FOUNDATIONAL COURSE

(Learn how to sell more effectively to decision makers, create better sales teams.)

1.How to sell (THE BLUE PRINT OF SELLING)

Create the foundation for your sales process with these guided steps to increase your
sales speed and direction. Sales team with the sales process sell 50% percent more than the
team which don’t have it, sales process helps sales team to sell continuously

If you don’t have proven sales process to sell then you don’t have proven process scale. How
the money is Made. How cash is flowing.

Lesson 1: Introduction to sales process

A well-defined and repeatable sales process will ensure you and your sales team have a clear
roadmap for turning potential leads into sales

Lesson 2: Sales Mindset

* 80/20

How you think about selling is very important 80 percent is your mind-set, only 20 percent is sales Techniques
and sales strategy. Selling is best tool improve your financial status very fast. All top successful people are
best sales person. And then they are Motivated seller, no fear for Rejections and Ask for better deal. if you ask
more always you will get more, but we have been taught in school, colleges and family not to ask….

* NEWS

If you friend is calling you and sharing his personal experience about the recent visit of his restaurant, the taste
of the food and the price and discounts etc, will you be interested in going to the particular restaurant. Your
friend is sharing some great news which he was excited in that particular restaurant

* SHARING

Selling is just sharing the great information, if you have great product and service which will solve people’s
problem, just share your solutions people who have problem, DON’T PUSH just share your solution and nudge
people

*DELETE

Delete is your negative mindset about selling. Selling is just helping people to buy what they need. If do
professional selling by end of conversation and after buying the product people will thank you.
 Lesson 3: Product inventory, feature benefits and most important advantages

Feature =our product has

Benefit=which will allow you to

Advantages=And that means

*prepare your worksheet. list out all your feature, benefits and Advantages (Do your homework)

*Use the blue oceans strategy

*Make sure the need of your product or service in the market

Lesson 4: Profiling your very best customer

TAM=Total Available Market. Don’t try to sell your product or service to all, or the wrong people

*LIST -List out all your potential buyers

*CATERGERIZE -Business to customer(B-C), Business to BUSINESS AND HYDRID CLIENTS

*PRIORITIZE =Select you best category and sell you product or service

NOT EVERY ONE IS CUSTOMER, PEOPLE ALWAYS BY WHAT THEY NEED AND WHAT THEY WANT

1. CUSTOMER FIT-SOMETIMES THE PRODUCT AND SERVERICE WHAT YOU ARE OFFER THAT DOESN’T FIT THE PARTICULAR
CUSTOMER, IN TERMS OF TERORITORY, FINANCIAL ABILITY, NO PAIN, ETC.

2. PRODUCT FIT -SOMETIME THE PRODUCT AND SERVICES WHAT YOU ARE OFFER THAT DOESN’T SOLVE THE CUSTOMER
EXACT NEED OR EXPECTTAION

THERE ARE FOUR TYPES OF CUSTOMER

1. CHEAP CLIENT:

THEY BUY PRODUTS BASED ON PRICE, THEY DON’T KNOW THE VALUE OF WHAT YOU ARE OFFERING, THEY
IMMEDIATELY ASK FOR THE BEST PRICE

THEY BUY BASED ON PRICE, DON’T TRY TO SELL THIS TYPE OF PEOPLE. IF YOU SELL THIS TYPE OF CLIENT, YOU WILL
BECOME CHEAP.ITS A TOTAL LOSS OF TIME, ENERGY AND MONEY.

2. DIFFICULT CLIENT:

THEY ARE NOT CHEAP BUT THEY ARE DIFFICULT.THEY MAKE YOUR DAY WORST, THEY ASK YOU ILLOGICAL
QUESTIONS.DONT TYR TO SELL THIS TYPES OF CUSTOMER.DONT TRY TO SELL THIS CUSTOMER, THEY WILL SPOIL YOUR
EMOTIONS AND YOU INCOME WILL BECOME ILLOGICAL.EXAMPLE A GRADUATE MAKING 10-15 K

3. SOPHISITICATED CLIENT:(player with money)

 THESE PEOPLE ARE EDUCATED AND THEY HAVE DEEP KNOWLEDGE, THEY ARE VERY CLEAR
ABOUT WHAT THEY ARE BUYING AND HOW MUCH THEY ARE PAYING FOR IT.YOU CAN SELL THIS TYPE OF CUSTOMER BY
USING YOUR SKILLS. VERY LOGICAL BUYERS.

4. EMOTIONAL BUYER:

THESE PEOPLE ONLY BUY FROM THE PERSON WHO THEY LIKE AND TRUST, VERY EMOTIONAL TYPE
BUYERS; THEY ARE NOT MUCH CARE ABOUT THE PRICE AND QUALITY.THEY BUY BASED ON EMOTION ONLY.YOU CAN SELL
THIS TYPES OF CUSTOMER BY USING YOUR SKILLS.VERY EMOTIOMAL BUYERS

POINT TO REMEMBER

SO ITS NOT ALL ABOUT WHAT YOU SELLING, ITS VERY IMPORTATANT WHOM YOU ARE SELLING, HOW
YOU ARE CHOOSING YOUR PROSPECTS (PROSPECTING MODEL) TO THE SALES PRESENTATION. A WRONG PROSPECT IS A
TOTAL LOSS OF TIME, ENERGY AND MONEY

Lesson 5: Developing a Comparative Matrix (analysis)

FBA1 FBA2 FBA3 FBA4

YOU * * * *
C2 x x * *
C3 * * x x
C4 x x * *
C5 x * * *

Pick your top 3 Feature, benefits and Advantages, it’s a sales MAP

Lesson 6: Creating Your Sales Process

1 RESEARCH

2 PROSPECTING OR LEAD GENERATION

3.QUALIFYING

4.DEMO

5.OPTIONS AND PAYMENT TERMS

6.PRICING

7.CLOSING

8.RESALE AND REFFERAL (DELIVERY AND FULLFILLMENT)

Lesson 7: Meeting the Client & Asking the Right Questions

*80:20- in sales 80 Percent listening and just 20 is talking, before the sales presentation you have to
understand what are the prospects pain points, past experience, needs, problem, how long it’s there, their
needs and wants. So, ask great questions and gather a massive intelligent about the prospects and based on
that you have give your presentation .in the presentation part people want to here from you is a best solution
for their problems and concerns
Lesson 8: What to Include in Your Presentation

*Found problem and anticipate their objections (put yourself in the customer place)

*Block their objections

*List out all their objections

Lesson 9: Best Way to Demo Your Product or Service

*Live Demo-Best way

*How to- step by step guidance

*visual -Images

*Analogies-similarities

Lesson 10: Types of Pricing Options to Use

*Educate your customer

*pros and cons

*NO actions

*sense of urgency (create a sense of urgency)

Lesson 11: Delivery and fulfilment

Most of the company does not give much focus on this. After the close the sales process is never end, it
actually opens for next deal

Lesson 12: BUYER JOURNY

1.-Awareness - Marketing adds

2. -Engagement -prospecting

3. Interest - presentations

4.-Involvement - Demo

5.-commitment - trail

6.-Experience -Delivery and fulfilment