Jul 8, 2016



All Sales people must be aware of the scope of their responsibilities. Decision should be made by those empowered to do so with the necessary competence and awareness of the consequences. Those responsible for making decision should refer to expertise within company and, if necessary, outside the company. Decision should not be delayed without good cause. In this way, company ensures that decisions are reached speedily and with the utmost competence.

Seniors, top management and their staff formulate challenging goals as a team. Each individual must develop an understanding of how best to achieve these goals. Where appropriate, changes that need to be implemented are jointly agreed upon. Appropriate control is directed towards the overall attainment of goals, important milestones and compliance with relevant rules. A controlling review assists to facilitate goal – oriented efficiency. A regular talks between managers and staff focuses on the contribution made by individuals or brought forward by teams and their value for company.

The performance of all sales people, including, where relevant, their leadership performance, must be conscientiously assessed through discussions. Thus individual development is best to be promoted. Critical assessments too should be conducted in a climate of respect for the individual sales employee. Not only should individuals learn about their strength, but they are also entitled to be told about where they need to improve. Good performance will receive praise and appreciation. Managers/Team leaders should in turn be prepared to be assessed by their staff.

To work successfully together, we have to communicate openly, be specific and objective. Open communications breakdown potential barriers between individuals, managers and staff entire organization. If things need to be addressed, no one should hesitate to do so immediately. To do our job properly, we all have to rely on information from others. It is therefore essential to share all the necessary information as appropriately and quickly as possible. By actively and continuously sharing information we not only gain personal experience but improve the overall efficiency of the Company at the same time.

New ideas, improved solutions to problems including the speed of their implementation, are preconditions to succeed in competition. Therefore everyone at company must challenge to have the courage to commit to new ideas and new procedures, and to remove any obstacles in their path.

All sales team and staff of the organization share the responsibilities for the climate, the teamwork and the leadership within the company. In such circumstances managers have special responsibilities to provide vision and values as well as to direct the processes of target definition and active leadership. Sales people in turn, are entitled to expect guidance and assistance from their managers. Leadership means setting an example.
Trust is essential for successful and personally satisfying teamwork. Only if we show a positive attitude towards others and confidence in their ability to handle assignments will we promote the will to achieve the results and to take on responsibility. Trust is based upon all of us observing rules of conduct that are binding throughout the company and on all of us acting in the spirit of the company.


They are hard workers; selling, prospecting and especially sales planning is hard work.
They have composure. They stay calm. They do not let the pressure of a sales call get to them. They do not panic, get angry or become intimidated.

They are well organized, and some time every day organizing their agenda and account files.

They truly believe in the benefits of their products. They absolutely believe that the purchaser of their product is bettered by the purchase.

They are persistent. They know that convincing a prospect often takes a long time. They realize that other factors can impede the selling process. They know that most qualified prospects will eventually buy from them, and that if they fail to keep selling, the prospect will buy from someone else. Remember, it usually takes five or more good sales calls to close the new account.

They think of themselves as consultants to their prospects and as problem solvers.
They recognize that rejection is common in selling situations, but they always ask for a commitment. This is the distinction between a great sales person and others.

They pay attention to the fundamentals of selling and practice the fundamentals.

They believe in the dignity of being a professional salesperson, and they believe in the economic contribution that only a selling salesperson makes.

They are competitive. The super salesperson always knows where he ranks among his colleagues , and always know how much money he made previous year and how many contests, rewards and prizes he won.

Great sales people are enthusiastic, persistent and tenacious. They have a good attitude. Because they believe in themselves and in their products benefits so strongly, they have natural never ending well of enthusiasm. The great salesperson always follow the system and make other to follow the system.

They are ethical. Customer must trust before they buy. Professional sales people do what is right. Customers believe in ethical person represents ethical company.
They are disciplined listeners. Because they spend 80-90% of their selling time listening and asking questions, their sales approach is often characterized as low-key and soft sell.
They are physically in shape. They take care of themselves, knowing that physical stamina and emotional composure gives them a real competitive advantage.

They are the real mediator between customer and company; they are the real bridge between customer and the company. They think twice, thrice before taking any decision.


