Consolidated Sales Training for corporates.pptx

Sales Training module

1. Comprehensive Sales Training

2. Introduction to Sales Fundamentals 2

3. These days, adults have an average attention span of eight seconds, which means a salesperson has little time to capture the attention of their prospects. To be an effective salesperson, one must have a clear message and deliver it to the right people at the right time. 3 What is Selling? Selling is a transaction in which a product or service is exchanged for money. It also refers to the process of persuading someone to buy something While selling a product or service, a salesperson should concentrate on communicating the benefits

4. Myths Sales ability is a natural-born talent - you either have it or don't 01 People must like you to buy from you 02 Anyone can be influenced to buy 03 One must be a good speaker to be a great salesperson 04 To be outstanding in sales, one must be a people person or an extrovert 05 The Internet has rendered great salespeople obsolete 06 Myths about Being a Great Salesperson 4

5. Why Prospects Don’t Buy from You? 5 Reasons Customers Do Not Buy Trying to Sell to Everyone 01 Not Selling Value 02 Not Addressing Objections 04 Dysfunctional Sales Process 06 You May Be Driving Customers Away 07 Not Listening to Prospects 03 Not Creating Urgency 05

6. A promising sales pipeline focuses on quality rather than quantity If prospects aren't purchasing from you, reconsider the quality of your opportunities Have they been carefully chosen? Do you know why they're such good matches? Or are you simply attempting to sell to anyone who expresses even a passing interest in your product? While it may seem counterintuitive to reject anyone, narrowing the most qualified prospects will increase chances of success 6 Why Prospects Don’t Buy from You: Trying to Sell to Everyone The customer sounds like: "I'm not certain my organization needs [product]."

7. However, Whether you hear these or not, objections exist, and the best time to address those concerns is early in the sales process, while the buyer's mind is still open "What would be the reason if this did not go through?“ "We've discussed why you like [product] - can we spend some time discussing why you don't?" To find out what's keeping your prospect from making a purchase right now, ask: It's frightening to look for or invite objections. Once you recognize the se, you realize there are concrete reasons why the prospect should not buy The customer sounds like "Actually, X is a major concern for us, so I believe we'll go with Y c ompetitor]." Why Prospects Don’t Buy from You: Not Addressing Objections 7

8. Why Prospects Don’t Buy from You: Not Creating Urgency 8 The customer sounds like: "Maybe next [quarter, year]." Skilled marketers craft sales pitches that instill a sense of urgency in potential customers 01 They accomplish this by combining a variety of clever sales tactics, including scarcity, the fear of missing out, emotional appeals, incentives, and deadlines 02 Urgency motivates your prospects to take action and overcome inertia 03 Help them understand why each day, week, or month without your product is detrimental to their business so they feel compelled to act as soon as possible 04

9. The customer sounds like: "This isn't a priority right now." Why Prospects Don’t Buy from You: Not Selling Value 9 You don't sell products and services as a sales professional; you sell the value these products and services can provide to the end-user 01 Buyers aren't concerned with what the product is or its features; and they are concerned with how that product or feature will make their lives easier 02 When you sell the product's value, you're positioning your offer as something the prospect can't live without 03 As you work with prospects, assist them in visualizing how much more straightforward, better, or easier life will be once they take advantage of your offer 04

10. Why Prospects Don’t Buy from You: Not Listening to Prospects 10 The Customer sounds like: "That isn't quite what we're looking for." Active listening is an essential skill for salespeople. If your prospect says at the end of the sales process, "This isn't what I'm looking for," there was a missed opportunity to hear their point of view somewhere along the way If your conversations with prospects are all one-sided (meaning just you're the one talking), incorporating active listening practices into your sales conversations will likely yield better results While communicating with customers, make sure to: Repeat back what you hear from prospects. For Example, "I heard you say... Is that correct?“ Ask thoughtful questions to assist the prospect in communicating their point of view Pause periodically during the conversation to give them time and space to speak

