Quality begins on the inside... and then works its way out.

Product Presentation
Leads

Financial Leads

Consumer Durable Leads

Car/Automobile buyers Leads

Educational Leads

Other Leads

Financial Leads
Financial Leads

Personal Loan/ Credit Cards Leads

Home Loan/LAP/ Mortgage Leads

Car Loan/ Commercial Vehicle Loan Leads

Life and General Insurance leads Leads

Demat account/ Traders/ Mutual funds Leads

Consumer Durable Leads

Consumer Durable leads

Laptop/Computer Leads

AC/TV/other product buyers Leads

Mobile Buyers Leads

Leads
What is leads: A sales lead is the identity of a person or entity potentially interested in purchasing a product or service, and represents the first stage of a sales process. Inquiry, referral, or other information, obtained through advertisements or other means, that identifies a potential customer (prospect).

Product, Pricing and Volume

Product Home Loans Life Insurance Personal loan Loan Against Property Credit Card Current a/c Savings a/c (CASA) Demat Auto Loan General Insurance : Health, Travel, Auto Laptop and Computer buy lead Education Auto/Car Buy leads Monthly Volume of leads 6000 plus 2000 and above 3000 + 2000 + 3000 + 5000 + 1000 + 1000 + 500 + 3000 + 2000 + 2000 + Minimum Pricing Rs 50 Rs 100 Rs 50 Rs 50 Rs 50 Rs 50 Rs 100 Rs 100 Rs 150 Rs 100 Rs 100 Rs 150

Clients
Product Corporate Leads Served Category Clients (Monthly) Home Loan ICICI 6000 Deutsche 1000 bank Artha Money 8000 Personal Axis Bank 2000 Loan Tangent Barcalays Bangalore Barcalays Mumbai PFS (HDFC) Artha Money Life Insurance ICICI Prulife TATA AIG Fincon DSA LIC DSA Demat Sharekhan Sharekhan Money Guide Way to Wealth Shreya Credit Card Marketing 2000 1000 1000 1000 2000 1000 3000 500 500 3000 500 500 1000 1000 Type of Sale (Direct or Indirect client) Direct Direct Indirect Direct Direct Direct Direct Direct Indirect Direct Direct Direct Direct Indirect Direct Direct Direct Direct City PAN India Bangalore PAN India Bangalore Mumbai , Delhi , Chennai And Bangalore Bangalore Mumbai Bangalore PAN India Delhi,Mumbai,Chennai, Bangalore PAN India Delhi/NCR Delhi/NCR PAN India Bangalore Bangalore Bangalore Bangalore

Product Category General Insurance

Corporate Clients Get me Insure My Insurance Club TATA Aig

Leads Served Type of Sale (Direct or Indirect (Monthly) client) 1000 Direct 1000 Direct 1500 Indirect 1000 Indeirect 1000 Indeirect 3000 Direct 3000 Indirect 2000 Indirect 3000 Indirect 2000 Indirect

City Metros Metros PAN India PAN India PAN India PAN India PAN India PAN India PAN India PAN India

Computer and Laptops leads Dell HP Education Mingle Box NIIT Auto Buyer Lead Honda TATA Motors Mahindra Scorpio

Selling is easy
Selling is a simple action that was being done long before sales trainers and writers got involved. When our cave dwelling ancestors collected too much of one type of food they traded it with others. Trading is selling. If you have something, a product, service, or too much fresh mammoth to fit in your cave, you can trade or sell it.

THE SALES PROCESS

There no magic formula to make sales. However it is widely believed that if salesperson follows certain steps , the chances of success are greatly improved. The steps may not occur in the same order that is shown.

SELLING IS Taking an idea, planting that Idea in your customers mind and making them feel that they thought of it. SALESMANSHIP Is the Art of Persuasion; it is the ability to start with the other persons point of view and lead them to your own. A SALESMAN SHOULD BE HONEST, WITH INTEGRITY AND PROUD OF HIS PROFESSION

FUNDAMENTALS OF SELLING

PEOPLE BUY ONLY FROM PEOPLE THEY LIKE! THE CUSTOMERS BUYING DECISION IS SHAPED BY THE DIFFICULTIES AND DISSATISFACTION EXPERIENCED WITH THE PAST PRODUCTS OR PURCHASES. CUSTOMERS DONT LIKE TO BE SWEET TALKED INTO A DEAL CUSTOMERS MAY FEEL UNSURE ABOUT THEIR PURCHASE DECISION

Components of a Successful Sales Strategy



Are you determined to be a winner?



