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Its not how you sell, its how

they buy

Case 1
You walk into a restaurant, after spending
some time on the menu you ordered a dish,
the waiter said
The last three people I had in here before
you ordered the same dish and in both
cases they werent very happy with the way
it was prepared and of the quantity. If youre
really hungry for that type of dish, try this
other dish. People love it! Its a bigger
serving and Rs 50 cheaper than the special.

Possible objections
1. Your price is too high.
2. I need to speak with my boss or partner before I can
make a decision.
3. I want to think about it some more
4. I dont make same-day decisions
5. I can do it myself
6. Were already using a competitors product (or service)
7. Ive got more business than I can handle
8. I dont think I can learn how to use it (or do it)
9. Ill do it later, down the road.
10.I can get it cheaper elsewhere

Possible Objections
11.Your company hasnt been around a long time
12.I dont like your product
13.Im concerned about your customer support
14.I cant afford it right now
15.Im afraid of the hidden fees
16.My friends (or family) tell me it doesnt work
17.What if I buy and find something better later?
18.Ive heard bad things about your company

In my sales process, do I
empathize with my clients
enough? Do I provide enough
education to empower them?

Time Managed by poor sales


persons
1.
2.
3.
4.
5.
6.

10% on Prospecting
23% on Sales Presentation
15% on Service
30% on Administration
20% on Travel
2% on Self-Improvement

Time Managed by good sales


persons
1.
2.
3.
4.
5.
6.

45% on Prospecting
10% on Sales Presentation
20% on Service
5% on Administration
10% on Travel
10% on Self-Improvement

National Sales Executive Association


Survey

2% of sales are made on 1st call


3% of sales are made on 2nd call
5% of sales are made on 3rd call
10% of sales are made on 4th call
80% of sales are made on 5th call

How many sales people actually


make that 5th call
48% of salespeople quit after the 1st
call
25% quit after the 2nd call
12% quit after the 3rd call
5% quit after 4th call
10% made that 5th call or more

Think yourself as a client or a


customer
How many e-mails do you get per day?
Have you every checked your spam mail?
How many commercials do you get in an
hour?
As being a Sales person, You must
understand
Prospects just dont have the mental
bandwidth to absorb everything thats being
thrown at them

Activity
Now I need every one to take a paper
and pen and construct an
Introduction for a cold call
Pick your product/company from the
class assignment

10 main reasons why salespeople


fail

They have unclear objectives


They dont have a working sales plan
They find it hard to prioritise activities
Prospecting is not given a high enough priority
They find it hard to deal with assertive buyers
They dont structure their sales calls and find it hard to be in
control
They dont ask enough questions
They fail to listen effectively
They dont close because they worry about rejection
They avoid negotiation wherever possible and side with the
customer

Few Top Tips for Sales


People
Understand selling and buying
behaviour
Put yourself in the position of the client
Listen effectively
Work on your personal development

Forbidden Phrases

I DONT KNOW.

NO.
WHY DO YOU
NEED TO KNOW?

THATS AGAINST
COMPANY POLICY.

YOURE WRONG.

YOULL HAVE TO.

THATS NOT MY JOB.

WEVE NEVER DONE


IT THAT WAY.
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Why Do Customers Stop


Being Customers?

100%

1%

3% Move Away

5% Seek alternatives

9% Go to the competition

14% Dissatisfied with


product/service

68% Upset with the treatment they


receive

Die

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