HOW TO MULTIPLE OUR SALES

Lecture delivered by
- Anup Kumar Biswas
Sales Person
Sales Persons Market Leader
Sales Person must be liked by the
Customers.
Sales Person should sell himself first;
Then the Company and finally the
PRODUCT.
Sales Persons’ Criteria
How to improve Sales Person’s skills?
- Less work to make more money
- Must be Result Oriented
- Improve communication Skill day by day
- He must remember:

Time & Effort  Money

Result = Money
Sales Persons’ Criteria (contd … )
Jose Conseco, a famous Baseball Player, is
known as ‘Master of Homerun Hitter’. He
signed a contract, where the deal offered
him 27 Million US$ for 6 years.

3500 Pitches  3500 seconds

40 Homeruns  40 seconds
Sales Persons’ Criteria (contd … )
So, if you want to be the best Sales Person,
you need to be like Jose Conseco. You
need to be developed everyday so that
you can increase your Homeruns (Sales)
without increasing your Time & Effort.
Types of Sales Peoples
Two types:
1. Activity Oriented
2. Productivity Oriented

More Activity results in more Productivity.

“Life shouldn’t like a Rocking Chair, where

there’s a lot movements but no progress”
Sales People’s Sufferings
Short Suffering (Example: Today’s meeting)
Long Suffering

- Sales Persons should find out his mistakes

and lackings right after each Customer visit
and correct himself according to that.
Elevator Pitch
• Elevator Pitch is like this: Suppose, you met a
very renowned person in an elevator &
within 30 seconds you gave him such
information which made him interested and
to ask you for more.

• Similarly, when we go for a Customer Visit,

we must prepare some Elevator Pitch which
attract customer and make them to ask
more questions.
Selling
It is a mixture of ‘Art’ & ‘Science’
Art is the point of attraction and Science is the
procedures which a sales person should follow.

Steps of Sales: SPANCO

Suspecting
Prospecting
Approach
Negotiation
Closing
Order
Steps of Sales
Suspecting
- Physical observation and Mental calculation
- Knowing details about the Company &
Meeting person by doing research.
- Tiger makes some calculation before
attacking.
- Extensive use of ears & eyes.
Steps of Sales
Prospecting
Identifying the M.A.N.
M Money
A Authority
N Need

In a High Value Sales, there’re always more

than one Decision Makers.
Steps of Sales
S.P.I.N. Process

S (Suspecting, Scanning, Survey)

P (Planning, Call Strategy, Relationship)
I (Implementation, Initiation)
N (Negotiation)
Sales Process
Conducting Survey
Gathering information about the Company
(Market share, Key people, Decision making
process etc.)
Client Center Selling
Four ‘P’s
1. Power
2. Personality
3. Position
4. Priority
Power
It indicates how much Authority one has.
Power Grid High Influence Low Influence
High Authority Must Contact Need to oil him for
information
Low Authority Must Contact He becomes
Frustrated all the
time. Information
collection is easier
from him
But, it is very important to reach everyone.
Sometimes, receptionist may give you vital
information.
Personality
Personality Grid Extrovert Introvert

Dominant Friendly + Doesn’t Technical Minded+

hesitate to say ‘NO’ to Doesn’t like আজাইরা
you প্াাঁচাল

Submissive Emotionally High + Not Technical Minded +

a Decision Maker Not a Decision Maker
Personality Chart
Dominant
High

DE DI
Assertive

Extrovert Introvert

SE SI
Low

Submissive

High Emotion Low

Position
- Knowing the Personality of Customer is a big
deal for selling.
- Sales people must be updated & super
dynamic.
Position Grid High Competition Low Competition
Needs Identified More Concentrations High possibilities of
Selling
Needs Unidentified Low priority
(Less Follow up; 1
time in 2 months)
Priority
Priority Grid High Low
Personal/Emotional Personal/Emotional
want want

High Business/Rational Sales Possibility high Low chance

needs
Low Business/Rational High opportunity of Low priority
needs selling. Requires more
concentrations.
Decision Making Factor (DMF)
Based on Financial & Technical (Ex: Tenders)
-Lowest Quotation price
-Cost
-Price vs Performance
-Operating cost
-Credit etc.
Based on Service (Ex: Private companies)
Based on Social or Political reason (Ex: Someone
who is concerned about his image and
prestige may buy Brand product despite high
price)
Planning
- Call Planning
- Relationship Planning
(Positioning, Penetration Strategy)
Approach
Telephone
Advantage:
-Time & Money saving
-No need to travel

Disadvantage:
-No idea about client’s mood
-Less concentrated
Concept of 8/73 Survey
- Only 8% Sales person can handle more than
4 objections of customer.
- 73 out of 100 customers have 4 objections
about the product.
- Always try to push the customer.
- Prepare the schedule by yourself.
- If customer says, “I’m not interested”, then
tell him about the new ideas and product
updates.
Scientifically Approach
1. Opening Create
Opening
attention

Probing  Create
interest
4. 2.
Closing
Approach Probing
Supporting  Talk
about the
Product
3.
Supporting
Closing  Ask for
Work Order
Opening
• State the value of agenda (Create it by
yourself)
• Ask permission for time
• Proposed agenda (Elevator Pitch)
• Service & Sales (Collect Testimonials)
Probing
• It is the art of gaining interest (After creating
the attention)
SPIN
S •Situation Question

P •Problem Question

I •Implication Question

N •Need pay off Question

Handling Customer Attitude
Types of Attitude:

1. Acceptance
-Rare
-Customer happy
-Gives cheque easily

2. Skepticism
-Always in doubt
-Many question will rise
Some Proof Sources
• Brochures
• Magazine articles
• Data from Research
• Training videos
• Testimonials
• Third Party references etc.
Indifference
-Customer is happy with his existing product
-In that case, we’ll talk about his
dissatisfaction
-Never ask customer ‘Open type question’.
Always ask ‘Close type question’
Objection
-When customer says, “Price is too high” , your
answer shouldn’t be “Yes, sir. Our price is
little bit high”. Try to understand him the
value of this price.
-You have to prepare Good answers to every
objections.
Stalling
• Always try to confirm the next appointment.
• The gap between two appointments must
not exceed 24-48 hours.

Backward Brain Cycle

KNOWING  UNDERSTANDING
THANK YOU