive Adaptive Development needs Low competence, Low commitment Some competence, some commitment More competence, More commitment High competence, high commitment
  9. 9. 9 Types of Sales Behaviours The Inactive The Reactive The Adaptive The Proactive Survival Stability Success Significance
  10. 10. 80% of all new sales people fail in their first year 40% of successful sales people decided to quit the profession at some point of time Because of Lack of Prospecting Survey Says 3 % 17 % 80 % Produce Results at will Needs Mentoring help Need rigorous management Industry experience
  11. 11. 11 Story of realistic situation
  12. 12. 12 Reluctance Symptoms of Call Reluctance Causes for Call Reluctance Strategies to overcome Call Reluctance
  13. 13. 13 Symptoms of Reluctance You always see the worst case scenario. You won’t take risks and you spend a lot of time protecting yourself against fictional danger. (FEAR = “False Events Appearing Real”) You are in a constant state of preparation. You spend a huge amount of time getting ready and end up sacrificing sales opportunities in the name of preparation You avoid group selling situations. You are afraid to speak in public or sell in front of a group. You are secretly ashamed to be in sales. You prefer to think of yourself as an “Agent”
  14. 14. 14 Symptoms of Reluctance You’re intimidated by people you consider better than you. You are intimidated by those with wealth or better education, so you avoid selling to these people. You avoid doing business with your friends because you believe that friendship and business should never be mixed. . You are always yielding to other people. You are afraid of imposing on others. You don’t want to push and you are worried that you’re always interrupting a prospect
  15. 15. 15 Symptoms of Reluctance You avoid doing business with your family. You don’t ask for referrals. Or you are constantly waiting for a better time to ask… which never comes. You are afraid of using the telephone as a prospecting tool. You hate making cold calls and avoid the phone like the plague. Difficult to Train and Coach. Become defensive and start justifying
  16. 16. 16 Interesting story “Son,” said the Sales Manager, “let me give you a piece of advice: your job is not to make him drink. It’s to make him thirsty.” Young Salesperson had lost an important sale. He was very upset. When speaking about this with his Sales Manager, the young sales person shrugged. “I guess,” he said “it just proves that you can lead a horse to the water, but you can not make him drink.”
  17. 17. 17 Reluctance Reactance Skepticism Inertia The Process itself- • Generate prospects, • Ask for appointment, • Objections, • Negotiation, • Rejections • Will this prospect buy from me? • Is it worth calling this lead? • Will he take at this price? • Will it happen now? • Why should I make new efforts, • Looking for a easy way Not Driven by a Compelling Purpose Causes of call Reluctance
  18. 18. 18 SB TE • In you • In Your Profession • In Your Product/Service • Goals • Physiology • Grooming • Managing Time • Planning • Scheduling • Clarity on Target buyers • Scripts • Sales Burgers • The 100 Point Plan Belief Enthusiasm Time Systems Frame work to overcome Reluctance
  19. 19. 19 Mindset of Sales Professional ▪ Belief ▪ Some Will ▪ Some will Not ▪ Some Where ▪ Someone is Waiting B
  20. 20. 20 Fuels your Motivation ▪ Enthusiasm ▪ Driven by Goals ▪ Pepped up by your Physiology ▪ Reflected in your Grooming E Persiste nce Intensity Activatio n If you want to succeed, set a goal that commands your thoughts, liberates your energy and inspires your hopes. —Andrew Carnegie. What is one thing that looks impossible today, if can be done, will change your life forever?
  21. 21. 21 S Structured and Systemic  Clarity on Target buyers  Scripts to drive a point  Sales Burgers (BAFing)  The 100 point Plan(Funnel Management)
  22. 22. 22 Clarity on Target Buyers What do I have? Whom does it Help? Why do they need it? When do they need it ? Geographic Segmentation • Location • Language Demographic Segmentation • Age • Income • Gender Behavioral Segmentation • Occasion • Triggers Psychographic Segmentation • Value • Beliefs • Interests
  23. 23. 23 T Either you run the day or the Day runs you? 15% - Past pending 50% - Present Face to face selling 35%- Future Building 1.5 Hours - Submission, Pending follow up, Service response 5.0 Hours - Face to face selling 3.5 Hours - Lead Generation, Calling follow up cases, Asking for references, conducting activities Time Management
  24. 24. 2424 Leads from the events References from existing clients Cold calling on walk ins Cold calling on open Data Networking Day Monday Tuesday Wednesday Thursday Friday Saturday Time Prospecting – the heart beat of a sales person
  25. 25. 25 3 DOORS In the life of a Sales person Door of your Home Leave it as early as possible Door of your Office Spend As little time as possible Door of your customer This is where you belong to! The Most Important tool for a sales person is COLD CALL
  26. 26. 26 Preparation Introduction Questioning Objectivity Listen and interpret Inform and educate Involve & coordinate Keep in touchself, environment, knowledge, and who you represent key phrases explaining and positioning yourself and your purpose help, facilitate and enable rather than assume, sell and push do not sell do not sell do not sell do not sell keep notes and keep informed Important Cold Calling Techniques
  27. 27. 27 F A B CD E Shift your mindset from 'making the sale' to whether the fit exists or not. Do not force or persuade. Be a helper not a pitcher. Help your prospect, instead of referring to features and benefits . Stop chasing prospects behave with dignity. Create an open pressure-free atmosphere - set a tone of equality and mutual respect Connect with your prospects rather than work through a list. Focus on how to make a true connection with each prospect Change your language away from 'sales speak' to natural language that connects with people. Focus on the beginning not the end. Be sensitive to the early interaction with your prospect Important Cold Calling Techniques
  28. 28. 28 There are 3 kinds of people A Sales Man’s job is to find the category 3 every day Those who listen to your advice Those who don’t listen Those who never heard you
  29. 29. 29 ALL THE SB TE Become the Hercules
  30. 30. 30 Thanks! Our Mission- Engage , Enrich & Empower Find us & Stay connect with us: ▪ https://www.dealtrainingsolutions.com ▪ https://www.facebook.com/pg/dealtrainingsolutions/ ▪ https://www.instagram.com/dealtrainingsolutions/ ▪ https://www.linkedin.com/company/dealtrainingsolutions/

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