Professional Documents
Culture Documents
Sales Internship Training Document
Sales Internship Training Document
PROFESSIONAL
A Sales Workshop to become an
Inside Sales professional
SALES MANTRA
Don’t SELL
Always OFFER
Stages of Sales process
Market Research
Lead generation
Prospecting
Appointment Scheduling
Product / Service presentation
Follow up
Closure
After Sales service
Essential Skills & Techniques
Browsing
Tele calling
Email writing
Presentation
Networking
Social media
Relationship building
How to generate Right Prospect
And Offer them your Product / Services
Prospecting
• Make an appointment
• Be prepared about the prospective lead with their Major point of interest or most
vulnerable points
• Make the client more IMPORTANT and take at most care to convey this to the
customer
• Always make a courtesy call
• When you make successful sales, get reference
• Always THANK for the reference & UPDATE them about the reference
Most Important Secret
• Know what your customer wants
• Quantify the problem, because any simple problem will run into lakhs
By this, you break the shell of being a
Sales person and become a
Close confidant to the customer
on the topic discussed
Always help them to find
the best solution for the problem
even it is not your solution
BY EFFECTIVELY DOING THIS
YOU NULLIFY THE PRICE OBJECTION
CREATE AN URGENCY TO CLOSE THE DEAL
CREATE CONFIDENCE:
• You may sell little later, but you will get good reference
BEST TALK DON’T WIN CUSTOMERS
HONEST TALK WILL WINS
CLIENT RESPECTS PEOPLE
WHO ARE ORGANIZED
HAVE TIME MANAGEMENT SKILLS
WHO TAKE THEIR TIME SERIOUSLY
Closing Techniques:
• BLANK ORDER: After a good pitch, using most of the above techniques, start asking
what is their preferred way for deliveries, payment method and book the order.
• NOW OR NEVER: Tell the importance of joining now, in terms of value addition, fee
revising, etc.
• OPTION / OFFER CLOSE: Buy this or that: like buy 1 for 10K and 6 for 18K, which
one?