1. Ankit Gupta Capgemini India Pvt. Ltd.
Sales & Selling
Ankit Gupta
Capgemini India Pvt. Ltd.

2. Some Definitions What is sales?
In simplest of terms it is the process of “Exchange of goods or services for money”
What is marketing?
Marketing is the process of planning and executing the conception, pricing, promotion, and distribution of ideas, goods, services to create exchanges that satisfy individual and organizational goals

3. What the profession of selling really is
Selling is the highest paid hard work and the lowest paid easy work.
Everybody is in sales. Selling is a way of life or rather sales skills are life skills.
Advantages
It’s freedom of expression
There are no income ceilings
The professional sales person recognizes no limits to his growth
It stimulates personal growth
Poor information and poor preparation have always been the case of people leaving sales.

4. Sales Professionals Biggest Mistakes

5. Misconceptions about Selling
Misconception #1: A person is either a “born salesperson” or not.
Truth: Selling is a skill, not a personality trait. Salespeople are trained, not “born.”
Misconception #2: Selling is for fast talkers.
Truth: Salespeople sell more by listening than they do by talking. They listen for clues that indicate what customers need or want
Misconception #3: Salespeople need to be pushy.
Truth: Pushy salespeople irritate customers. Consequently they sell less and have virtually no repeat business.

6. Misconceptions about Selling Contd..
Misconception #4: Making the sale is the main thing.
Truth: Helping customers is the main thing. Every business depends on satisfied customers for long-term success.
Misconception #5: Selling requires occasional dishonesty.
Truth: Selling requires complete and uncompromising honesty. A single dishonest or untruthful incident can ruin a company’s chances for future success.
Misconception #6: Salespeople are somewhat manipulative.
Truth: Customers must feel free to decide whether or not to buy. When customers feel manipulated into making decisions, it creates more problems than profit for the company and loss of future business.

7. Who is a “good” sales person?
Discussion
List 5 qualities of a sales person that according to you are key factors / competencies for a sales person to be called “Good”
Any volunteers?

8. Attributes of a good Sales person
Research & Plan in advance
Meticulously implements the plan
Operates with a singular goal for
achieving targets
Is customer focused
Works within the guidelines defined
but is innovative and takes initiative
Listens to the customer
Communicates effectively and positively
Asks for the order
Has no use for excuses

9. Your Primary Tool Let me ask you a question.
If the professional golfer uses a club, a tennis player a racquet and a carpenter a hammer, what do professional sales people use?
Just like you have champions in sports, you have champions in sales.
But, the champions in sales show twelve very important characteristics.
What do you think these are?
Let’s see what these are.

10. Twelve Sources of Selling Success
You know the champions when they walk in the door. Just by looking at them, you know you are in the presence of a powerful and confident force.
Champions take tremendous pride in the profession of selling.
They radiate confidence. The people you come in contact with, are moved by your belief, conviction and confidence.
Selling is not purely and simply aggression. Champions close warmly. (They genuinely believe that they provide value.)
Champions believe in themselves and act with assurance.
They want to get rich, really rich.

11. Twelve Sources of Selling Success
Champions have a burning desire to achieve. That is, no amount of pain or problem, can make him quit, because these are nothing compared with his desire.
They overcome fear.
They are not scared of failing.
They really care about their clients.
They don’t take rejections personally.
They believe in continuing education, studying techniques, and learning new skills.

12. Learn to Love ‘No’
The only thing that stands between you and everything you want from your selling career is ‘No’.
Reject the negative effects of rejection.
Champions believe in the following:
I never see failure as a failure, but as a learning experience.
I always see non success as a learning experience.
I find course correcting data in every non success.
I never see failure as a failure, only as a game I must play to win.

13. Basics of Sales
Prospecting
Qualifying
Objection Handling
Closing

14. Prospecting
Most sales people do not really know at times, whom to call, where to go. They wish they had more leads.
Selling is finding people to sell, and selling to the people you find.
Know your ratios and strive to improve them:
Call to Sales Ratio
Prospects to Sales Ratio
Appointments to Sales Ratio
Prospecting Calls to Income, etc.
The most important part of selling is prospecting.
The techniques are only useful if you have enough prospects to practice them on.
Prospecting is a champions practice ground.

15. Prospecting Without prospects, you are out of business.
A prospect is an individual or a group capable of making a decision on the product or service that you are selling.
Prospects are perishable. Handle with care.

16. Thank you very much for your attention!