11. The Customer sounds like, "I'm not interested; please stop contacting me." Why Prospects Don’t Buy from You: Driving Customers Away 11 Salespersons must refrain from pestering their prospects, and focus on adding genuine value. It may be beneficial to consider yourself as a consultant rather than a salesperson You should also learn as much as you can about your prospects so you don't waste their time by asking basic questions like how big their company is, what their USP is, etc Most people avoid answering calls from unknown numbers because they don't want to be sold to

12. Understanding the Sales Process 12

13. A sales process includes steps that a sales team follows to move a prospect from an early-stage lead to a closed customer. A solid sales process provides a framework for reps to follow, allowing them to close deals consistently. What is a Sales Process? 13 A sales process is a roadmap that guides sales team on their journey to convert potential leads into customers A standardized sales process could also help less experienced reps quickly catch up on best practices and learn what to do at stages of the sales process When you create a proper sales process, you make more money When you provide a common framework to your sales team, they have a more efficient roadmap to closing deals Why Build a Sales Process?

14. SPANCO Phases of Sales Process 14 SPANCO is an abbreviation for the six stages of a typical sales cycle that occur throughout every sales process. Xerox provided this framework to the sales community. 01 02 03 04 05 06 Closure Approach Suspect Prospect Negotiation Order

15. Sales Process Flowchart 15 Yes Yes No No Yes No Yes No Yes Yes No No Assign lead Research lead Attempt contact Send email Contacted? Completion event? Qualified? Set time for next attempt Attempt contact Send email Contacted? Qualified? Create opportunity Create process for opportunities Disqualify Are you done trying? Disqualify no response

16. Types of Leads 16 There are types of leads based on how they are qualified and what lifecycle stage they're in Warm, or Inbound Leads Cold, or Outbound Leads Based on Interest 01 Marketing Qualified Lead (MQL) Sales Qualified Lead (SQL) Product Qualified Lead (PQL) Service Qualified Lead Based on Qualification 03 Non-enriched Leads Enriched Leads Based on Enrichment 02 Lead Types

17. Sales Leads Types: Based on Interest 17 Warm or Inbound Leads These are the ones who expressed an interest in your product/services and found you on their own (for example, they came across your blog and subscribed to your newsletters) Cold or Outbound Leads These leads are generated by you as a result of your targeting strategy and lead generation tools

18. 18 Lead Management Process Step: Lead Capturing Lead capturing is the first step in a lead management process. It is acquiring leads through social media, websites, webinars, email, and other channels Outbound and inbound techniques can also be used to generate leads Outbound marketing entails approaching potential customers directly through cold calls, advertisements, etc. Inbound marketing techniques include connecting with and educating prospects via blogs, social media, and online surveys

19. Lead tracking is about analyzing leads' origin and observing where they stand in the sales and marketing funnel. Tracking leads is critical in lead management because it allows you to identify their activities such as website pages visited, emails opened, phone call responses, and other forms of communication. Lead Management Process Step: Lead Tracking 19

20. Lead Management Process Step: Lead Nurturing 20 Lead nurturing is how organizations develop relationships with leads to convert them into prospective buyers. Effective lead nurturing campaigns have resulted in direct revenue gains for businesses. Drip campaigns, for example, are an essential aspect of lead nurturing. Drip campaigns are regular emails that deliver content to leads. This strategy helps the customer become aware of the company, its products, and its value proposition. Benefits of Effective Lead Nurturing More sales ready leads High order value High return on investment

21. Lead Generation Funnel 21 Marketing Sales Awareness Lead Capture Prospect Marketing Qualified Leads Sales Qualified Leads Opportunities Leads Customer

22. Lead Nurturing 22 The process involves engaging, supporting, and developing meaningful relationships with prospective customers by providing them relevant content and information at each stage of the buyer's journey. What is Lead Nurturing? Boost the Average Order Value (AOV) Establish authority in your industry Produce higher-quality leads Reduce the customer acquisition costs Increase customer loyalty Importance of Lead Nurturing

