Introduction of the Host

N. Rajesh Kumar, a graduate in Commerce, has over 20 years of field experience including 5 years of handling a Profit Centre and a couple of years of International Selling experience. He started his career as a Sales Executive and in a short span of time, was given the responsibility of handling the entire Country. Having started his sales career at a very early age he has had opportunities of working for different companies in various industries like - Telecom, Office Automation and Computer Networking.

He has been conducting Training Programmes on Professional Selling Skills (PSS) for over 8 years now, based on his vast practical experience.

About the Class - Weekly

Lesson 2 - SALESMAN CHECKLIST

A. PREPARATION:
Before you make a call on your customer, it is must that you should be prepared and do a little spade work. This will be in connection with the psychology of the customer you intend to meet i.e. studying his wants and interests and the basic objective of the meeting. For better sales results spend more time before you call, planning how and what to say after you get before the customer. If you can sincerely say "YES" to the statements below, you are equipped to get better results:

YOU maintain upto date prospect card.
YOU plan your callbacks at regular intervals.
YOUR calls are coordinated to save time.
YOU examine prospect cards the day before you plan to make the call.
YOU rehearse mentally your approach to each prospect.
YOU know the current position of your clients.
YOU know the current market situation.
YOU know the anticipated profit margin and the break point where business will not be profitable.
YOU anticipate the customer's objections and are prepared to counteract the same and convince
          him.
YOU are fully prepared to meet him with all the literature, specifications, rate list and other           testimonials to convince him and clinch the issue.

B. YOUR JOB KNOWLEDGE:"A LITTLE KNOWLEDGE IS DANGEROUS"
If you do not know your trade well, you will make your sales talk on pricing, trade terms, other benefits either real or imaginary. If you are well trained and prepared to sell, you should be able to say "YES" to the following statements:

YOU are continuous in studying and gaining more knowledge of the trade and Industry.
YOU consult with your superiors to gain their experience.
YOU consult with your operating staff.
YOU know your limitations and the company policy to know what you can do For each prospect
         and also what you cannot do.
YOU can intelligently discuss in terms of work, capacity, service, rates, facility etc.
YOU know savings in terms of rupees etc., and can show your prospect how to save money.
YOU can quickly calculate the cost and give it to the prospect.
YOU can explain the plus points of the Organization.

C. YOUR APPROACH:
Much of your success will depend on whether you are acceptable to the customer -
old or new.

YOU are neat in appearance
YOU are optimistic
YOU are pleasant
YOU use helpful approach
YOU inspire confidence
YOU are courteous
YOU don't "KNOCK" competition
YOU smile more than you frown
YOU are a good listener and know when to stop talking
YOU have practical suggestions or news.

D. THE SELLING TECHNIQUES:
How to practice selling principles is a matter of personality development. However, there are some basic selling techniques, which you must incorporate into your individual pattern.

YOU sell ideas about how your proposal will help the client to get cheaper, easier and faster service.
YOU sell savings.
YOU sell value
YOU sell efficient services
YOU sell ease of operation
YOU sell tested performance
YOU never sell price alone.
YOU anticipate standard objection
YOU suggest a trial.
YOU invite fair comparisons.
YOU have a tested response for meeting objections when they arise.
YOU make the client take his decisions more conveniently now than later.
YOU ask for the business.
YOU suggest related services such as insurance, packaging etc.
YOU thank the client for the business.

E. YOUR FOLLOW-UP:
Selling to a new party is much easier than maintaining and servicing an existing client. You should be eager to follow up a sale as you were in getting the order. It will make your next sale to that customer a lot easier.

YOU continue to call on the customer after first order has been executed.
YOU have patience to explain operations.
YOU review client's problem.
YOU assist in making appropriate adjustments.
YOU call back to make certain of satisfaction.
YOU build grounds for continued business.
YOU complete prospect card/call report.

F. YOUR ATTITUDE:
Your attitude towards a job as a Salesman will greatly influence your degree of success. If you can honestly answer "YES" to the statements below, then you are sure to succeed.

YOU are genuinely interested in the job.
YOU are convinced that selling is the most important function of the Organization to generate profits           and profits is the main objective of the business organization.
YOU are convinced that selling is the most important service, which make operation easier, quicker,           cheaper and more profitable.
YOU are convinced that your territory offers sufficient potential to reward you if you are willing to           make the effort.
YOU have sufficient interest in your job to spend the time required in improving Your knowledge          about the services you sell and how they can help your customers and prospects.
YOU believe that over selling is a form of dishonesty.
YOU are willing to spend time discovering how you can tailor your presentation to individual           prospects.
YOU don't discourage easily.
YOU believe that by perseverance and ingenuity you can turn 'NO' into 'YES'.
YOU accept sales resistance as a challenge to your ingenuity.
YOU like selling because it is creative.
YOU have a genuine interest in people.

Queries on this lesson?
Mail us at onlinesellingskills@sitagita.com

or write to us Onlinesellingskills, Sitagita Com Ltd.,
47, Chamiers Road, Chennai - 600 028.

Courtesy: Institute of PSS, No.14-A, Natesan Nagar,
Alapakkam Main Road, Chennai - 600 116. Tel: 044-476 7299 Mobile: 98400-40444