1. 1) Sales Person Mindset
1.1. Set yourself as doctor. Always ask customers what are their problems? What they want? To finding the solution for them. How to heal, solve their problems. 'We are here not for sell but to help and support you!'
2. 2) Sales Model
2.1. Farming
2.1.1. Easy to do business with convenient
2.1.2. Customer tells you what they want
2.1.3. Key to success is 'Volume'
2.1.3.1. Highly efficient internal operations
2.1.3.2. Deep understanding of your processes
2.1.3.3. Add new business incrementally
2.1.4. Role of Sales person: 'Reactive'
2.1.4.1. Order taker
2.1.4.2. Problem solver
2.1.4.3. Fast & efficent
2.2. Hunting
2.2.1. The value the sales person brings and demonstrates
2.2.2. Customer may not know there is a problem. Needs to be shown the possibilities
2.2.3. Key to success is 'Asking & Listening'
2.2.3.1. Getting in front of the customer
2.2.3.2. Understand of customer's process
2.2.3.3. Bringing improvements to the customer
2.2.4. Role of Sales person: 'Pro-active'
2.2.4.1. Advisor
2.2.4.2. Subject matter expert
3. 3) Personal Sales Plan
3.1. Planning by Ratio (mindset + statistics = success)
3.1.1. Telephone calls = Appointment
3.1.1.1. Appointment = Sales
3.1.2. 1)Annual target sales / Average sales value (per PO) = Number of sales Required (PO/ year)
3.1.2.1. 2)Number of sales required (PO/year) / Number of working weeks = Sales (PO required) per week
3.1.2.1.1. 3) Key Ratio : Appointment:Sales (How many times appointment then get PO (order) x Sales (PO required) per week = Number of appointment per week
4. 5) Communication
4.1. Effective Listening
4.1.1. Verbal
4.1.1.1. Asking Questions
4.1.1.2. Summarising
4.1.2. Non-Verbal
4.1.2.1. Smile
4.1.2.2. Nod your head
4.1.2.3. Make regular eye-contact
4.1.2.4. Sit still in a relaxed position
4.1.2.5. Use facial expression to reflect what being said
4.1.2.6. Make notes
4.2. Asking Questions
4.2.1. Listening -> Trust -> Sales
4.2.2. Use open-ended questions to gather information
4.2.2.1. Don't use leading questions
4.2.2.2. Don't prompt
4.2.2.3. Don't interrupt
4.2.3. Use closed questions to confirm fact!
4.2.3.1. Use Why?
4.2.3.2. Use How?
5. 4) Customers Analyze
5.1. Driver: The Director
5.2. Amiable: The Supporter
5.3. Expressive: The Socialiser
5.4. Analytical: The Scientist
6. 6) 5 Steps Selling Process
6.1. 1) Understand the customer 'NEEDS'
6.1.1. What does the customer want more of?
6.1.2. What does the customer want less of?
6.2. 2) Identify the 'OPPORTUNITIES'
6.2.1. What are the challenges and obstacles to reaching the desired state (problems)?
6.2.2. What are the consequences and cost of the current situation?
6.2.3. What will be the benefits and payoff of reaching the desired state?
6.2.4. If possible walk the plant and ask questions -To see more problems on actual situation -To proved that customer interested and attentions
6.3. 3)Make the 'OFFER'
6.3.1. Competitive price with your proposed solution
6.3.1.1. Calculation
6.3.1.2. Products & Service information - Feature & benefits
6.3.2. The benefits to the customers
6.3.2.1. The advantages of implementing your offer
6.3.2.2. The saving he will make
6.3.2.3. Stakeholder benefits
6.3.2.4. The payoff
6.3.2.4.1. Financial gain
6.3.2.4.2. Investment
6.3.2.4.3. ROI
6.3.2.4.4. Time to break even
6.3.3. TCO illustration (Total cost of ownership)
6.4. 4) Handle 'OBJECTIONS'
6.4.1. 1) Listen to the objection
6.4.1.1. Never openly contradict the customer
6.4.1.2. Resist the temptation to interrupt
6.4.2. 2) Clarify the objection
6.4.2.1. Answer a sales objection with statement of fact only
6.4.2.2. Ask more questions to get more details 'Can you be more specific?'
6.4.3. 3) Deal with the objection
6.4.3.1. Feel-Felt-Found
6.4.4. 4) Advance the sales
6.4.4.1. Clarify exactly what the problem is
6.4.4.2. Try to overcome the objective
6.4.4.3. Close the sale or move on the next stage of the sales process
6.5. 5) 'NEGOTIATE & CLOSE'
6.5.1. Defend the price with Win-Win situation
6.5.2. Present price positively with confidence
6.5.3. Give the customer a bit of time to think
6.5.4. Concessions: low cost to you but high value to the other side e.g. warranty, services
6.5.5. Don't agree price until know all the customer's demand