23. Lead Nurturing Tactics 23 Follow-Ups Personalized Emails Lead Scoring Sales and Marketing Alignment Surveys Targeted Content Multi-channel Lead Nurturing Retargeting

24. 24 Inbound Vs Outbound Lead Generation Inbound Outbound

25. Difference between Inbound and Outbound Lead Generation 25 01 02 03 04 05 VS Outbound Lead Generation Businesses reach out to the prospects and make them an offer Gets faster results Detailed targeting involved An ideal customer profile is created, and the business has complete control over the target audience Example: Cold calling, targeted ads, content syndication, email outreach, etc. Inbound Lead Generation Prospects find about the company’s offerings Long-term and cost-efficient Attracts motivated leads No control over who gets ‘attracted’ Example: SEO, Content marketing

26. Understanding Different Sales Methodologies 26

27. What is Sales Methodology? 27 It is a set of rules that sales representatives follow while selling products or services to customers. It is a selling philosophy based on a specific belief about customer psychology It specifies how sales representatives should approach prospects and what they should say to them. It also provides a framework on how your representative should approach the client and close the deal

28. 28 Most Popular Sales Methodologies SPIN Selling 01 Challenger Sale 02 N.E.A.T. Selling 03 SNAP Selling 06 The Sandler System 07 Solution Selling 08 Conceptual Selling 05 MEDDPICC 04 Command of the Sale 11 Gap Selling 12 Consultative Selling 13 Target Account Selling 10 Inbound Selling 09

29. Consultative Selling 29 Consultative selling is concerned with guiding prospects to the best solution for them A salesperson acts as a consultant in consultative selling, encouraging prospects to make their own decisions. A salesperson's ultimate goal is to make a sale, but they do so through problem-solving rather than product pushing The consultative selling process necessitates active listening, trust development, and understanding

30. Consultative Selling vs Traditional Selling 30 Consultative Selling Traditional Selling VS Prospect-focused Emphasis is on value Custom solutions Requires active listening Long-term selling relations Product-focused Emphasis is on features One-size-fits all solution Uses a standard sales pitch Short-term selling relations

31. 31 Top Consultative Selling Skills Curiosity Active Listening Balancing Questions

32. Top Consultative Selling Skills 32 A salesperson should be genuinely curious about their prospects' issues. Some of the questions you need to prepare before meeting the prospects are: After getting answers to these questions, a salesperson will better understand who the prospect is and what you can do for them. Who Who are you going to talk to? Who will make the decisions? 01 How How do they make their decisions? How can you help them? 04 What What is the nature of their business? How can your offerings assist them? 02 Why Why do they need your product/service? 03 Curiosity

33. In consultative selling, active listening is as essential as talking. To truly connect with prospects and understand their pain points, a salesperson must listen. When salespeople actively listen, they consider what their prospect is saying, try to understand them and provide the best possible solution 01 For example, if you ask, "What do you want to achieve?" Allow them some time to respond, listen to their objectives and goals and respond in a way that benefits their situation 02 33 Top Consultative Selling Skills Active Listening

34. The Consultative Sales Process 34 Research 01 Build Trust 02 Ask Questions 03 Follow-up 06 Close 05 Give Valuable Advice 04

35. 35 Let’s Test What We Have Learnt

36. The consultative selling process necessitates active listening, trust development, and understanding 36 A True B False

37. 37 Consultative selling _____________________ Focuses on problem identification, with the salesperson acting as a problem recognition and resolution expert A Refers to the activity of a team selling C Entails hiring sales experts or consultants to assist a company in its selling efforts B Adjusting the presentation by knowing when to offer solutions and when to request additional information D

38. Opening The Sales Conversation 38

39. Closing the Deal Presenting a Solution Qualifying the Opportunity Getting the First Conversation 19% 2% 11% 69% Opening Sales Conversation 39 Hardest Part of Sales Cycle Source : https://vengreso.com/blog/start-sales-conversations

40. Sales Conversation that Grabs the Interest 40 Potential buyer: Hello Sales Rep: Hello, I am John, calling from ABC Ltd; we are a B2B portal, holding eight years of………. (Buyer hangs the call) This is what happens when a sales conversation starts with a dull introduction. One must make their sales conversations interesting to arouse a prospect's interest.

