8th january 2013 new

By
Amol Karampuri
Sr. Executive Marketing –(Exports)
Ajay Syscon Private Limited

 Why

selling has become a bigger challenge
today than it was yesterday?
 Selling is a learnt professional- Do you agree?
 Selling is more a matter of will than skill &
will.We need both.

Do not use the words/sentences/phrases like
 I don’t know
 I will try to/I hope so
 May be/It should be
 Perhaps/probably
 I will have to check
 I will come back to you ASAP.
 I am not sure about this
 Let me tell you the fact
 I will be honest with you now

I

don’t handle that
 That’s not my department
 Only important and major clients are
entitled
 I think so

 The……….

& ……..of a Good Sales Professional
is to …….& ………. Customers.
 Customer is afraid of making …………..
 80% Sales close around the…………closing
attempt
 80% sales people quit before………….












It is a universal fact that we can not close every sale.
But we can keep on increasing our average.
Learn to hear NO to get Yes
Some Sales people take rejection personally and get
demotivated.
Sales people fear failure
Only 4% of customer will report their problem
Success is not measured by how high we go up in life,
but how many times we bounce back after we fall
down.
With same products & under the same circumstances
there are some people who break records while
others break themselves.
Don’t take your customer for Granted. Always keep in
mind that he is being solicited by your competitors

 Positive

attitude
 Empathy (Caring Attitude)
 Reliability
 Dependability
 Credibility
 Knowledgeable/Quality products
 Timely delivery/Speed of delivery
 A winning Principle
 Professionalism
 Sincerity

 Transparency
 Responsiveness/

Response time

 Many

of the sales people provide solution
with out uncovering the need
 Visible needs & Invisible needs
 Never give the price without giving value
first.
 Never Never Never give the solution without
Establishing the need.

 Dishonesty
 Shabby

Appearance
 Oversized Egos
 Being Pushy
 Sweet Talkers, fast talkers
 Pests
 Lack of Transparency

 Poor

Attitude +Poor Values + Poor Planning
Poor Marketing+ Poor Selling + Poor Service =
Quickly out of Market
 Great Planning + Great Marketing + Great
Selling + Poor Service = Out of Business
 Great Attitude + Great values +Great
Planning+ Great Marketing + Great Selling +
Great Services = Growth, Prosperity &
Success

 What

you want to achieve
 When you expect to achieve it
 How you expect to achieve it
 Goal Goals

are dreams with a deadline, a clear
direction & a plan of action.

 Motivational.DAT
 Ability

teaches us how to do
 Motivation decides why we do
 Attitude determines how well we do

 Be

passionate about the profession of selling
 Believe in your product
 Believe in your company
 Believe in being a good professional by
practicing integrity.
 There is no substitute for hard work
 Be a possibility thinker. Always look at
possibilities and potential. Be optimistic.

 Be

knowledgeable about your product,
service & industry.
 Get on continuous education program.
 Wise people learn from their mistakes but
wiser people learn from others mistakes.
 Empathize your prospect. Put yourself in the
other persons shoes.
 Don’t do anything half heartedly.
 Do the right thing the first and the every
time.

 Logic

opens the mind, emotions open
the cheque book.
 People love pleasant surprises, they
hate unpleasant surprises.
 The World only rewards results, not
efforts.

-

-

Wish you Happy Selling –

Presented by,
Amol Karampuri
Sr Executive Marketing- Exports
Ajay Syscon Private Limited

8th january 2013 new

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