Youth Talent Platform

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2. << >>Tell Us crazy story
you had from a visit
you have done

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To Not Go this Phase

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What is My sales Principles
• Sales is my Physical method to market my product stressing on
the main need of my prospects
• So How I can Market within my sales ?

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Marketing Sales
Market
Segmentation
Product
Creation
Sales
Execution

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Sales Execution
It’s the direct touch point with the customer/prospect to market your products within the definition of
the prospect needs
Pre-sales Approach
Post
sales

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Pre-sales
Product
Knowledge
- Understand your product unique edge
- Understand the lacks your product has
- Understand the value proposition of your product
- Understand the limits of my prices
Company
research
- Search for companies has the need of your product
- Think about what can make them not buy your product & find the solutions
- Search about who is competing with you to fulfill the same need
Material
preparation
- Edit your proposal according to the company needs
- Search for more relevant product to be included
- Put showcasing material within the proposal
- Edit the proposal with something can be related to the company

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Approach
Virtual Approach
- Virtual communication (ex. Emails,Newletters,etc)
- Use this for ONLY Traditional Partners
Indirect Approach
- Event participation within corporate engagements
- Job fairs or career days participation
- Events promotions within the prospect channels
- Recommendation request
- Use this for un-reachable contact persons
Direct Approach
- Sales Meetings
- Phone calls
- Up-scaling visits

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Post-Sales
Virtual Follow
Ups
- Virtual follow ups (E-mails, Reminders, etc)
- Use this for the prospects already understood your product whole aspects
Follow Ups visits
- Clarification visit to discuss about the product more
- Use this for the contact persons whom are not decision makers
Negotiation
Approach
- Offering more flexibility
- Providing more benefits
- Prices changes

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S.P.I.N Tactics for sales
Need
Payment
ImplicationProblemSituation

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• Is perceiving the current state of the company !
Example
- How many employee in the company
- How’s the new product in going
- What’s the main aim of the company
Situation

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• Is Putting obstacles in front of the prospect !
Example
- Why the company isn’t achieving its aim till now
- How huge the salaries for the employees
- Does the IT systems is fully updated
Problem

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• Is presenting the solution of the company problems !
Example
- That’s why we have this product that can help similar
companies with the same issues
- We were thinking how we can use our resources to support the
corporate sector
Implication

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• Is presenting your offer benefits and prices !
Example
- Not only this we also have more benefits like….
- As the product costs… to be able to deliver it 100%
Need Payment

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“What is the discount you are offering ?”
“A very special discount for you Sir”
You !
customer !

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“Oh Come on ! Your competitor is giving…”
“Really? Sir that is out of question”
customer !
You !

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“I can buy it right now but I won’t accept
anything less than …”
“You drive a hard bargain Sir. 50% is too high. I can offer
you 25% discount ”
customer !
You !

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“40% discount and nothing less”
“Have you noticed our new memory dialing system Sir. I
can offer you a maximum of 30% discount. That’s the best
I can do”
customer !
You !

23. <<>> Do you feel like this ?
So why then at the end of it all …

24. <<>>It gets hurt !
Our ego …
You took a position
Hurt because…
He took a position
Hurt because…

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Attention is paid to...
Saving position & saving face
Concerns …
Get thrown out of the
window

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29. <<>>
• PROBLEMS
• PROBLEMS
• PROBLEMS
• PROBLEMS
•PROBLEMS
BUYER
. . . but what are the implications?

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Never Go away with empty Handed
Solution
Solution
Solution
Solution
link solutions
to problems on spot

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“I don’t think I need this product now”
“But. Sir?!!”
customer !
You !

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Don’t wait till the customer give a decision
…Grow that need!

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Problems
Difficulties
Dissatisfactions
A solution here has little
impact.
A strong need, your
solution will have
impact!
It begins in the form of
Problems, difficulties or
dissatisfactions. These are
Implied Needs.

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Buy
Don’t Buy
Explicit Need
Explicit Need
Explicit Need
Hassle
Risks
Hidden Extras
Cost

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Selling is a transference of feeling
In order to transfer feeling
You got to have the feeling
Believers are closers !

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A belief base needs to be…
Tied directly to the heart
Build friendly connection with your prospect

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Closers own what they sell
The critical step is the step of honesty
Your total conviction, your belief that it is truly the best buy

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Encouraging closure
Put yourself in the other party’s shoes
Understand what might be preventing him

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Encouraging closure
Emphasize benefits
… show advantages not previously considered

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Encouraging closure
Avoid a win lose situation
…look for acceptable outcomes

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Closure
Or Or
Suggest acceptable alternatives

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Closure
Be assertive not aggressive!

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