Sells more.
Makes more money.
Ask questions.
Calls on qualified decision makers.
Sells important customers.
Makes more qualify sales calls than colleagues.
Has a written sales objective for each call.
Pre- plan the call.
Practices selling.
Sells during off hours.
Has daily sales goal.
Uses a monthly sales plans.
Always ask something on every call.
Sells benefits not technology.
Spends little time in the office.
Spends his time in selling.
Reads magazines, newsletter and articles of sales.
Gain more knowledge on Share market, share value, rate of inflation, Economic growth of world market and customer’s progress or developmental process.
Collect more information on Competitors activities and their development, weakness and disadvantages.
Interest rate up and down.
Inflation rate up and down.
Mortgage rate up and down.
Balance of payment up and down.
Tax relief improved or reduced.
Sales Tax/ Vat up or down.
Information on Excise duty and related taxes on sales.
Exchange rates and currency devaluation and revaluation.
Customer’s workforce increase or decrease.
Customer’s internal conferences and meetings.
Hiring man powers and appointment of new post at higher level.
Disputes and strikes.
New product launching details.
Type of media advertisements on special brand.
Deadline of new project and contracts details.
Customer’s new selling techniques and new investments.
Gross profit of the company and bank debts of the company.
Customer’s quality control problem, low productivity and productivity level variations.
Customer’s management level changes periodically.
They give much importance to good health so as to get positive result at the end of the day. Now a days most salespeople are showing keen interest in Daily Exercise & Meditation to maintain their physical fitness.

The above points are set of ideas and skills that a great sales person always thinks and try to implementing those into his day to day sales activities. In fact, these ideas and information provide sufficient knowledge and ability to sell more at customer’s place without any obstructions. Great salespeople periodically monitoring such activities and reporting the same to his seniors to take further course of action of their management strategy. This also ensures salesperson to get award and reward of his dedicated service in his sales career and make him to top of the rank with promotion and money and a lot of benefits from the management.

Jul 7, 2016


Salesperson, Sales Engineer or Salesman and "higher-up's" need all the help they can get in order to ensure that their Team on the right track, especially as businesses begins to grow. After all, everyone wants to drive their team to success, and sometimes all it takes is a few fresh ideas to help rejuvenate your sales team and increase their productivity to a large degree.

There's no problem or issues in referring to the following employee engagement ideas as soon as they join team as they can help to bring your team together and encourage empowerment, engagement and improved performance. Assess your personal morals. What you do in your personal life permeates your company business affairs and the lives of your children. Be a good role model. Review your company's ethics. Make it clear what is and is not acceptable. Complete Daily Activity Points. Earn while you learn OR Learn while you earn. Establish your mission statement and your company's core values. High ethical standards are based on integrity, honor, honesty and fairness to all. Communicate the mission and core values to every employee and customer through your words and actions. Implement business ethics training. (Refer more training program me to push team to next rank)Tighten your accounting practices as well as your conflict-of-interest policy. Establish an ethics panel that will review company business ethics violations and questionable decisions. This group can take pressure off salespersons during decision making. Include ethics in your performance evaluations to ensure team members are held accountable for their actions. Watch out for any salesman who is out to make a name for him. It is often the superstar who is the one pushing the envelope.

Keep these ideas close by and you'll start seeing results in no time.

1. Encourage Salesperson to speak up.( send mails and see what his needs)
2. Help him to get to know each other better (Introduce yourself)
3. Serve as a mentor (get impressed by your salesperson)
4. Reward employee for a job well done (immediately after completion of his/her assigned tasks)
5. Focus on collaboration & working together (send Welcome note and help tips)
6. Encourage positive health and wellness (Don’t force your salesperson to work faster putting him/her under pressure)
7. Clarify Goals and responsibilities (convenience him what company is looking for)
8. be flexible (be friendly and talk to him as if you are talking to your friend or relative)
9. Help him to move forward in their career or education (convenience your salesperson training/education is an additional income for him/her for his career or education)
10. Create a unique working environment (Aim High Dream Big)
11. Hold fun in high regard (ask him to read product catalog/magazines daily)
12. Let your salesperson focus on (what he/she) what they do best
13. Encourage networking (give brief idea about company networks)
14. Make use of Marketing tools (just say one tip on Sales/Marketing tools)
15. Encourage him to work on pet projects/works they interested at first quarter.