41. Personalized Conversation Build Rapport Maintain the Right Tone Ask the Right Questions Demonstrate your Expertise Be Clear With the Next Step Have the Right Opening Statement How to Have a Successful Sales Conversation? 41

42. How to Have a Successful Sales Conversation? 42 Have the Right Opening Statement  The importance of first impressions in sales cannot be overstated. Prospects may not receive your call again if you fail to impress them Your opening statements should persuade the prospect to stay on the line and listen to you Did I catch you at the wrong time? Do you have a moment to speak? Sales call opening statements you shouldn’t use  How are you doing? My reason for calling is.. Sales call opening statements to use  Example

43. How to Have a Successful Sales Conversation? 43 Personalized Conversation Without personalization, engaging a prospect is difficult. It can make sales conversations more interactive and compelling 01 Businesses must conduct extensive research for this. Gather basic information about the prospect and discover their areas of interest. When a prospect is at ease, they will discuss their concerns and business challenges 02 Developing personalized interactions with prospects is a must. It takes time, but it is worthwhile 03

44. How to Have a Successful Sales Conversation? 44 B2B buyers prefer to work with a sales representative they know and like. Reps must maintain this relationship by remaining friendly and paying attention to the buyer while sharing their insights Before making a sales pitch, it is critical to establish rapport with the prospect by learning about their needs and interests When a rapport has been established, buyers are more likely to return for future purchases Building Rapport

45. How to Have a Successful Sales Conversation? 45 Speak too loudly or too softly Speak too quickly or too slowly Must never be overly formal or overly casual The right pitch, tone, and pace are essential for effective sales communication. Sales representatives must not: It is critical to strike a balance. If the prospect does not understand what you are saying, they will lose interest and leave. As a result, while conversing with prospects, the appropriate tone, volume, and pace must be used Maintain the Right Tone

46. How to Have a Successful Sales Conversation? 46 Ask the Right Questions Questions aid in engaging prospects by allowing them to speak and keep the conversation going. Hence, a sales rep must ask pertinent questions to prospects For example, a sales rep may ask the following questions: Could you tell me more about (problem/pain point)? The recent [mentioned the current crisis] significantly impacted businesses. Is it affecting you too much? What is the most difficult challenge this year, given the changing market conditions? How are you dealing with the changing industry trends?

47. How to Have a Successful Sales Conversation? 47 Demonstrate your Expertise A salesperson can sometimes act as a consultant, assisting prospects in overcoming business obstacles Nowadays, modern business requires proof of expertise in a particular domain, and sellers must demonstrate that they have the necessary expertise to solve the prospect's problem Sales representatives can share real-life examples of how they solved a problem that the prospect is experiencing

48. How to Have a Successful Sales Conversation? 48 Should you call them or book an appointment in a few days? Or how about a Skype call? Alternatively, send them product-specific information via email They could be asked to connect with them again at a channel and time that is convenient for them For example Be Clear With the Next Step Before concluding the call, a sales representative must define their next step A calendar invite could be sent to them immediately, and confirmation could be requested

49. Closing Stage in Sales Process 49

50. Closing Techniques in Sales 50 Let’s look at some of these techniques in detail. In sales, there are a variety of closing strategies or recommended steps that salespeople take to persuade the customer to make the necessary commitment.

51. 51 Closing Sales with Complex Customers A complex sale generally involves a lengthier sales cycle which may require a lot of deliberation, multiple stakeholders and decision-makers, and frequently a high purchase price. These are often Business-to-Business or B2B sales, and buyers may perceive them as high-risk sales owing to their high price or stakes. What is a Complex Sale? Closing a complex sales process requires a more strategic approach to keep track of all variables. A salesperson may use types of sales methodologies to close a sale, and these methods can vary for organizations based on their market, products, and industry position. How to Close Sales with Complex Customers?

