Professional Documents
Culture Documents
Unit 2 Personal Selling
Unit 2 Personal Selling
PERSONAL SELLING
Why IIM Graduates are bad Sales
Persons ?????
5 Wrong things that your Mom
thought you
5 Wrong Lessons Learnt
1. Don’t talk to strangers
2. Wait to be properly introduced. Act
like a guest.
3. Don’t be pushy. Good things happen
for those who wait.
4. Better Safer than Sorry
5. Talk according to our situations
5 Remedies
1. Don’t talk to strangers – Re-define the term
STRANGER
2. Wait to be properly introduced. – Practice Self
Introductions
3. Don’t be pushy. Good things happen for those who
wait. – Change from Guest to Host Behavior
4. Better Safer than Sorry – Reject the Rejecters
5. Talk according to our situations – Always talk
according to others’ situations.
The Sales Process
Prospecting/ Qualifying
Preapproach/ Planning
Identifying Needs
Identifying Needs
Approach
Presentation
Handling Objections
Follow up
Why to look for new prospects?
To increase sales.
To replace customers that will be lost over time.
The Gatekeeper
Scenario 3
You want to know the name and details
of a prospective client whom you want
to tap. You have to impress the
receptionist in order to get the details.
What time would you call her if the
office time is 9.00 am – 5.00 pm. What
other strategies would you refer to?
Develop a Sales Presentation
Introduction
Present your product (FAB)
Selling pressure
Information overload
Distractions
Poor listening
Purchasing policies
morning.
OR is there something else which you could do?
Scenario 10
You are in a final negotiation meeting with a
customer to finalise a big deal. You are selling
your product at Rs. 5 lacs, the bottom line
being Rs. 4 lacs. Your boss has given you
strict instructions not to go below the bottom
line. The customer insists on purchasing the
product at Rs.3.5 lacs. You clearly know that
you don’t have any other customers in line
and also there is a strong competitor waiting
to clinch this order. What will you do?
Summary of selling …..
Obtain thorough knowledge.
Never waste time on unqualified leads.
Get an appointment on priority basis.
Plan your sales call to perfection.
Be a professional before your prospect.
Give an effective sales presentation.
Handle all the objections tactfully.
Close the deal and always follow up.