Upload
balasubramanian-jayaraman
View
2.168
Download
2
Embed Size (px)
DESCRIPTION
This document should provide you the ammunition needed to be successful in Sales. Please feel free to connect with me if you require personalized training.
Citation preview
Sales Soft Skills Training
Balasubramanian Jayaraman
Agenda
• Cardinal Rule/Thumb Rule• Steps for a Sales Pitch• Examples for a pitch• Action Required
Cardinal Rule
Sales Pitch – Simple Pitch to the right audience
4 calls before the average Sale Stay in touch and you will discover new needs Always end the call with an AR
4
Sales Pitch
Step 8Follow up
Step 1 Get
Attention
Step 2Identify the
Problem
Step 3Build
Interest & ExcitementStep 4
Give a Testimony
Step 5Validate
their Objections
Step 6Create Desire
Step 7Move them
to Action
Step 1 - Get Their Attention
80% Success for a Sales Pitch ExampleFinancial Institution: We work with Citigroup and many other banks and since your Organization is in the same vertical thought let me connect with you
Step 2 - Identify the Problem
Clearly - ListenExampleTalk about their website or pain point in-depth and have them acknowledge that. Once you have identified their problem you need to listen more than talk over here.
Step 3 - Build Interest and Excitement
Solution to their problemExampleGive a statement: “We might have the right solution for that.”
Step 4 - Give a Testimony
Let them see what others have to sayExampleIn fact Citigroup had a similar issue and we resolved it in 3 months and “Throw in a few statistics here” related to their vertical.
Step 5 – Validate their Objections
Make them feel good throughout the PitchExampleMake them Trust youGive a small background about the Company & the Experience/Exposure
Step 6 – Create Desire
ExampleHelp the Prospect to reach a decisionTalk to them about the WebEx & Subject Matter Expert
Step 7 – Move them to Action
Biggest Reason to lose sales Be Proactive and ask for the order Throw in an incentive if required
Example:All you need to do is give me a date and time and I’ll setup a WebEx for you and let us take it from there. Sounds Good? Ok?
Step 8 – Be Sure to follow up
Stay in touchExample:
How did the WebEx go? Hope you are satisfied/Happy? Looking forward for your business etc.
Even Email post sales/call is also good