Sales Presentation for:

: By Moziez Chamadiya
 Sales Don’t Just Happen
• 80% of all sales are made after the 5th
Meeting
• 48% of all salespersons call once, and
quit
• 25% call twice, and quit
• 10% keep on calling
• These 10% make 80% of the Meeting
 STAGES OF A SALES
CYCLE ...
Approach
Prospect In the approach Negotiatio
stage, the
Suspect Identifying salesperson
nIt is a two- Close
the makes the first way process
Identifying
the target
interested contact with the where the At the closing
stage,
Order
one's from client through consideration
account or the list of s and budgets the salesperson Order is
customer for face to face gets the
suspects are put on the placed from
potential meetings or decision from
table for a the client
business through the client to
fair which
opportunities technologies move forward
understandin indicates
(suspected to such as depending on
g. completion of
be potential telephone, the business a cycle.
customers) skype, email, proposal and
etc., There are previous
three common negotiations.`
approach
tactics.
Benefits for us:
• It helps us prioritize & focus on our target customers.
• It helps us structure our pipeline growth more visibly
• It develops sales disciplines & professionalism
• It helps us manage present & future opportunities
• It helps us identify where we need more resources

Benefits for the Business:

• It helps embed the sales process
• It helps promote better sales success & best practices
• It helps develop customer intimacy
 ADOPT MARKETING CONCEPT

VALUE PERSONAL SELLING

BE PROBLEM SOLVER/PARTNER

STEP 1 : DEVELOP PERSONAL SELLING PHILOSOPHY

STEP 1 : DEVELOP PERSONAL SELLING
PHILOSOPHY

ADOPT MARKETING CONCEPT

VALUE PERSONAL SELLING

 BE PROBLEM SOLVER/PARTNER
STEP 2: DEVELOP RELATIONSHIP
STRATEGY

ADOPT WIN-WIN APPROACH

PROJECT PROFESSIONAL IMAGE

 MAINTAIN HIGH ETHICAL STANDARDS

STEP 3: DEVELOP PRODUCT STRATEGY

BECOME PRODUCT EXPERT

SELL BENEFITS, NOT FEATURES

 CONFIGURE VALUE-ADDED SOLUTIONS

THE TOTAL PRODUCT CONCEPT
STEP 4: DEVELOP CUSTOMER STRATEGY

UNDERSTAND BUYER BEHAVIOR

DISCOVER CUSTOMER NEEDS

 DEVELOP PROSPECT BASE

STEP 5: DEVELOP PRESENTATION
STRATEGY

PREPARE OBJECTIVES

DEVELOP PRESENTATION PLAN

 PROVIDE OUTSTANDING SERVICE

 Prospecting
and Follow-Up
Qualifying

Preapproac
Close
h

Creative Selling Process

Handling
Approach
Objection

Sales
Presentatio
n
PRICE ICEBERG
Price is only the tip of the iceberg…remind
customer of value-added factors below tip
 Selling Skills & attitudes
• Communication skills
• Listening skills
• Conflict resolution
• Negotiation skills
• Objection-handling ability
• Problem-solving skills
• Diligence
• ‘Can Do’ attitude
 Our job is to understand our customers
better than anyone else.
Ignoring competitors is as same as ignoring
customers

WELLNESS CORNER

• Capturing Leads
• Distributing them to the relevant sales/admission counsellors
• Prioritizing the student inquiries based on sales readiness
• Automating tasks/notifications and reminders
• Automating personalized engagement
• Strengthen Lead Acquisition & Management
• Appliance market is set to grow at a 2.5x proportion between 2019 to 2025, reaching $404 billion in global expenditure
• The digital shift has opened up a much larger market. According to a study by INC42, the Indian Appalince market is
likely to grow 3.7x in the next five years – from $2.8 Bn (2020) to $10.4 Bn (2025). Hence, with this momentum,
generating leads will not be an issue. However, converting them will be
• Growth of Consumer Durable Industry in India
 Common challenges for counsellors in B2C

How to overcome these challenges and

succeed
Define the role
Which priorities
does marketing own
What level of control
does marketing have
How are cross-functional
decisions made
Take a strategic
approach to marketing

Good” marketing can Marketing tends This question is

to be a Some influencing Some CMOs will be
look very different particularly
distributed tactics are more ready to take the
from one organization to important. Some
function, and successful than others business to the next
the next. companies that marketers own a
clarity around given reporting lines, level—for example,
develop advanced P&L, while others
what the CMO culture, personalities, using marketing as
marketing and sales serve as stewards
owns.  (versus and the level of an incubator for new
capabilities tend to for the business.
sales and cohesion across customer-driven
increase revenue two to Each CMO needs
business units) is brands and businesses. Others
three times more than the to be accountable
required. geographies. The will need a complete
average peer company. for business
Furthermore, CMO must overhaul to deliver
However, marketing cannot outcomes.
reporting lines understand these on the basics, which
succeed unilaterally
and decision- dynamics to be may imply heavy
making power effective.` investment in table
must be explicit stakes capabilities.
 Team Is Not Hitting Their Targets?

le w h o c a n b r ing leads
Finding the root a m m e A lig n w ith peop
u p p r o gr A R T
S p ea k Questions & support SM c
Make tough decisions p ec i fi
ar e S r a b le
s e a ms e as u
r r a l e tin g T M a ble
e f e M a rk Adjust your approach i o n
m o re r S a le s an d Act tic
k f o r
n n e c tedDeal retrospective o c ess R e a lis ted
As Disc o . p r r e la
Check Lead Quality onsistent
ly
r s ales T i m e-
e c t c f y ou Don’t accept the first “no”. 
Prosp n g tho
th e le
e d u ce
R
NOW.. is right time to enter the Market PANDEMIC - Having
Shows that Company an
Cares Emergency Fund is a
Engage and motivate Must
Employees
Financial wellness
programs, Tough times teach big
During this time of lessons;
and related benefits are
Pandemic Pandemic has taught us
hot
when employees are the
right now, and they’ll
stressed importance of savings.
probably only become
and working from home. In this
more
HRs pandemic, economies
important over time.
are looking for various around
With
means and ways to keep the world have taken
Zell Education an
their employees huge
organisation will help
motivated hits and hence
their employees to save
and engaged. Zell employers
and teach them HOW.
Education can provide understand the
As the proverb goes,
employee engagement importance
“give a man a fish and
activates with personal of saving and can bring
you’ll feed him for a
financial stability. it
day; teach a man to fish
and you’ll feed him for a down to employees
lifetime.”
Thank you