BECOME A SALES

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

• Always do an elevator pitch in 30 to 60 seconds about your

offerings

• Be available on Social media handles, relevant groups,

online events where your prospects are available

• Make Networking, Rapport building, Relationship on a

continuous basis
WHO IS THE SPEAKER IN A Prospect Call?

• Allow the Buyer to speak

• A good Sales person should LISTEN & QUESTION
• Listen to their problems
• Always service customer’s problems
 BECAUSE, SALES IS A
BY-PRODUCT OF RELATIONSHIP
How To Get Appointment From Busy People

• Have a 30 seconds elevator pitch (depending upon your customer for

your product)
• Check what is the best time
• Always give ONLY 2 options for an appointment
• Refer your calendar for your availability:
(Tell you a have meeting in the same area this Friday, so that you
can meet him)
 Basic Principles For A Sales Call:

• 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

• Identify their problem

• Emphasise the problem, find a vulnerable point

• 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:

• Speak the truth, CLIENTS CANNOT BE FOOLED

• You may not sell for the first time

• 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 buying 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?

• MAKE POWERFUL STATEMENT: After knowing the problem, heavily emphasising,

put a number, you can say “You are more like my brother / sister, I would like to do
something for you. Take my solution, I will service you personally”.
TAKE CARE OF YOUR PROSPECTS
THEY WILL TAKE CARE OF YOU
Maintaining an effective database:

• Always use the database tool like google sheets, available Lead
management software etc
• Always have your database opened in front of you while CALLING
• Immediately fill your remarks after finishing EACH CALL
• Write remarks in your OWN WORDS
• Always keep your database UPDATED
A GOOD DATA SET CAN BE ANALYZED FOR
BEHAVIORIAL PATTERN OF THE PROSPECTS
WHICH CAN GIVE BETTER RESULTS
Little Things Matter:
If you commit to call or message or connect

• Respond to call within 24 hours

• Respond to messages within 24 hours
• Respond to mails within 24 hours
• Respond to anything within 24 hours
Show Your Presence
• LinkedIn for all professional and B2B members, post at least 3 times a week, get
testimonials
• Connect in other social media
• Always acquire new skills
• Sales is a Survival of the quickest
• Always find good customers
• Customers are the Oxygen for any business
&