The Ultimate Sales Guide - Part 1
Prateek Munjal
Senior Consultant | Aranca | Ex-The Smart Cube | Metvy x IIMB | XLRI Product Management | LBSIM | Procurement | Market Analysis, Primary and Secondary Research
Art of selling
Most frequently asked questions in this time buyers is how do we sell things?
First, you know “what is selling” or “how can you sell”? Selling does not mean that it’s selling him anything, which means that he should be able to identify the goods, make them available and selling the goods. There is a small thing inside that name is “barrier” by which he does not buy the products.
“Selling is an art which gives the product to give the hope of selling a product and remove the barriers”
Selling concept
The product doesn’t necessarily sell themselves. Customer must be convinced to buy products.
- Maximize sell revenue
- Aggressive promotion to create demand
Straight line persuasion
According to Jordan Belfort said you had to process our straight line persuasion that means you have to be inside the straight line. Means staring from zero and the last sold the product.
Straight line persuasion is about the art and science of influence, persuasion, and sales.
Straight-line persuation
-Gain trust by proving yourself
-Gather more and more information by finding gap in customer lifestyle
-Don't divulge from your actual path by getting lost in the wonderland that is established to gain trust of the customer.
Learning process/Curve
Stage 1 Conscious & Competent
Stage 2 Conscious &Incompetent
Stage 3 Unconscious & Competent
Stage 4 Unconscious & incompetent
Sense of Rules while doing sales
1) Commitment to product, Company & Seller
2) No Excuse
3) Being honest to yourself
4) Define your WHY
Defining your prospective client in Straight Line Persuation
1)One-Second conversion client
2) Research & buy client
3) Research for future purpose but not to buy
4) Research purposelessly just for time passing g
Learn to identify the prospective client by looking at their body language and the time of dealing they are taking.
Note: Level 2 has a barrier in between thus the focus should be to remove that barrier and convert the client to Level 1 sort of client.
3 rules of sales for faster conversion
- Be filled with Enthusiasm
- Be straightforward
- Be authoritative on your field.
Analysis of a person is usually done in 1/24th of a second by just a glance of it.
Analyse your target audience according to the preferences which may include assigning different individuals to different client so that the sense of genuineness can be trusted upon.
For example : Selling chemicals to a global company should be allotted to an individual who is well versed in that language and follows professional code of conduct which streamlines with the desired role.
During telephonic sales pitch, in close to 4 seconds the analysis is done in the minds of customer. Those 4 seconds are crucial for the ultimate conversion. Techniques of vocalization, intonation play a significant role in converting the sales.
In tonality, a loud voice demands attention.
While a smoother voice will demand even more attention as such voice which lower than usual denotes a secret that is being conveyed to the customer. This intrigues the customer that something secretive is being shared to them which shouldn't be known to everyone or something which is made exclusively for that customer.
While a sense of urgency is created when whispering is used during conversion.
But the faster tone of voice is used for things which won't really affect the decision making or things which are to be hidden.
Similarly a normal or slower than normal tone and speed is used where things are to be explained.
According to stats, 90% of the sales in physical is greatly impacted by the body language. Similar is the case in telephonic, sense of enthusiasm, tonality truly defines how the sales pitch is going to be.
Tip: For better connect with the prospective client, various senses are to be engaged. Things like hand movement, better lip movements and other prominent tactics are to be used for better interaction and impact.
Actual Pitch Scripting
Greetings like Good Morning,
Your name with a louder tone to grab attention.
The curious line of "Can I take your 5 minutes" is to be used to gain a sense of trust and mutual respect for each other.
A sense of pitch that is free for all and authoritativeness in the content that is already published somewhere to develop a sense of established system and not to give a sense of something that is in the introduction phase.
Sense of urgency is to be created and things like pricing are to be spoken in a little faster tone so that the main focus should be on the product and not on the pricing.
Then subtle things like buy/join only if you can dedicate yourself and work properly. This kind of hurts the ego of the individual by backhandedly calling them unproductive if they refrain from buying the product.
Subtle techniques like these truly increases the conversion ratio but doesn't guarantee exponential rise in sales.
Doing the proper pitch is also quite important step towards converting.
No one buys goals, a vision is something that is bought.
"Greed is destructive while Ambition is productive"
Selling the vision creates most conversion rate.
The rule of 80-20 also applies to sales where research says that if you look at the less than 70% of the time during the pitch then it defines the sense of lack of confidence in you.
As confidence drives Trust and Trust drives Sales.
It's a vicious circle which revolves around and ultimately leads to final sales.
Matching and mirroring technique subconsciously invokes likeliness in the individual you are talking to.
Creating a sense of why in the minds of customer.