1. Business training By Anil Choudhari June 2012

2. Marketing and sales module 3. Emotional Quotient Understanding and monitoring our emotions and feelings Dealing with frustrating and difficult people with patience and even tempered responses Doing result producing activities despite difficulties Internal motivation without need for external motivation For sales persons EQ is more important than IQ 4. Control, influence, concern Things completely outside our control as well as influence poverty, climate change, economy, crime etc. Things I can influence but cannot control Customers, colleagues Things I can 100% control My own attitudeLife is 1% what happens to you and 99% how you choose to respond 5. Ways to increase sales - 1 Increase advertising Trade shows and publications Sponsorship New product lines Improve existing products Increase stock Increase sales people Increase no. of locations Reduce prices Incentives More training 6. Ways to increase sales - 2 Pick up the phone more times Work harder See more people ( feet on street) Learn more about your product Support your colleagues Learn more about selling Focus on what you can do rather than what they can do Ways2 are under control of sales engineer than ways-1 7. Control As a sales person you call Mr. XYZ. His secretary asks who is calling? From which company? In what connection?...control is with the SECRETARY Try ending all answers with a counter questionThen YOU are in control Who is calling? Mahesh. Is he in his office? From which company? GIT training. Is he available for a moment? In what connection? I wanted to arrange a meeting with him on future business strategies in the field of Does he control his own diary or can I arrange that with you? Near the end of presentation of your product or handling an objection, always end with a question. This way prospect is busy answering and not thinking what should he do further 8. The suppose test Some prospects do not tell you the true objection. Then try suppose test Suppose.was not a consideration, then would you buy? Suppose Suppose.,you felt good about., then would you buy? then would you make a yes decision? After this you can clearly decide if you can satisfy the objection or move on. 9. Give bad news in advance Saying, next month there will be a price increase is better than price went up last month. Governments use this strategy For conveying tax or petrol price proposed increase. 10. Go for small orders 80% of your customers produce 20% of your profit Conversely 20% of your customers use up 80% of resources Because it is easier to retain business than to get a new business therefore, these 80% are equally important 11. Reciprocity It is seen that our need to reciprocate increases on the strength of what other person does for us. A car buyer if offered to use the car over week end will most probably come back and buy it. A shirt shop sales man displays lot of work by showing lot many shirts to a customer expecting reciprocity Selectively you can use a personal disclosure I shouldnt really do this for you but Rejection then retreat: propose a higher unacceptable price then give concession 12. Spare tire For a prospect who is happy with existing customer, spare tire story might help I am sure you are happy with existing customer. If you are getting good product and service, I would recommend you should continue but then you always keep a spare tyre for emergency punctures. I would like to be your spare tyre. In case of any problem with your existing customer, I would like to be of help to you. 13. Prospects of placing an order Orders received 9080 70 60 50 40 30 20 10 0 1234567883% of prospects place order on you after 8th contact 80% of sales people give up after only 3 contacts9 14. Tips worth remembering Start with easy to settle issues than controversial issues When 2 messages are to be sent, send desirable first A message that calls for greater opinion change is likely to produce more change. It is more effective to present both sides of an issue, than one side Listeners remember the beginning and end of the presentation more than the middle Repetition of massage leads to learning and acceptance Conclusions should be explicitly stated 15. Take notes People slow down when you take notes People are more truthful when you note down You appear to be professional and interested in longer term It helps you to use silence because you cannot speak while writing Review and write clarifying notes 16. Selling price or value While tackling high price than other supplier Admit that you are more expensive but total package makes you worth it Better quality and reliability Better references Better processes encourage factory visit State of the art design 17. Large account management Top management attention Three levels of contacts with customer Monthly reports / review of service level / relationship management Special deals on Quick delivery and service Lower prices Training 18. End of presentation