The Indic Enterprise

- Towards Realising Potential

Session 3
“Open Sesame” – Getting a
Customer

R. Ramaraj & J. Krishnan

 The Indic Enterprise

The Concept of the Indic Enterprise

 Towards Holistic Performance
 Towards Achieving Potential
 Combining Wisdom of the Ages with Modern
Management Thoughts & Practices
 New Answers and New Approaches
 For Yourself, To the Best of Your Ability
 To Start, Nurture, Sustain, Grow, & Enjoy
 The Indic Enterprise

The Indic Enterprise

- Program Contents
Session 1 “Your Model T” – Getting Your Product Right
Session 2 “He, She or Me?” – Who is Your Customer?
Session 3 “Open Sesame” – Getting a Customer
Session 4 “(Wo)Men United” – Creating Your Dream Team
Session 5 “Money, Money, Money” – Managing Your Cash
Session 6 “Ask & Thou Shalt Receive” – Acquiring Negotiation
Skills
Session 7 “He Knows Not That He Knows Not” – Wisdom for
Strategy & Decision Making
Session 8 “On Your Marks …” – Readiness for Execution
Session 9 “Chakravyuham” – Managing Tough Times
Session 10 “Abracadabra” – The Magic for Success
 The Indic Enterprise

Session 1 – “Your Model T” – Getting Your

Product Right
- Session Contents
 The Model T
 “I Made it Myself ” Syndrome
 Based on Strengths/Based on Opportunities
 What Does it Mean? What Does it Do?
 Emperor’s New Clothes – Are They Seeing It?
 Need Satisfaction & Positioning
 Uniqueness/Advantages?
 Success Factors & Dependencies
 The Indic Enterprise

Getting Your Product Right - Mantras

 Avoid “I Made it Myself ” Syndrome
 Have Clarity on What it Does & For Whom
 Keep it Simple
 Are They Seeing It Like You Do?
 Define Your Position in the Need-Satisfaction Matrix
 Know Your Market & Your Competition
 List Your Uniqueness/Advantages
 Ensure Alignment Between Your Strengths & Market
Opportunities
 The Indic Enterprise

Session 2 – “He, She, or Me?” – Who is

Your Customer?
- Session Contents
 Taking Your Product to Market
 Who, Really, Is Your Customer?
 How Do You Locate Your Customer?
 Why Should They Buy?
 What Are They, Really, Saying?
 What Is the True Situation?
 Strategies to Meet More Customers
 Rejigging Your Product Offering
 Redefining Your Customer
 The Indic Enterprise

Who Is Your Customer? - Mantras

 Define the Profile of Your Customer
 Understand Customer’s Needs & Requirement Pattern
 Map to Your Features & Benefits
 Create Benefit Statements
 Evaluate Every Customer Engagement & Response
 Assess Situation, List Options, Try New Solutions
 Six Strategies to Meet More Customers
 Rejig Your Product (Continuous)
 Redefine Your Customer (Continuous)
 The Indic Enterprise

Session 3 – “Open Sesame” – Getting a

Customer
- Session Contents
 The Password to the Treasure Cave of Orders
 Getting An Order – Three Scenarios
 Case Study – “An Order a Day Keeps the Boss at Bay”
 “Selling is Not Telling” – An Approach
 Meeting One More Customer - Recap
 Meeting the MAN
 The AIDA Formula
 Making Your Call Productive – The 5 Ps
 Making a Sale Happen
 The Final Close
 The Indic Enterprise

Password to the Treasure Cave of Orders

 Ali Baba and “Open Sesame”
 What is the Password to the
Treasure Cave of Orders?
 One?
 Many?
 Is it “Give Me Your Order”?
or
 “Give Me Your Order Please”?
 The Indic Enterprise

Getting an Order – 3 Scenarios

Scenario 1
We wish to buy a Dining Table +
Chairs by visiting many furniture
showrooms along with our
spouse/family and evaluating various
options.
 How Do We Arrive at a Decision?
 Why Do We Give the Order to the
Chosen Showroom/Retailer?
Discuss & List Factors
 The Indic Enterprise

Getting an Order – 3 Scenarios

Scenario 2
A firm which specialises in Interior
Designs gets an order from a large IT
Company, against severe
competition.
 Why Do They Get the Order?
Discuss & List Factors
 The Indic Enterprise

Getting an Order – 3 Scenarios

Scenario 3
We are a new entrant in Data
Analytics Solutions and pitch
aggressively for a requirement from
a retail chain. The order goes to the
competition.
 Why Did We Not Get the Order?
Discuss & List Factors
 The Indic Enterprise

“An Order a Day Keeps the Boss at Bay”

 Read out the Case – “An Order a
Day Keeps the Boss at Bay”
 Discuss Solutions/Approaches to
the Questions in the Case
 The Indic Enterprise

“Selling is Not Telling”

 The Bantam Inc’s Branch
Manager’s Approach
 The Indic Enterprise

Strategies to Meet More Customers – A Recap

Introducers

Trial Influencers
Leverage
the
Power of
Free Channel

Promotion
 The Indic Enterprise

Meeting the MAN

 Are You Meeting the Person(s)
who has/have the Money,
Authority & Need?
 Connect with the 3 Scenarios
 Connect with Bantam Inc.’s Case
 The Indic Enterprise

The AIDA Formula

A Awareness
I Interest
D Desire
A Action
 The Indic Enterprise

Making Each Call Productive – The 5 Ps

Plan  For Conference Calls
or for Field Calls
Prepare  Connect with Bantam
Inc.’s Case
The 5 Ps Present

Probe

Pitch
 The Indic Enterprise

Making a Sale Happen

 A Need Must Exist, or a Need
Must be Created
 The Product Must Satisfy the
Need
 Professional Sales Training /
Selling Skills is an Advantage
 The Indic Enterprise

The Final Close

 “What if I Have, or What if I Do,
Will You Buy?”
 Remember Oliver Twist – “Are
You Asking for the Order?”
 The Indic Enterprise

The Final Close

 No Golden Rules, but All the
Rules in this Session are Golden.
 No Single Password, but Any of
the Passwords in this Session May
Open the Treasure Cave of
Orders.
 The Indic Enterprise

Getting a Customer - Mantras

 Understand Why People Buy – Why Your Customer Would Buy
 The Power of Providing a Solution vs. Routine Selling
 Are You Meeting the M.A.N?
 Move Your Customer Up the AIDA Chain
 Leverage the 5 Ps to Make Your Call Productive
 Hone up Your Selling Skills
 Ask For the Order
 No Golden Rule, but Many Rules that are Golden
 Try Multiple Passwords to Open the Treasure Cave of Orders
Thank You