What is Sales

is Change

• Transforming the goods and services from useless to valuable

• Changing Customers from not in need to demanders

• Turning Prospect from competitors’ customers to organizations’ customers

Sales

Product KnowledgeWhat if we don’t know well our product??

Product Trainin

g

USP of Products

Installation and

Operation

Conceptual Backgroun

dMarket

Information

Solution Selling Ideas

Who is the ProspectTargeted customer that meets buying Criteria

Buying criteria doesn’t mean suitability

Being prospect doesn’t necessarily mean showing interest in the product

Lets Start SellingProspectin

g

Approach

Interview

Presentation

Overcome Objections

Recapping

Closing Deal

Follow Up

Sales Life

Cycle

Presentation

Me

Company

Product

Presentation Tips• Call reason is always an opportunity for prospect

• Presenting benefits not features

• Highlight USP

• Ask closed questions

• Identify customer needs

• Link customer needs with product benefit

Negotiation Tips• Request feedback

• Listen Actively

• Clear Masteries

• Overcome Objections

• Recap and Verify Understanding

• Close Deal

Building New Opportunity

• Follow up with customers

• Ensure satisfaction within solid loop

• Establish rapport with customer

• Requesting referrals from top customer