SELLING- THE PROFESSIONAL

WAYBy

Amol Karampuri

Sr. Executive Marketing –(Exports)

Ajay Syscon Private Limited

WHO IS NOT SELLING? Why selling has become a bigger

challenge today than it was yesterday? Selling is a learnt professional- Do you

agree? Selling is more a matter of will than skill

& will.We need both.

WE NEVER GET A SECOND CHANCE TO CREATE A FIRST IMPRESSION

Do not use the words/sentences/phrases like

I don’t know I will try to/I hope so May be/It should be Perhaps/probably I will have to check I will come back to you ASAP. I am not sure about this Let me tell you the fact I will be honest with you now

CONTINUED… I don’t handle that That’s not my department Only important and major clients are

entitled I think so

GROUP ACTIVITY The………. & ……..of a Good Sales

Professional is to …….& ………. Customers.

Customer is afraid of making ………….. 80% Sales close around the…………

closing attempt 80% sales people quit before………….

SELLING IS A REJECTION BUSINESS It is a universal fact that we can not close every sale.

But we can keep on increasing our average. Learn to hear NO to get Yes Some Sales people take rejection personally and get

demotivated. Sales people fear failure Only 4% of customer will report their problem Success is not measured by how high we go up in life,

but how many times we bounce back after we fall down.

With same products & under the same circumstances there are some people who break records while others break themselves.

Don’t take your customer for Granted. Always keep in mind that he is being solicited by your competitors

WHAT BUYERS NEED AND WANT Positive attitude Empathy (Caring Attitude) Reliability Dependability Credibility Knowledgeable/Quality products Timely delivery/Speed of delivery A winning Principle Professionalism Sincerity

ALWAYS UNDER PROMISE & OVER DELIVER Transparency Responsiveness/ Response time

PRESENTING SOLUTION WITHOUT KNOWING THE NEED Many of the sales people provide

solution with out uncovering the need Visible needs & Invisible needs Never give the price without giving

value first. Never Never Never give the solution

without Establishing the need.

BUYERS DISLIKES

Dishonesty Shabby Appearance Oversized Egos Being Pushy Sweet Talkers, fast talkers Pests Lack of Transparency

SUCCESS AND FAILURE-

Poor Attitude +Poor Values + Poor Planning Poor Marketing+ Poor Selling + Poor Service = Quickly out of Market

Great Planning + Great Marketing + Great Selling + Poor Service = Out of Business

Great Attitude + Great values +Great Planning+ Great Marketing + Great Selling + Great Services = Growth, Prosperity & Success

AS LONG AS YOU HAVE EYES ON YOUR GOAL, YOU DON’T SEE OBSTACLE

What you want to achieve When you expect to achieve it How you expect to achieve it

Goal- Goals are dreams with a deadline, a

clear direction & a plan of action.

ATTITUDE DETERMINES SUCCESS Motivational.DAT Ability teaches us how to do Motivation decides why we do Attitude determines how well we do

FORMULA FOR SUCCESS

Be passionate about the profession of selling

Believe in your product Believe in your company Believe in being a good professional by

practicing integrity. There is no substitute for hard work Be a possibility thinker. Always look at

possibilities and potential. Be optimistic.

CONTINUED…

Be knowledgeable about your product, service & industry.

Get on continuous education program. Wise people learn from their mistakes

but wiser people learn from others mistakes.

Empathize your prospect. Put yourself in the other persons shoes.

Don’t do anything half heartedly. Do the right thing the first and the every

time.

CARDINAL RULES

Logic opens the mind, emotions open the cheque book.

People love pleasant surprises, they hate unpleasant surprises.

The World only rewards results, not efforts.

- Wish you Happy Selling –

- Presented by, - Amol Karampuri- Sr Executive Marketing- Exports- Ajay Syscon Private Limited