52. SPIN Selling Challenger Sale NEAT Selling MEDDPICC 52 Complex Sales Closing Techniques

53. Closing Sales with Complex Customers: SPIN Selling 53 SPIN stands for the four stages of question sequences a salesperson should ask a prospect. Need Payoff Problem Implication Situation

54. SPIN Selling: S for Situation What is your process for XYZ? Why do you do XYZ this way? How important is XYZ for your business? Example Questions The first stage in SPIN selling is the Situation. The aim behind the questioning sequence is to learn & understand your prospect’s perspective Gather knowledge about their pain points, processes, competitive plans, etc. 54

55. Does this process ever fail? Are you happy with your current solution? How reliable is your equipment? Example Questions In this stage, the aim is to get to the core of the prospect's issue. Sales representatives try to identify areas of potential opportunity and issues that the prospects may be unaware of or dissatisfied with. SPIN Selling: P for Problem 55

56. SPIN Selling: I for Implication 56 Example Questions: Does this issue come in the way of accomplishing your goals? 01 How has this issue impacted your business? 02 Do you think your customers will be more satisfied if this issue didn’t exist? 03 The salesperson encourages the prospect to consider the consequences of not solving the problem. Implications!

57. In this final questioning stage, the salesperson encourages the prospect to consider how their situation can improve if their problem is solved In essence, you're probing for opportunities where your solution will be able to address their most pressing issue. These questions emphasize the proposed solution's worth, significance, or utility SPIN Selling: N for Need Payoff 57 Example Questions: Will our solution add value to your product? Will our solution make it easier for you to achieve your goals?

58. 58 Closing Sales with Complex Customers: NEAT Selling Need Sales professionals need to recognize and understand their prospects’ core pain points and needs instead of surface-level pains. N Economic Impact Here, the prospect explores the economic impact of your solution and how their decision will affect them financially. It becomes essential for the prospect to realize that your solution will benefit them financially. E Access to Authority Sales processes can get delayed many times due to the inability to reach the decision-maker. The sales rep needs to realize who can get them access to authority and the one who has the actual buying power. A Timeline This is not only a closing date for the sale. You should specify your deadline and clearly layout the consequences for meeting or missing it. T

59. Objection Handling and Overcoming Resistance Stage in Sales Process 59

60. Activity on Rejection Handling 60 Instructions Divide the participants into groups of four Each participant is to write down the most common rejection they have encountered Each group will pick a paper with an objection written on it Each team will be given ten minutes to discuss the objection and brainstorm possible solutions Other participants should take notes on each of the best rejection handling methods for the specific rejection

61. 61 What is Objection Handling and Why is it Important? Objection handling is when the sales representative responds to the objection raised by the prospect to alleviate concerns or issues pertaining to the product or service which enables the deal to go forward. What is Objection Handling? Why is it Important? Objection Handling is a crucial step of the sales process as it helps in building a solid relationship with the prospects and positioning yourself as a qualified partner with the knowledge to help them in solving their concerns.

62. Lack of Urgency Lack of Need Lack of Trust Lack of Budget 62 Types of Sales Objections There are types of sales objections that typically arise from the buyer’s “lack” of a particular capability. These types of objections are:

63. Types of Sales Objections: Lack of Budget You'll most frequently find objections based on the price of your product or service since all purchases involve financial risk at some level As a sales rep, it becomes essential for you to show the client the bigger picture and explain how your product or service is a valuable solution to their problem and justifies the price & risk associated with it 63

