52 sales lessons

By

Shekhar Kumar“UNIVERSAL BUSINESS

SCHOOL”MBA3

Lesson 1 • Freedom to impact life of other people to

persuade.

• Believe in the product while being ethical.

Lesson 2• Selling is a process not an event.

• More money by solving problem not by selling the product.

Lesson 3• Prospects purchase from their reasons not

yours

• Prospects do not buy the products and services, they buy what benefit they offer them.

Lesson 4• A professional seller will always sell what

the prospect is buying.

• Means he will not sell any irrelevant things .

Lesson 5

Honesty and Integrity is sales.

Lesson 6 • Have the right positive thinking “Positive thinking will let you do every thing better than negative thinking will.

1. Control your own attitude.2. Do something good.3. Read something inspiring.

Lesson 7

• Have a healthy attitude

Lesson 8

• Show respect to your prospects.

Lesson 9

Find the prospects smartly by:-1. Genuine interest in person 2. Try to find out interest.

Lesson 10

Find lead source by cold calling.35 % through existing customer.15 % Referrals5-10% niche 30 % Marketing effort10 % cold calling

Lesson 11

• You spend time with your suspects.

• You invest time with your prospects.

Lesson 12

• Gain the attention of the prospect

• Elevator’s pitch.

Lesson 13

Use a general benefit statement.• i) Competitive benefit statement• ii) Sales objective• iii) brief information point

Lesson 14

• Pipe line planning • 80:20 rule.

Lesson 15

• Keep pipeline full and also understand what process in needed for turning for it into a customer.

• Balance prospects in beginning .

• Balance prospects while closing the deal.

Lesson 16 • Focus on intention.

“ You can have every thing in your life as long as you have everything what others need”

Lesson 17 Ability to direct nervous energy. Do not have negative anxiety and focus.

1. Realize selling is transferring the felling.

2. Take every call as an positive experience.

3. Have organized solution and deliver disciplined manner.

Lesson 18• Look at your business through the

eyes of prospects. Your business card. What impression does it make. keep the design simple. Use the front to display content information only

Lesson 19

Become a curious questioner.

Lesson 20 Listen up!!!!!!!!!

Lesson 21P O G OPerson Organization Goal Obstacles

w.r.t. prospects

Lesson 22

Uncover needs.

Lesson 24

Status Quo.“Take the right question”

Lesson 25

Communicate well and understand non-verbal signs.

Lesson 26

Do not abruptly throw information

Lesson 27

There is a difference b/w features and benefit & features.

Lesson 28

Prepare the prospects to hear the benefit.

Lesson 29

Lead with the need

Lesson 30

Use right word

Lesson 31Use right words.Wrong : deal, cost, obligationRight : invest

Lesson 32

Hit the right person with right dress.

Lesson 33

People buy for emotional reason backed up by a few logic.

Lesson 34Have eye contact do not stalk.

Lesson 35

Satisfaction is closing sales.

Lesson 36

• Use trial closes

Lesson 37

Try different kind of process closing.

Lesson 38

Close properly with process

Lesson 39

Try again and again to close deal.

Lesson 40

Closing is just the beginning.

Lesson 41

Close bravely and sincerely

Lesson 42

VoIcE MoDuLaTiOn.

Lesson 43

Handle Objections

Lesson 44

• Understand and analyze the objections and revive your presentation if needed.

Lesson 45Manage objections

Always bring information

Question the prospect

Overcome objection with evidence

Lesson 46

Know about customer

Lesson 47

Give added value

Lesson 48

Business phone call effective and simple

Listening skills

Lesson 49

Using voice mail as a sales tools.

Lesson 50

Use email to keep in contact

Lesson 51

Internal customersExternal customersTake care of both of them.

Lesson 52

Keep detailed record of activities of sales.

Sell you!!!