Have you asked yourself, what do I want from my life and work? Do you have, if I think I can, then I can approach?

Planning for Success

A battle well prepared is half won


A thorough product knowledge Knowing your enemy very well Pre-decided number of sales calls everyday Pushpraj.dwivedi@suksh.com

 

Working Your Way To Sales

 

Having the right mind-set/right attitude Your appearance/Dress up for success means your confidence
Well shaved facemust have a fresh look Shirt and Trousersmust be well ironed Shoesmust be well shined Waist Belt and Shoesmust have the same color Wear fragrance/No foul odor

STEPS OF Sales Process

PROSPECTING & QUALIFYING PREAPPROACH APPROACH PRESENTATION & DEMONSTRATION OVERCOMING OBJECTIONS TRIAL CLOSE/CLOSING THE SALE FOLLOWING UP & SERVICE

What we will cover In This Session

Getting the Prospect Getting Appointment with Prospect Sales Meet Closing the Sales Service ( Delivery and After Delivery)

How to begin Sales

1. 2. 3. 4. 5.

Get the Prospects Through: Data Bank Referral Internet Directories Other Sources

How to begin Sales

Getting Appointments Use the telephone: Myths: I have been rejected too many times and it has made me frustrated, angry. I should use other method of approaching the person.

The 1st thing which you have to say to the prospect is something that breaks preoccupation, grabs attention, and point to the result and benefits of the products. For Example If I will make a call to a Sales Manager of an Insurance Company I should say : Sir This is Dwivedi from 100nests.com am I speaking to Mr. John. Hi Mr. John, How would you like to see a method that will increase your sales by 20 to 30% within 6 months of duration. The very 1 response you will get he will say what is it. The answer to this question is going to close the sales.

Sell the appropriate solution

Sell appointments not the products Biggest Mistake: We start selling the products. So your answer: all right sir thats what exactly I want to show you something, All I want is your 10 minutes of time. I will show you what I have got and you can judge yourself is it that you want. Prospects Response: How much is the cost. Your Response: Mr. Prospect this is not exactly what you are looking for there is no cost about. You just see it and then you decide how much you want to pay me for this service Prospects Response: Ok tell me something abt your service. Your Response: Mr. Prospect thats why I need just 10 minutes of your time. Just 10 minutes I will show you what I have got, and you can judge for yourself, is it what you looking for. Key benefits of above sentence: you gave time limit, you need to show something, which is not possible on phone.

Good Prospects are busy and not easy to get/ Bad prospect are free and easy to get. Prospect: Can you just describe it in brief. You: Yes I would love too but there is something I need to show you. Prospect: why dont you mark me a mail. You: You know how bad mails are. Cant I drop the same thing personally to your doorsteps. Prospect: ok You : Mr. Prospect would you be there. Prospect: No You: what about today afternoon or tomorrow before 1 PM. Prospect: Yes You: Well sir I will be there in the office. ( You got the appointment)

Some of the Common Feed Back.

Im not interested!
Im Busy right now! Call me back! I need to consult my family (wife/husband/father/mother)
I would call you and let you know if I need it.

I already have something similar to what youre selling. I dont think I can afford it/the price is too high
I dont trust you I dont want to give you my bank details?

I dont think I need this. Im not convinced I think Im interested but can you explain a little more in detail Sure Im interested talk to me But company x offered me a better deal than yours Are you trying to sell me something.. Why do guys keep calling me. I like the deal but I want something in black and white to read first
What do I need to do to get your product?

