Buy Verified TransferWise Accounts From Seosmmearth
SALES SPECIALIST
1. SNIPER
(REFERENCE SELECT SELLING)
Workshop on Becoming
a Sales Specialist
Vinod Mehra
Vinod.mehra@gmail.com
2. FOUR SALES PROFILES
Generalist:
Low efficiency and
Just makes the quota
Wishful Thinker:
Big forecast
All deals at 90%
No Sales
Specialist: Sniper
High hit rate
Customer Confidante
Extremely focused
Lazy Gambler:
Lives off existing accounts & depends on bluebirds
4. SNIPER
1. Make an impression 9. Engage at the most
2. Express Value senior level
3. Follow your Sales Process 10. Effective communication
4. Pursue well qualified and presentation skills
leads 11.Listen and ask questions
5. Differentiate against 12. Business and Analytical
every major competitor skills
6. Plan to address major
objections 13. Negotiation skills
7. Know why you win 14. Ask for an order
8. Know why you lost 15. Ask for referrals
16. Constant Education
Develop the passion to Read books
5. MAKE AN IMPRESSION
Know your business
Know your customers business ; profile
Master the art of story telling
Become a trusted advisor
Feed him new value information with no
expectations of return
Become thought leader – write and speak in
conferences
6. EXPRESS VALUE
Understand the customer pain point
Create value
Learn to articulate value the way customer
understand
7. FOLLOW YOUR SALES PROCESS
Adopt a Sales methodology
Opening, Body and Close
Know at what stage your customer is in the
buying cycle.
Plan your sales cycle.
8. PURSUE ONLY WELL QUALIFIED
LEADS
Qualify hard; your time is precious
Document customer purchase process
Examine budgets
Examine deal size
Time to buy
Why buy
Identify influencers, decisions makers
9. DIFFERENTIATE AGAINST EVERY
MAJOR COMPETITOR
Identify your major competitors
Profile major competitors
Document their Strengths and
Weakness
10. PLAN TO ADDRESS COMMON
OBJECTIONS
List down likely objections and concerns
Create multiple responses for objections
and concerns.
Evaluate the best possible response
Test them out
11. KNOW WHY YOU WON
Analyse why you won; is it
Price
Feature
Company – position or strength
You – selling skills, relations
Others
It will help you to maximize your strength
and minimize your weakness
Ask your customer why they bought your
product
12. ASK WHY YOU LOST
Is it the
Price
Product
Company – Positioning
Competitor
You or others
Ask your customer why they bought
from your competitor
13. ENGAGE COMFORTABLY AT
THE MOST SENIOR LEVEL
Believe in yourself and engage at the most
senior level.
Invest in yourself; build on business skills
to engage senior management.
Attend business forums and conferences
14. EFFECTIVE COMMUNICATION
AND PRESENTATION SKILLS
Join professional forums like
Toastmasters and build up on your public
speaking skills
15. LISTEN AND ASK QUESTIONS
Learn the art of listening and taking notes
Master the
art of asking questions – Open and closed
Unraveling concerns
Keeping the conversation going
Directing the flow of conversation
“Always the beautiful answer who asks a more beautiful
question."
16. BUSINESS AND ANALYTICAL
SKILLS
Business seek to increase revenue, cut
cost, ROI, short term profit.
Master and analyze the factors that
impact your customer’s business.
Read business and industry magazine
17. NEGOTIATION SKILLS
Know your Customers:
Business drivers
Deadlines
Drivers for making purchase
Drivers for making purchase from you
“Let us move from the era of confrontation to the
era of negotiation” …Richard Nixon
18. ASK FOR THE ORDER
All efforts is in vain if you do not ask for
the order
Timing is very important, asking too early
is like asking too late when customer has
already made up his mind.
19. ASK FOR REFERRALS
Ask for referrals
Reward them for referrals
Word of mouth is a powerful tool
20. CONSTANT EDUCATION
Selling requires constant and regular
education
Be a step ahead of your customers and
competition.
Study other sales methodologies
Take up a mentor