SECRETS OF SELLING -

1) Ten little words that opened my door to Success.

‘ I HAVE NO MAGIC PILL THAT WILL MAKE
YOU THINK ‘

2)Selling is nothing but transfer of enthusiasm

Smiling face
PROCESS OF SELLING

a) People buy from you material + Behaviour

b) Material – Products

c) Behaviour – Discipline + Confidence face smiling,

attitude extreme confidence.
 III) TACTICS –
 a) Request Participation
 b) MAN
 c) Proactive –Evidence/demo
 d) Start giving More
 e) Apparent withdrawal
 f) Poking in between – when are you planning to
close, funds issue.
 g) Keep door open.
II) F A B –

Features – Product specific

Advantage – Comparative / Competitive.
Benefits – Value that we are adding
Emotional in nature.

FABING & BAFING

3) Creative Idea – Two kinds of ideas –

FIRST – will help you to find prospect or get an

appointment.

SECOND – will create idea in prospects mind to buy

your product.
4) Everything is produced twice ---- First in the thought
& Second in the reality
5)There is no such thing as B2B or B2C, it is only P2P
People to people
6)Good salesperson will find out problem and solve it
They uncover a need and fulfill it
7) Creative Prospecting – Create ambience
create energy, Create Curiosity, create story.

Are you selling single, when you sell in group.

Catch ‘MAN’ --- Money, Authority, Need.

8) You are here not to sale something, but to sort
out Customers problem.
Focus on his pains, which will become your gain

9) Listening skills, read in between the lines

10) Real selling starts when customers says – “NO” to you.
11) Win by Agreement Not by Argument.
12) You should be buyer of your own products
13) Selling is more Art --- crying baby gets milk
14) Connect yourself from defensive to aggressive
15) How to use prospects – Secretary –
- Can I have your autograph
- Little flirting – Honest
- Something which is rarer than ability – it is an ability
to recognize ability.
- Give importance to her
16) Homework –
a) Imagine Before call, how it will go, game of chess.
b) Your first few words will earn respect.
c) Write your pitch in black & white
d) He can see you – Put smile & enthusiasm
e) You have to sale to his secretary make relation.
f) Keep mail / Message / Letter smile
g) Plan, write & Rehearse.
20) Creative opening
Wants to save R 500/- worth of water per week
Wants to save energy worh 1000/- per day
17) M In law – Daughter in Law – She listen everything
what I say.
M In Law – She listen everything what I say. What is
the puzzle.
18) Presentation --
a) Magic of Demo / Video / Audio Animation.
b) Attitude & confidence
c) Knowledge of Product
d) Keep fast moving, interesting, clearly understandable.
e) Originality, timing, Dramatization.
19)Hidden magic in Trial closes –
Listen magic question –
a) What is the delivery time
b) How do you assure service after sale.
c) Can you give BG for one year
d) To whom have you sold.
e) In case of problem, hope you will serve us.
20) Magic of First call close –

a) Be sure you have all interested parties present. Man

b) Keep mental notes ready
c) Remember Yes, but theory
d) When your prospect says No, get his side. Yes can not lead him to yes with
disagreements.
21) One call close & Toughest close –

a) Case of Garware – Chikalthana

b) Garware – II nd Plant – Walunj
c) UPL – Ankaleswar – In the night call at 11 Pm from
Representative.
d) Somaya – Case
28) One Call Close –

a) Not hard to master – FMCG

b) Carefully understand quantity needs of customer
c) Is your prospect busy – make it some other time.
d) If it is quantity, hold the order till he confirms
e) Try to boil down objections
f) Write up order & sign it up.
22) TIPS – Further to Enhance sale –

a) Survey letter to customer

b) Feed back from customer
c) Customer certificates
d) Our customer giving reference to potential customer.
e) Give more than what you get
f) Focus on pains – solution – customer should get honest feeling that your are
trying to help him.
g) If customer feels that you are worried about your profits, then he will ignore you
most of the time.
23) TIPS – Further to Enhance sale –

h) Long term relations.

i) Your net work is Net Worth
j) Keep communicating – continuously
k) Attitude of gratitude – Express always.
l) Selling – is guiding customer to make a buying decision.
m)Case of UPL – 1.5 Cr. Job in 24 hrs. In the evening at 7.30 Coffee,we are here to
make relations.
n) Take delighted customer in confidence & give his reference to potential customer.
o) Presentation – one call – Your confidence on your product & services will get you
business.
p) Infinite ideas.
 SPANCO----

Sales is the Key for every organization for its revenue generation.

It involve multiple processes and the organizations always takes

initiatives to attract good amount of sales.

Sales has many stages which has been termed as SPANCO, defined by
the company XEROX
 Stages involved in a selling process ie SPANCO:

 Suspect (Define the target market)

 Prospect (Identify leads)

 Approach (Reach the customer) &Analyze them too

 Negotiation (Negotiate the offer)

 Closing (Finalize the order)

 Order Management (follow-up the account)

1) Suspect -

 This is the identification of the customer and seeing whether

there is an actual need for the service or product.
 The sales professionals need to see the actual feasibility of
selling the product to the customer.
 They need to check who are the contact persons within the
company and monetary capabilities of the firm to avail the
service so on and so forth.
2) Prospect 

 Here the sales people have to identify the sales lead

and look at the chances of converting that lead into a
long term relationship with the customer. The sales
professionals have to see whether they should sell the
product or move on to the next prospective client .
3. Approach

 This step initiates the touch point of the sales process

where the sales person has to analyse what product is
to be sold to the customer whether the high end
product or the no frills version of the product . The
sales person has to make contact with the purchase
department and this will be assisted through the HR
department within the company .
4. Negotiation

 During this stage the bargaining starts on the

various aspects such as features , pricing etc.
The sales person also has to evaluate his own
profit margin as what product would help the
customer so sales person should know about
the competitor’s products by this time. By
showing the total life cycle costing to the
customer the importance of the premium
being charged can be reduced in the mind of
the customer.
5. Closure

 The order gets finalized and all negotiations get

completed by this stage .The sales person needs to
explain to the customer all terms and conditions of
the deal and after obtaining consent from the
customer the deal is complete.
6. Order

 The order gets delivered to the customer as per the

payment terms . The feedback form is taken from the
customer so to assess whether the customer
expectations have been met or not . The purchase
department also can contact the customer in case of
repeat orders .
Presentation by –
MOHAN ANTURKAR
Presentation by ---
MOHAN ANTURKAR
9822027260 (M)