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This presentation gives you complete insights of sales, how to find your customer, how to make business calls effectively, how technology effects the sales promotion and how to behave with the internal customers..
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SELLING LESSONS BY
An American Author, • Motivational speaker and• “Sales man”
ZIG ZIGLAR
Presented
by
Sukumar
Know Your Customer
More easy to have effective communicate
More solid relationship
could be built
More easy to add value to
your products & services
Know more about your customer
than products
More you know about your customer ZIG
ZIGLAR
Understand what customer want
It creates +ve impressions, increase WOM
Selling is not a constant job, it’s knowing about customer expectations with time to time.
Day-to-day interaction with customer helps
ZIG
ZIGLAR
Added Value
More value you give to the customer = more willing to transact business with you
+ =
ZIG
ZIGLAR
Up-Selling
Def.: It’s about moving customer to upgrade a product/adding a product at an increased cost. --It is for customers not to customers, it means it should provide
advantage to them. --Ask questions, how often they buy the product.
--It occurs when he made initial buying decision.
ZIG
ZIGLAR
Explain options and educate with your options and it’s advantages.
It states that 3 products are the most you want to offer at any one time.
Understand the problems.Present upsell in positive manner
ZIG
ZIGLAR
Business Effective
Put a smile in your voice and smile on face before calling for customers
Understand Sales objectives well and make no changes in it
When you’re placing/receiving a call, the first 10-15 seconds sets the tone for the conversation.
ZIG
ZIGLAR
Identify
yoursel
f
Be profession
al, don’t mumble
Leave a
lasting
impression at the end
of call
Cont..
ZIG
ZIGLAR
Enhance the customers
Technology
No Longer Than 20sec
Say about company/person and build familiarity
ZIG
ZIGLAR
B & W OLED TV
How Technology Influences Sales
2010 2011 2012
45.447.7
49.3
39.6
44.1
48.7
Achieving Sales Quota
Social media Traditional media
Show enthusiasm, it means you’re doing exceptional service/product offerings
Voice should be clear
Tell your company details and product/service details.
Make them to call you back by communicating with them effectively.
How To Create General Benefit Statement
ZIG
ZIGLAR
This is mainly used to educate about your product and services
ZIG
ZIGLAR
Try to meet them monthly/quickly
Offer discounts to motivate customers
Don’t ask them for business
Use of shortcuts will cause harm to your business
ZIG
ZIGLAR
How should be?
Look at from prospects side
Start with benefits
Easy to readNo grammar mistakes
ZIG
ZIGLAR
Dealing with Internal Customers
To build career in the world of sales you need support of many people of all departments in organization
2 types of customers1.clients2. Internal members
People deserve same love, respect & courtesy. If you don’t show those things you’ll pay price.Solution should be agreeable for all
ZIG
ZIGLAR
SUCCESS
Set up schedule, work on it and give the best of your ability.
Buy yourself: Important attitude you can have is the attitude of understanding business for you.
Respect your customers. Learn new things.
ZIG
ZIGLAR
success
success
commitment
Understand clearly
Love what you doing
enthusiasmIt depends on
your mind and your activities
ZIG
ZIGLAR
Do everything and truth.
Sell something you believe and clearly understood.
Be like a constant student.
Learn from ur business, people in same industry.
Sales process is love and believe in continuity study.
ZIG
ZIGLAR
How To Become A
Serve your customers well, they will reward you with a tremendous amount of financial success and satisfaction cannot be reacted in many professions
ZIG
ZIGLAR
“You will get all you want in life if you help other people get what they want”
--Zig Ziglar
Sales process is love and believe in continuity study
Nobel prize winner of “Best Sales Person”
ZIG
ZIGLAR