64. 5/15/2024 64 Loan EMI Calculator Month Monthly EMI Principal Interest Principal % in EMI Interest % in EMI Outstanding Loan Loan % Paid Off - - - - - 90,000 0.0% Personal Loan Loan Amount 90,000 1 8,510 6,710 1,800 78.8% 21.2% 83,290 7.5% Loan Interest Rate 24% 2 8,510 6,845 1,666 80.4% 19.6% 76,445 15.1% Loan Tenure (Years) 1 3 8,510 6,981 1,529 82.0% 18.0% 69,464 22.8% 4 8,510 7,121 1,389 83.7% 16.3% 62,343 30.7% Results EMI 8,510 5 8,510 7,264 1,247 85.3% 14.7% 55,079 38.8% Principal Repayment 90,000 6 8,510 7,409 1,102 87.1% 12.9% 47,670 47.0% Total Payment 1,02,124 7 8,510 7,557 953 88.8% 11.2% 40,113 55.4% Total Interest Payment 12,124 8 8,510 7,708 802 90.6% 9.4% 32,405 64.0% 9 8,510 7,862 648 92.4% 7.6% 24,543 72.7% 10 8,510 8,020 491 94.2% 5.8% 16,523 81.6% 11 8,510 8,180 330 96.1% 3.9% 8,343 90.7% 12 8,510 8,343 167 98.0% 2.0% 100.0%

65. Types of Sales Objections: Lack of Trust 65 People get into business with those who they know and can trust. You may often encounter a situation where the client might not have heard about you or know you To overcome this type of objection, you must make your elevator pitch impactful and impressionable. It is essential to emphasize the authority and value of your organization in the market

66. 5/15/2024 66

67. Types of Sales Objections: Lack of Need This objection generally arises when the prospect doesn't fully understand the value of your solution and how it benefits them. You can consider this objection a blessing in disguise and an opportunity to educate your prospect about your product or service Asking your client open-ended and layered questions can help you better understand their needs and demonstrate the value of your product 67

68. 5/15/2024 68

69. In this type of objection, the salesperson has to determine whether the timing is actually a genuine concern for the buyer or just a smokescreen to brush you off To identify this, you can ask them to elaborate on what other issues they are aiming to prioritize now If you feel that they're just making vague excuses, you may find an opening to convince them to buy. However, when they have concrete timing concerns, you can fix an appointment at a later date to dig deeper and go over the issue again Types of Sales Objections: Lack of Urgency 69

70. 5/15/2024 70

71. 71 Approaches to Overcome Objections There are many approaches to overcoming objections. Let’s look at a few of these. Four -Step Approach (Listen, Understand, Respond, Confirm) 01 Deflection 02 Storytelling 03 Uncovering the Real Objection 04 Customization 05

72. Many a time, the prospect may have a specific reason for not going ahead with the deal at that time. This four-step approach can help salespersons overcome those objections and move one step closer to the sale. 72 Four Step Approach to Overcome Sales Resistance Listen 01 Understand 02 Respond 03 Confirm 04

73. 73 Deflection Technique to Overcome Sales Resistance In this technique, the salesperson handles objections by avoiding or deflecting them for the moment so that the process doesn't slow down However, listening to the objection and conveying clearly that you understand it is essential. Then, go on with the sales process as usual after ensuring the client that you'll revisit this concern

74. Handling Objections by Storytelling 74 01 Storytelling can be a great way of handling your prospect’s objections that you may have identified. This technique helps establish a trusting relationship between you and the prospect 02 By telling a story, you put your prospect in the shoes of the protagonist, which helps them realize that they are in a similar situation as the character. By taking them through the problem and how your business can help solve it, you show your prospect that it is possible to achieve their goal

75. Why Storytelling Works? 75 “Facts tell, stories sell,” by telling a story, you are able to capture the prospect’s attention and build a strong emotional connection Doing this can reinforce some crucial data points, facts, and figures. Well-crafted stories can help in strong visualization, which can encourage the prospect to see your company’s ability to help them achieve their goals

76. How to Handle Objections by Telling Stories? 76 Be Prepared Provide Evidence Focus on the outcome Always be sincere and authentic Have a follow-up Listen to the objection carefully

77. Uncovering the Real Objection An objection acts as a barrier between your client and their purchase of your product or service, and this barrier can be removed if you understand the root of the objection Often, your clients may not be comfortable expressing themselves directly. Hence, it becomes your responsibility to dig deeper and study the sentiment behind the objection to address it well 77