Details of handling all of above feedback refer feedback sales.ppt

Sales Meet: Get the basics right then add more

basic sales meet process is: Introduce yourself, your product, and business Ask some questions to discover the buyers needs Present your offer Close the sales by asking if they want to accept your offer Deal with any sales objections

Opening the Call Properly

   

Salesperson must carry a pleasant look Seek permission to enter Exchange greetings Tell your name, organization, and purpose of visit Explain your product/service

Your Timing...
Right timing can mean the difference between success and failure
  

Never push to talk to a busy customer Ask the prospective for the best time to meet Give the people gift of THEIR timetry to consume as little time as possible

The Sales Introduction

The 2 most important parts of a sales introduction are: How you introduce yourself and your business The reason you are in front of that prospect

Introducing yourself and your business

When choosing how you introduce you, and your business, use information that helps the buyer to quickly learn some reference points. Select a key point about you or your business that may be a general benefit to the buyer. So select 2 pieces of information, about you, and your business, that will tell the buyer who you are and what you do. Practice this first line of your introduction until it sounds right

For Example
Hello Mr. Prospect I am Pushpraj Dwivedi from STPL (Shake your Hands). Sir this is my Visiting Card( Give it with Using your both hands). We are basically into leads generation and web design business since last two three years. ( if you feel guy is keen to know more about the organization tell him)

The reason you are there

Why are you there, in front of your prospect? The simple answer is, you are trying to sell them something. While that may be true its not much of an incentive for the prospect to give you their time. So your reason for meeting with the buyer has to be a benefit, or possible benefit, to them

So Now you have to continue with introduction saying

The reason I asked to meet with you is we are generating almost 5000 home loan leads on Monthly basis. I am sure these leads will help you to grow your business at least by 20%. Note: give all benefits numerically, no body wants to entertain qualitative benefits. Do not describe your product, tell only benefits.

Youve introduced yourself, now you want information from the buyer so you know what and how much to sell to them
So what do you need to know?

You will need information about their 1. needs, 2. wants, and 3. desires. The end result they would like from your product, the benefits to them. What they have now, and how they feel about what it does for them. When they would be considering buying. How they make a buying a decision. Who else will be involved.

PROBE
Background The objective is to get information about the customers current situation. In asking background probes, the salesman should keep his strengths in mind. Identify Ask questions that will reveal areas of Dissatisfaction, Problems or Discontent with the current product. Developing Continue asking questions about the problem, dissatisfaction or discontent previously identified. Get Curious. Impact Finishes the probing sequence; allows the customer to realize the larger consequence of his difficulties, problems or dissatisfaction.

Example:

Product: Leads So you kind of lead generation method are you using now ? (background) How many partners are you in the Business? (background) you take the decision in advertisement/promotional activity for business ? (background) What Other business you are into? (background) How is the business going now? (Identifying) What are your major difficulties? (Identifying) So, what happens if you use the general database to get a prospect, what is biz closing cycle? (developing) How about using readymade prospect ? (developing)

Why One Should Buy

Prospect needs
Facts & proof, 2. Visual Elements 3. Risk Free Business 4. Credential 5. Evidence 6. Positioning 7. Social Acceptance
1.

Facts and Proofs

Who you are ( A Solution Provider to Him) Proof: any other Similar person have used the same. What you do ( Give Solution) Supporting Documents( Product catalogue, Price List, Company Catalogue) Why you are ( To solve his problem)

Closing the deal

WHAT ARE WE TALKING ABOUT TIME, GENTLEMEN PLEASE No one has ever died from asking for the order If you dont close your working for the competition It isnt difficult to do - once you develop YOUR approach. Think timing, dont rush - plan

CLOSING ISNT JUST AN ORDER

FIRM COMMITMENT Signed order Verbal agreement Getting a next meeting

2. POSITIVE AGREEMENT

If the reference visit is OK we go to next stage Next time a need arises youll call me

CLOSING ISNT JUST AN ORDER

TO HIT ONE OF YOUR OBJECTIVES LOOK FOR THE RIGHT TIME Closing before the prospect is ready will lose the opportunity. Leaving it too late will create the wrong impression

SO WHEN TO CLOSE

BUYING SIGNALS two types Physical picking up the brochure Verbal - What is your lead time? THERES NO MAGIC MOMENT Listen to your prospect. Have they understood your proposal Have you asked.? WATCH FOR YESRESPONSES If there are no objections being raised consider a close

TECHNIQUES TO APPLY
Now is the time to make your first move. Adopt one or more of the following techniques to develop your own style of close.

BE PREPARED TO ASK FOR A DECISION

Asking for an order is often overlooked and is the easiest form of close there is. Dont be embarrassed its why your there! Its expected. Put yourself in the buyers shoes they wont volunteer an order.

