Making Powerful Sales Pitch

What is sales process?

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 What is sales process?

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 What is sales process?
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 What is sales process?
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 What is sales process?

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7 Steps of Selling process
7 Steps of Selling process

1.Who are
you?
 Who are you?
Smile
Greeting
Firmhandshake
Speak clearly
Pronounce the

name correctly
Address properly
7 Steps of Selling process

Why are you

here?
 Why are you here?
State the purpose.

State the value .

Check for
acceptance.
Positioning
7 Steps of Selling process

3.Whom are
you selling?
 Why ask questions ?
Buy time to Rapport
think. building.

Peep into
Gain insight. customers
Caution while asking
questions

X
 Symptoms of the customer

Diagnosis without affecting self-

esteem or challenging him/her

Surface the pain/discomfort/dissatisfaction coming out of the

current practice
Discovery
conversations than
sales conversations
Professionally involved.Emotionally
 Our probing should be about
customers and should raise questions
in their minds about their business,
their situations and their performance,
We need to create engagement
Conversations that are actually
engaging.
not sure if its appropriate
 What are your
probing questions?
 A to Z ?
Let me start out by asking you
this:

As you look at the entire process

of creating an effective safety
training program for your offshore
employees, starting with
identifying the primary behaviors
that are creating the risk and
ending up with an accident free
 Indicator questions
1.Could you please tell me more about
2.Could you give me an example of..
3.When did you first notice
4.What seem to be key contributing
factors to.
5.How has this affected..
6.Have you had a chance to look at what
this might be costing
the business in terms of ..
7.Would you please help me understand
what.means in your situation
Beware of Loaded words.

Uncover observable, relevant and quantifiable

 Emotional side of the change

1.Buying is changing

2.Change is difficult

3.Avoid change till the pain

reaches a critical mass
7 Steps of Selling process

4.Why should
he buy?
 NEED AND OPPORTUNITIES
Need:
Customer want or desire that can be
satisfied by your product

Opportunity:
Customer problem or
dissatisfaction that could be
solved by your product
Why customers dont buy

1.They do not believe they have

problem (Or they do have a Problem,
but it is not serious enough to do
anything about).WHY CHANGE?

2.They do not believe the solution

proposed will work. In the case, they
have a problem and they want to take
action but they do not have
confidence in the proposed solution.
7 Steps of Selling process
5.Why should
he buy from
you?
Sourc Uses
es of of
Value Valu
e
Value
Clarity

Absence of
Value
customer to buy my product
is.

The compelling reason for the

consumer to use my product
 Value Relevancy
1.Random elements of solutions and Random
problems of their issues/challengesValue is not
always obvious.

2. Connect the dots

3. Different stake holder, different picture.

4. Pick up the information from different people at

different stages

5. What if, the large portion of my value is not

relevant to my customer?

6.
Its happening to me !!!
How serious it is?
 What are the
Why Objections? Objections?

How do we
handle/overcome them?
Common objections

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Handling of objections

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Handling of objections

3
Why should I care how much customers
need to spend internally to make this work?
I have got enough to worry about just
getting them to
buy my solution
Speaking poorly of competition confirms
negative sales stereotypes
Your competition is not customers
competition,
Your competition is customers
alternatives .
7 Steps of Selling process
6.What is
the next
step?
 How to close ?

1.Summarize previously accepted

benefits ,if appropriate( always remind by
good accepted benefit that your customer
searches on it and present in your product
and lets convey your confidence in the
wisdom of moving ahead ).
2-Propose next steps for you and the
customer.( ensures that he or she is clear
about the commitment)
3-Check for acceptance.
Questions from Questions from
sellers perspective customers
perspective

When are you When do you see

prepared to give me yourselves making a
an order? decision on this?

How soon can I get Given the normal

the order? lead time and the
implementation
time, that would
suggest a start date
of xxxx, Do you see
 Value Relevancy

Diagnose
7 Steps of Selling process

7.Did you achieve

the objective?
 Post-call Analysis

Did I sell
Did I hold the customer interest
Did I emphasize benefits
Did I sensationalize the presentation
Did I watch non-verbal signals
Did I answer the objection properly
Did I Match the agreement at the right
time
What will be my next call objective
 Selling Process

1.Who are Greeting and

you? Introduction
2.Why are Objective of the
you here? meeting
3.Whom
are you
selling? Need Analysis
4.Why
should he
buy?
5.Why should Differentiatio
he buy from n
you? 6.Whats
Closing and follow up
action the next
step?you
7.Did
Self Evaluation achieve the
objective?
 Rapport Building

Soft skills

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Thank You