2. OBJECTIVES
By the end of the session, you will be able to:
List down the process of Sales.
Answer open and closed ended deals.
Sell a product in 2 minutes.
3. What is SALES?
Sales is the act of exchanging a
commodity/product/good/service in return of
money or items of money worth.
In simple terms sales means to exchange any
product/service for money.
5. STEPS in SALES
Market Research: Segmentation, Identification & SnD.
Cold Calling: Sales pitch, Company Profile, Elevator Pitch.
Appointment: Product knowledge, Company profile,
Know what you want to sell, Corporate behavior.
Follow up: Continuous contact, Mention date & time, Be
professional.
7. Responses from CLIENT!
OPEN ENDED RESPONSES
• Our GM is not in town.
• Please come back on a
later time.
• We do not have
requirement presently.
• I am interested but can
we carry on the deal
later?
• Time investment on
training.
CLOSE ENDED RESPONSES
• We don’t have
requirements right now.
• The cost is too high.
• We want Indians.
9. ELEVATOR PITCH
Before we move on to the topic of discussion, let’s watch this VIDEO:
https://www.youtube.com/watch?v=i6O98o2FRHw.
Elevator pitches are developed to relay just enough information to cause your
interlocutor to ask, "Tell me more." If you're lucky, the CEO will remain on the
elevator and say, "If you have a few minutes, I want to hear more." If you're even
luckier, your prospective VP will ask you to set up an appointment the next day
to meet with him. All of that from the development, memorization, and tweaking
of a few simple yet incredibly powerful words.
10. ELEVATOR PITCH
Building an elevator pitch consists of three steps:
Step 1: The five W's
Step 2: Iterating
Step 3: Adjusting to your audience
11. ELEVATOR PITCH
Step 1: The five W's
The first step is to develop answers to the following questions:
What does your company do? (For example, begin your answer with "We
provide.")
Whom does your company do it for? (For example, begin your answer with
"For small and midsized healthcare providers.")
Why do they care? Or, What's in it for them? (For example, include in your
answer "so that they can," "who can no longer afford," or "who are tired of.")
Why is your company different? (For example, begin your answer with "As
opposed to" or "Unlike.")
What is your company? (For example, begin your answer with "My company
is an insurance.")
12. ELEVATOR PITCH
Step 2: Iteration
It looks simple, but the hard part is getting your elevator pitch to contain 35 words
or less. Keep editing it; rehearsing it; practicing it by saying it to your spouse, your
friend, and people inside and outside your industry.
Make sure that they get your elevator pitch. Smile when they ask, "What do you
mean by … ?" or "Does that mean you can help me to … ?"
Keep improving your elevator pitch until it becomes routine for you to say and
crystal clear for your audience to understand. Like a fine wine, it can only improve
with age.
13. ELEVATOR PITCH
Step 3: Adjusting to your audience
Every audience is different. You wouldn't tell your son's fourth-grade class: "I design
J2EE software applications to deliver SOA for F1000 companies." So make sure that
your terminology and your acronyms fit your audience members. Keep your
elevator pitch at their level.
