effective sales
TRANSCRIPT
Effective SalesMohammad Fahad Abbasi
Account Manager-Spirent Communication
What's the BIG DEAL
• Any one can do Sales• But not every one can follow Sales Process• “Sales” is not just about “selling” a product• A lot goes behind before we actually “sell”
a product• To do all behind the scene activity you
need sales person
Important Aspects of Sales Person
• You Must be good communicator• You Should be a very good listener• You should be patient• You should be perseverant• You should be multi-tasker
Sales Process- Lead Generation
How to find the right person?• Never DO “Cold Calling”• First understand your product and then try to find
users of that product.• The more time you invest in finding the right people
the greater your chances of Sales.• LinkedIn by far is the best tool to find right people• Make a connection on social platform and exchange a
few informal messages• You are no longer a “complete” stranger to your
prospective client
What NEXT
• Talk about your product. • Use the bottom line of your product. You must
be able to explain your product in 2-3 lines max.
• If he says “NO” you should be happy that it is informed NO and you do not need to pursue this lead further.
• If he says “YES” you should be ecstatic.
-Customer will only say “YES” if he is able to relate your product with his current/future need.
Opportunity
• Once you get a “Yes” your Lead becomes an Opportunity• In this stage your “listening” power comes
to action• Listen carefully to the needs of customer
and how he thinks your product fits with his needs.• The biggest challenge is to have NO GAP
in your’s and customers understanding.
Ask the Right Question?
• Almost all the customer will tell you that they need your product/Solution immediately.• Not everyone says the “truth”• Here Sales Person business acumen come
into play.• Here your relationship/trust with the
customer comes into play• But more importantly your ability to Ask
“right” questions comes into play.
Time Frame
• Sales person should be able to judge the time frame when this deal is going to close• Based on this judgement a lot of things will
depend.• Your sales forecast numbers• How much effort you should put in• Where in the priority list this opportunity
should lie
Patience and Perseverance
During the Time Frame• You should be patient enough to listen and
re-listen to customers queries and answer them.• Keep pursuing your customer.
HAPPY $$ELLING!!