Submission for session 4

Vaishnavi Khandelwal
PGMB1951

POINT I
Understanding of pre-reads:
1. Trial Close – The trial close is an attempt to start closing the sale before you enter the
closing step. It is based on opinion of the prospect not the decision. Trial closes are
valuable and low risk. It is an effective way of getting feedback from the prospect
whether prospect liked the benefits offered by the products. Trial close is an opinion
whereas closing the sale is the decision.
Example: The questions can be asked by the salesperson to the prospect so as to know
how much interested they are to buy the product or to know their opinion about the
product. “Which colour do you prefer out of these 3 models? I guess you liked this
model right?!

Different buying signals of the prospect:

 Examine the product
 Asks another person opinion
 Ask different questions related to the product
 Becomes friendly
2. Closing the sale - Closing is a make-or-break moment in sales. Closing is generally
defined as the moment when a prospect or customer decides to make the purchase.
Closing sale is to reach an agreement with a buyer, to finalize a sale by persuading the
interested party to complete the purchase.

Techniques of closing the sale-

 Alternative choice Close- Prospect is given choice between two or more
items or models and not between buying or not buying.
 Minor points close- The salesperson can ask question and lead into the
decision to buy.
 Assumptive close- The salesperson assumes that sales have been made. Ask
various questions and then ask prospect to sign the order.
 Summary of benefits close- Summarize these benefits by using FAB approach
and SELL sequence.
 T-Account or balance sheet close- T –Account is made where benefits are on
one side and drawbacks are on the other side. If benefits are more 50% then
the salesperson should move forward to trial close and close the sale.
 Special offer Close- Special discounts are given to the prospect if they are
resisting to buy.
  Probability close- When prospect is unsure and says that he/she will tell
think it over. The salesperson thinks about the probability whether the
prospect will close the sale or not.
 Negotiation close- This style helps organisation and salesperson to build
mutual long term relationship with the prospect.

3. Follow –Up-
 Check customer order- The salesperson should go through the order carefully
so that there is no delay in delivering the product.
 Plan follow up visit at the of delivery – The salesperson should plan a follow
up call when the order is delivered. It includes checking whether the product
was delivered on time and without damage in transit.
 Account penetration- By contacting the customer after the sale the
salesperson lays the foundation of a positive business relationship. Account
penetration means working and contacting people throughout the account.
 Relationship marketing- The salesperson should work to build maintain long-
term relationship with their key customers.

POINT II

Understanding and observation of Eureka Forbes’s closing sales and follow

up:
In case of Eureka Forbes company hires enthusiastic people who are influent in local
language so that they can easily become friendly with the customer which can help in
closing the sale and making healthy customer relationship with the customer. Euro champs
were more focused on completing their presentations and were missing the aspect of
closing the sale.
Group leaders were responsible for checking customer order for example managing
inventory, payment and installation.
Eureka Forbes have 116 sales offices and 5 call centres for customer support so as to
maintain relationship with the customers.
POINT III
Understanding and observation of Asian Paint closing sales and follow up:
The closing signs from the prospect and their physical actions and explanations are decided
for their satisfaction and acceptance. The customer order is repeated and the purposes of
understanding are reiterated. The customer is guaranteed follow up and after sales service.
They keep in contact with the client for his after-sales/usage feedback. This is a significant
differentiator for the salesmen of Asian Paints, which encourages them in keeping up
relationships with customers for a long period of time. A satisfied paint prospect will impact
his surrounding because of visible product performance on the surface applied. The sales
personnel are in constant touch with the influencers to ensure repeat business and loyalty

POINT IV
How technology is impacting closing the sale and follow up:
Rapid changes in technology can help salespersons streamline their jobs and automate
routine functions. Technology advances have changed the methods that a sales force can
utilize for every step of the sales process. Salespeople can leverage technology to improve
their visibility and generate more leads, establish long-term relationships with prospects
and customers.

Impact of technology in closing the sale-

 Data mining, modelling, machine learning, and artificial intelligence used in
predictive analytics. Using technology to analyse datasets enables the sales team to
become more effective at closing deals.
 Predictive analytics leverages algorithms, which take into account all the factors that
have an impact on a customer’s purchase decision.
 The sales team can thus connect with the right prospects at the right time and pitch
them a product that’s relevant to them, directly leading to an increase in sales
conversions.

Impact of technology in follow-up-

 Artificial intelligence has the potential to be a salesperson’s new best friend, one
who’s there every step of the way, from initial contact to closing the deal.
 Another AI sales application that’s increasingly seeing widespread adoption is the
use of chatbots. Chatbots on webpages and SaaS websites have become a common
occurrence. They can collect the demographic information of an inbound lead — like
name, contact number, and email ID — and help in the formulation of a personalized
sales strategy for the lead captured. It can also be used to respond to the website’s
FAQs, thus saving valuable time.
POINT V
Video Critic:

In the above video the salesman is approaching the customer to introduce a new car of
Mahindra. The new car in the above video is Mahindra TUV 300.

Closing the sale:

Closing is generally defined as the moment when a prospect or customer decides to make
the purchase. If we see the above case the customer has been given a test drive which is a
part of handling product or service objection. After the test drive the salesperson is asking
the customer about the experience which can come under the trial close as he will get an
opinion what the customer think about their product/car. When the salesperson is sure that
the customer is interested in our product he will proceed by closing the sales and lastly
telling about the super styling kit which makes Mahindra TUV 300 different from other
competitors.

Follow-Up:
The customer is guaranteed follow up and after sales service. They remain in touch with the
customer through routine calls regarding servicing or any problem faced by the customer.
Pick n Drop is a unique service offered by Mahindra which allows Mahindra customers to
have their vehicle picked up from their doorstep and dropped back after the vehicle service
is complete.