What is Sales

“The sales cycle is the sequence of phases that a

typical customer goes through when deciding
to buy something”
 Sales Cycle
1.
Introduction

2. Customer
8. Installation
Data

7. Close the 3. Facility

Order Assessment

4.
Presentation
6. Follow Up
with Product
Demo

5 Create a
Proposal
 Sales
“Ensure Customer Buys”
 Start
• Always be on time for meetings and follow ups
• Ensure to confirm or reminder for meeting
scheduled a day or morning in advance
• Call/Sms just before reaching
• Value your time
Understanding the background of the Customer

– Understanding their business

– Studying their latest news
– Understanding the issues that touches their day to
day working
– Key Points of their company
– Knowing company’s motto and vision
– Any topic that could be of their interest
Focus completely upon Building a Relationship
with the Key Person
– Extend Subtle complement
– Quickly know how he wants to be and how he wants you to be
– Always a polite out of context question will ease him.
– Comfort the person across the table
– Listen much more
– Ask more open ended questions
– Be confident and positive
– Lighten the air
– Any recent positive developments – Compliments
– Extend your apologies/sympathies if something is negative
– Regular checks on his comfort level against your
pitch/talk/discussion
 Understanding the Customer

• Quickly get to know what the individual is like

– Mannerisms
– Behavior
– Way of Talking
– Values of Life
• Knowing indirectly his problem areas
• Knowing directly his problem areas
• Never provide an immediate solution to his problems
but later if you genuinely have a problem
 Understanding the Need of the customer

• If its security manager – compliment on how tough a job they

are doing and how they cannot lower their guard even a
single day
• Find out what measures are in place currently
• Understand the Gap Analysis
• Understand how soon is their requirement
 Knowing Customer’s budget &
spending analysis
• Find out indirectly their yearly budget on security
equipment if any
• How much money was spent previous year on
security technology
• How much they bought their DFMDs for
• Do they avail any import duty benefit
• Explain how Effective Security should decide the
money spent than Money deciding the effectiveness
of security
 Provide a Solution than a Product

• Understand the most important feature would suit each

customer and present it Second in addition to other features
• Ensure to present that our product complements with their
other security solutions in place
• Use some of the limitation of product to their advantage
• Politely refuse and acknowledge some of the limits of the
product
• Build a background of proposing a package of
– UK manufactured product
– Developed by UK Defense Research Organization with 8000 scientists
– Backed by the best service of Panoptes in the industry
 Final Important Points
– Sharing the Price at the “Right Time”
– Quickly setting the date of Demonstration
– Understanding their internal process of procurement
including levels of approvals
– Time Analysis
– Follow Ups
– Assistance from the seniors/management
– Closing the Sale
 Avoidable
• Never make a false promise we cannot fulfil
• Politely refuse if you do not know an answer and request that
you will revert to him
• Avoid Closed Ended questions
• Never be intrusive in anyone’s personal lives
• Never be late for the meetings
• Postpone at the correct time with ‘Right’ reasons, mostly
avoidable
• After the customer finishes a phone call never start talking till
he speaks first
 Summing it Up
– Understanding the background of the Customer
– Focus completely upon Building a Relationship with the Key
Person
– Understanding the Customer
– Understanding the Need of the customer
– Knowing Customer’s budget and spending analysis
– Providing a Solution than a Product
– Sharing the price at the “Right Time”
– Quickly setting the date of Demonstration
– Understanding the process of procurement
– Time Analysis
– Follow Ups
– Assistance from the seniors/management
– Closing the Sale
Communication Skills
 External
• Drive the conversation from Strength than from
Weak Wicket
• Talk Positive
• Avoid negative words
• Use of Correct Words
• Use of Correct Speech
• No Slang, please
• Be confident
• Be Humble
• Never “Lock in” with a customer
 Internal

• Work as a Team
• Be Polite
• Greet your colleagues with a smile
• Compliment each other
• Help on other’s weaknesses positively and genuinely
• Be more academic
• Avoid unnecessary topic of discussion
 Writing Skills
• Start with a background
• Correct use of “Subject”
• Body of the email/letter
• Summing it up
• Correct time of sending emails/letters
• Correct grammar and english
• Use short sentences
• Ensure use of correct and equivalent spacing
• Should be short and “To the Point”
• Use of Positive words and avoid negative words
 Personal Skills

– Mannerisms

– Attitude

– Learning
 Demonstration
– Checklist & Preparation
– Uniforms, applicable if any
– Introduction of the team by the seniormost
– “Role Play” Detailing of the demo
– Merchandise, if any
– Technical Literature
– Coordination
– After Demo Remarks
– Learning points for sharing