78. Examples What does your ideal offer look like? 01 What additional information are you looking for? 02 What is your main concern in considering this offer? 03 What is your criterion to choose a provider? 04 Why does this concern you? 05 What would the result look like if your concerns were handled? 06 To understand the foundation of the objection, you can start by asking open-ended questions to your clients. This will give them the opportunity to talk, which will allow you to gather more information surrounding the objection. Questions to Identify the Real Objection 78

79. Building Your Own Objection Handling Technique 79 They can lay the foundation of their technique by exploring some common scenarios that lead to objections Handling objections can be a complex stage in the sales process. Sometimes, sales reps may find it easier to build their own technique to overcome these objections

80. Elements to Consider While Building Your Objection Handling Technique 80 The client does not trust your product or company and might not even see your product as a value add to their organization. Product The time it would take to adjust with the product or service. Time The difficulty of something that keeps the prospect from buying. For eg. switching to a new technology/software. Difficulty Whether the product or service justifies its price. Money When the client doesn’t fully understand the problem and is not treating it as big enough to go through the hassle of finding a solution. Problem When the client may not have the self-confidence to commit and adapt to a new process Self-Confidence When the client doesn’t have the authority to make the decision Authority

81. How to Handle the Most Common Objections? 81 “We are already working with ( competitor )” “Many of our customers used to or are still using Competitor X. We’d like an opportunity to explain how we differ from them and can add value to your expectation . We can even present some use cases where our Students have worked with us as well as our competitors.” “Call me back next quarter” “Of course! I understand it is bad timing, however I’d still like to schedule a 5 min call. This way, if you’re not interested, we won’t have to chase you next quarter, but if you are, we’ll have more to discuss then. So, when is a good time for us to chat?” “I don’t have the authority to make these decisions” “Thank you (Name) for letting me know. Can you please introduce me to the person or team responsible for making these decisions?” “We don’t have the budget” “That’s totally fine! We’d just like to share what our product/service brings to the table and see if it’s valuable to your company. Can we schedule a follow-up call?”

82. Following Up Stage in Sales Process 82

83. Following Up is essential to generate positive results and get the most out of your sales process. A salesperson better understand their customers’ needs while following up, which is essential for a successful deal. By following up, a salesperson also shows concern toward their customers’ requirements, which helps build trust in the relationship. Why is Following Up Important in Sales? 83

84. Sample Script for Follow-Up Calls 84 Priya:  Hello Anjali, this is Priya from XYZ Company. How are you doing today? [Pause for Response] Priya:  Congratulations on your recent graduation from engineering college! [Pause for Response] Priya:  We often hear from recent graduates like yourself about the gap between academic learning and real-world applications. Have you faced any challenges in applying your engineering knowledge practically or in securing a job that aligns with your skills? [Pause for Response] Priya:  At XYZ Company, we've developed a specialized program that focussing on in-depth Android development. This program is designed to bridge the gap between academic learning and the practical skills needed in the industry. [Pause for Response] Priya:  Not only does our program provide hands-on experience in Android development, but it's also crafted to help you secure jobs in reputed companies. [Pause for Response] Priya:  Your journey is important to us, Anjali, and we're here to support you in taking the next step toward a successful career in Android development.

85. Sample Script for Follow-Up Calls 85 “Hello [Name of client], This is [Name] from [your company]. I’m calling about a mail I sent out on Wednesday, and I was hoping you got a chance to review it! [give the prospect a chance to answer] I noticed on your Company’s LinkedIn page that you’re looking for someone to help with X and Y for your team. Is this still correct? Our company offers [insert proposition- explain what your solution brings to the table] S hould we set up a 30-min demo this Monday? This will allow me a chance to walk you through our product and how it’ll work for you.”