CLOSING TECHNIQUES
1. ASSUMPTIVE Maintain the momentum of positive responses Not do you want to go ahead but How soon would you like delivery? 2. ALTERNATIVE Offer a choice Would you like that with or without a laptop case? Do you want the training here or at BCS?

CLOSING TECHNIQUES
1. SUMMARY Run through the main points covered focusing on the benefits/positive areas to the prospect and emphasize where BCS/product score over the competition 2. VERBAL PROOF CLOSE Refer to an existing customer who has gone down this route. Discuss their benefits. This builds confidence and takes the prospect to the point of decision.

CLOSING TECHNIQUES
1. CONCESSION CLOSE Apply an incentive to encourage a decision. Incentives should always be kept to the end otherwise they are seen to be available to everyone and the prospect will want more. 2. CAUTION CLOSE Refer the prospect to a detriment from not ordering e.g. competition gaining an advantage Prices may increase by XXX

CLOSING TECHNIQUES
1. ISOLATION CLOSE If a prospect raises a last minute objection isolate it and make sure that if you solve the problem there is no barrier to going ahead.

WHICH ONE TO USE.

Look at the person in front of you Are they the key decision maker? Close when you think they are convinced Look for yes answers and buying signals Practice makes perfect Play out different closing techniques so that you have more than one approach

REMEMBER
No one has ever died from asking for the order If you dont close your working for the competition It isnt difficult to do - once you develop YOUR approach. Think timing, dont rush - plan

REMEMBER

ONCE YOU HAVE CLOSED THE PROSPECT

SHUT UP

CLOSING QUIZ
The close should be no more than a final nudge to gain a decision Closing is something you do through the whole selling process Only close when you want a decision to buy A good sale closes itself

CLOSING QUIZ

Confirm the benefits Dont you agree that? Ask for a Commitment Alternative - Would you like the or the? Direct - So, shall we now prepare the order form? Discuss Logistics (Delivery, Installation, follow up ) Reassure the Customer You made the right decision

SOME USEFUL (LESS) STATS

44% of sales people quit after the 1st NO 22% 2nd NO 16% 3rd NO 10% 4th NO LEAVING 8% STILL SELLING. Are you one of the 8%?? A NO is just an objection to saying YES and an objection indicates interest

Getting Referrals
 

Ask for friends who might be interested Specifically ask if the customers reference could be given or not Be honest and never give a reference once told not to do it Ask for major buyers Ask for major suppliers Ask for related industry/professions well-to-do people

   

Handling Difficult Customers

  

Listening more is the key Talking less is the key Dont communicate anything that you are not sure of When in doubt in front of them seek time or simply say than to give wrong information Showing patience normally gets you good results

After Delivery of Product

Post Evaluation How are things doing? Commit to Serve If there is anything you wish? Express Appreciation Thank you for trusting our product, well be more than glad to serve you again next time?

HANDLING OBJECTIONS

A. Get the Real Objection Could you tell me more B. Acknowledge Restate your understanding of the customers objection C. Explain Determine the type of Objection Misunderstanding Clarify Drawback Refocus (Counterbalancing Goals and Benefits) Dont answer the wrong objection Avoid sounding confrontational Buy yourself time to think Respond promptly and concisely Dont be sorryD. Confirm Have I answered your question?

Most Common Objections: Leads are always bogus. You cost too much I didnt have a good experience with your services I dont trust online products All lead providers are cheater, they promise everything and deliver nothing.

Benefits to you
Fixed benefits: Salary, annual bonus, other scheme available. Fixed salary is always a pocket money on which you should not depend for monthly expenses Variables: Incentives. This is the real money for a sales professional. Suksh offers huge potential to earn the incentive to its sales professional,

Incentive structure

If your salary is X till 3X you are not entitle for any incentive. So by default 3x of your salary is your survival target.

Target =3x >3x >9x

Incentive 0 4% 5%

Other reporting plans and disciplinary performance

If you are not discipline you can achieve your goal. We follow strict disciplinary path to make sure you are heading towards success. Follow our guideline we will shape your career. Need to be explained by TM.(DAR, other reporting requirement, daily no. of minimum meetings, etc.)

Thank you very much