Opening Sales Call_Solution Sales_Biswa Prakash Nayak_razabpn@Gmail

8/7/2019 Opening Sales Call_Solution Sales_Biswa Prakash Nayak_razabpn@Gmail

http://slidepdf.com/reader/full/opening-sales-callsolution-salesbiswa-prakash-nayakrazabpngmail 1/8

Prepared by:

Biswa Prakash Nayak,

Email: [email protected]

Twitter: razabpn

Opening Sales Callfor solut ion sales



Why opening sales call is import ant? Psychology says, it takes less than 8 seconds for a person to make a

judgment on another person. i.e. yes or no. After that it ’s a ‘reverse-adherence’. Which means, after the init ial j udgment, people find reasons tosupplement that already made decision.

So when you a meet a customer first t ime, within 8 seconds flat, he has made

a decision to eit her accept you or reject you. After that, its just a matter ofsupplement ing the decision.

Psychology also says that, it takes another 45 seconds for a person to makethat just ificat ion.

So we have about 50-55 seconds to MAKE the person accept us or like us orsay yes to us.

1/ 25/ 20112

Copyrighted to Biswa Prakash Nayak,[email protected]



What must we do for that 8 seconds: Dress well

Neat ly groomed

Walk in to the room smart ly

Greet firmly with a smile

Have a posit ive posture/posit ive body language

1/ 25/ 20113




What we must do for that 45 seconds:

Introduce your company

Outline your objective

Ask Open Neutral Questions

1/ 25/ 20114




Introduce your company

I ’m < your name> from <XYZ Co>– <XYZ Division> part of <XYZ ltd>,<world’s/Asia’s/country’s> largest <Training/Education/whatever>Company. Spanning< n yearsandm countries> with Headquartersat <xyz>branchesin <xyz> Serving<n> customersason date.

What we do is provide <end-users> with powerful <benefit of solution>,built in collaboration with the < industry leaders/benchmarks>, to help<another end-users>experience a <another benefit of solution>. This willhelp the<another end-user>to perform well <benefit> andthusmeet <stakeholder’s expectation> and also enhance the standing of the<customerbenefit> .

Thepurposeof thismeetingisto explore areaswherewe can be value to youand your <company>. To understand a little more about your <company>andrequirements, may I ask for a few detailsplease.

1/ 25/ 2011

5




Open Neut ral Questions

What infrastructure do you currently have for….

What are your plans towards enhancing…

What are <end-users>’ expectation from the…

What are the norms that you need to comply with…

What pointers do you see to enhance your <customers> performance ….

What aids are the <users>expecting from the company…

Ask as many open what, how questions and listen carefully.

Probe by asking how/why when needed

Note down if required

1/ 25/ 2011

6




Some I mportant Questions to Ask Towards The End Of The ‘Conversation’

What isyour estimatedspendin enhancing<Solution specificarea>?

Apart from you, [pause] who else will be in the decision making

process?

What isthetimeframe?

Apart from this, isthereanythingelse I needtoknow?

Remember to gather BANT (Budget, Authority/decision makers,

Need/Requirement, Time/closurepossibility) details

1/ 25/ 20117




Thank you

Biswa Prakash Nayak

[email protected]

Tweet me @ razabpn

1/ 25/ 20118


Documents

Opening Sales Call_Solution Sales_Biswa Prakash Nayak_razabpn@Gmail