86. 86 Core Sales Skills CRM Software Knowledge Strategic Selling Customer Success Management Closing Skills Product Knowledge Research Skills Strategic Prospecting Lead Qualification 01 02 03 04 05 06 07 08

87. Assessing multiple steps for delivering sales pitch Call to action (CTA) ‘Hurry up, Very well industry expert trainer available for next batch ‘Take advantage of opening discounts’ Why us? Flexible Finance, Experienced Trainer, Available in all form of channels Any time support Our product Comparative Data Allows customers to get hand on experience and value added courses Problem High Price - for good features and quality No Time – Urgency Creation Authority – Success Story , Value Proposition Objective Provide new & attractive module to feel assured job or Entrepreneur Increase High ticket size customers by 25% Hook Job Readiness Program Industry connected curriculum Skill Matched job role Job Assistance Soft skill program

88. Sales training plan timeline M T W T F S S M T W T F S S M T W T F S S M T W T F S S Sales Stages/ Training Agenda Week 1 Week 2 Week 3 Week 4 Prospecting Telephone Etiquettes Lead Generation Art of Lead Generation Sales Qualification Sales Presentation Objection Handling Deal Closing Reference Generation Daily Training Schedule Cold Calling Techniques Methods of Need Analysis Methods of Sales Qualification Professional Selling Skill Program Saving Trigger, Product value, Timeline Urgency Creation, FOMO Workshops and Activity

89. Phase 30 Days Learning & Assessments 60 Days Engagements & Quick Wins 90 Days Action & Ownership Overall Approach Formal training Sales Techniques Determine achievable priorities Sales Volume Contributing for long-term success Sales Consistency Strategy Overall mission, vision and goals Implementation Understanding what differentiates your unit and the business from competition Change Management Setting up planning processes for longer term Higher Value Sales People & Culture Organization structure Structured evaluations of staff Set expectation for needed changes Change Management Establish regular feedback loops Regular customer Engsgement 30 60 90 Sales Plan Including Action and Ownership

90. 5/15/2024 90 COLD CALLS MADE FOLLOW-UP CALLS EMAILS SENT MEETINGS ARRANGED VISITS COMPLETED LEADS GENERATED DEALS CLOSED PRODUCTS SOLD SALES REVENUE TARGET AMOUNT VARIANCE NOTES MON                     ₹0.00   TUES                     ₹0.00   WED                     ₹0.00   THURS                     ₹0.00   FRI                     ₹0.00   SAT                     ₹0.00   SUN                     ₹0.00   TOTALS ₹0.00 ₹0.00 ₹0.00   WEEKLY SALES ACTIVITY REPORT

91. 5/15/2024 91 Objection Report START DATE END DATE PREPARED BY               TOTAL: DEALS LOST - COUNT TOTAL: DEALS LOST - VALUE   ₹ 200.00 LOSS REASONS LOST VALUE     TIMING 100 ₹ 1.00 AUTHORITY 75 ₹ 0.00 COMPETITORS 50 ₹ 3.00 HIGH PRICE ₹ 4.00 NOT INTERESTED ₹ 56.00 NO BUDGET ₹ 6.00 WRONG TARGET ₹ 7.00 MISSING FEATURES ₹ 7.00 POOR FOLLOW-UP ₹ 9.00 UNKNOWN ₹ 9.00

92. 5/15/2024 92

93. May Month Incentives For Live Wire Rs. 600/- for every Masters course registration to be paid to the team at the partner centre .   Suggested Team Sharing:               Centre Counsellor - 300/-              Course instructor - 150/-              Centre Manager - 150/-              Incentive Eligibility : Must have received 50% payment on DBP Rs.400/- for every Diploma course registration to be paid to the team at the partner Centre. Suggested Team Sharing:                     Centre Counsellor - 200/-             Course instructor - 100/-              Centre Manager - 100/-                   ·                 Incentive Eligibility : Must have received 100% payment on DBP For CADD Centre Rs. 600/- for every Masters course registration to be paid to the team at the partner centre .   Suggested Team Sharing:              Centre Counsellor - 300/-              Course instructor - 150/-              Centre Manager - 150/-              Incentive Eligibility : Must have received 50% payment on DBP Rs.200/- for every Proficient course registration to be paid to the team at the partner Centre.                          Centre Counsellor - 200/-                        ·                      Incentive Eligibility : Must have received 100% payment on DBP 93

94. 5/15/2024 94 Thank you