I want to stress on following few tips as it plays very important role in day to day activities of a sales person. One more interesting matter is to how to follow these activities? But it is very easy to get accustomed with this by practicing regularly on each and every sales call. I have seen in most of the cases, many salespeople make calls without any preparation as they are very much confident of their skills. But it does not stand on long term basis unless you practice every call before you leave to your customer place. Why should I take few examples of other salespersons? In fact I did the same mistakes in the beginning stage of my sales life. Practically we learn many skills on each and every sales call whether it is success or failure. Count each success and each failure call and try to find out solution for next call. I assure you to give 100% positive result if you follow the following daily.

1. Be a more efficient time Salesperson by using the rule of two. Focus more on the two most important tasks in your day, and you’ll become more productive.

2. Limit your work-starting routine to 15 minutes. It means, don’t spend more than 15 minutes getting coffee, settling in, reading e-mails, checking messages, or looking at newspapers. You are often at your freshest and most productive at the beginning of the day.

3. Write two to-do lists. The first should contain everything that you need to get done soon from your company. It should be a comprehensive list of short-, medium-, and long-term tasks and work, and you should constantly adjust it. The second to-do list should be what you can reasonably expect to get done today, and today only.

4. Take a few moments to assess the day’s emotional challenges. Almost as important as your to-do list is a “be prepared for” list.

5. Visualize your day. Try starting each day by closing your eyes for 10 or 20 seconds and visualizing how you want it to go.

6. Schedule some reading time. There’s not a job that doesn’t require at least some reading, be it about the TO-DO list, Product Features, Get started, Basics, New Product Launching, Company Forum, News letters/Emails, Technical Service details etc.

7. Keep essentials nearby. Stock up on the following such as, customer list, dealer list, Phone No. of your prospectus, customer links, Phone Nos. of your colleagues and friends etc.

8. Embrace the number one truth about stress: Only you create it. Take some deep breaths. Make a list of everything that needs to get done. It will help you to organize your day with customer.

9. Every night before bed, take five minutes to look over the day ahead. This brief look into the future will help you feel more prepared in the morning.

10. Take on just one new activity at a time. When you try to master too many new activities at once, you can easily feel overwhelmed.

11. Use a monthly calendar for short-term scheduling and a 6-month calendar for long-range scheduling. Pencil in all things that pertain to your goals, including appointing new dealers, e mail to customer, meeting with Distributor, marketing for Distributor/Dealer/Company, social events where you can market your company business, and family time.

12. On a daily action list, categorize tasks and do it as per planning.

13. Free up time for the things you really want to do by simplifying your life. Let go of activities that don’t contribute to your goals.

14. Make a point of sharing your knowledge with your boss/supervisor and colleagues well as Team Leaders. Both will remember you for your time and consideration.

15. Keep on visiting company Forum, involve and participate by answering, questioning, winning target/activities.

16. Make networking with others in your field a priority. Schedule some time to meet and keep in touch via email and social networks.

17. Learn the importance of giving yourself free talks, and keep the voice in your head positive. Stay focused, and be willing to work as hard as you need to.
18. Try to challenge yourself in new ways. Seek out complex work and new ideas to avoid boredom and repetition.

Being in the consumer business helps us groom talent in areas like marketing, finance and logistics. We can benchmark our outsourcing business to our consumer business and its best practices.

Azim Premji

As a group, we want to follow good and green strategy. Setting targets is one element of that. The second part is to design products which meet environmental goals.

Jamshyd Godrej “

Learn to speak from the customers view.”

Ranjan Acharya.

“The more alike two products are, the more important their differences become.”

Regis McKenna –

“It has been a founding principle of our company to listen to the end- users, the consumers, and not just guess what they want.”

Montgomery Kersten
“The most powerful concept in marketing owns a word in the prospect’s mind.”

The 22 Immutable Laws of Marketing

Al Ries and Jack Trout –

“Simplification is one of the most difficult things to do.”
Jonathan Ive vice-president of industrial design at Apple Designer of iPod and iMac 1999 –

“Better to do something imperfectly than to do nothing flawlessly.”

Robert H. Schuler

What is your long-range sales target?

What will be your specific Sales Call objective?

Who or what is your competition, and what is their disadvantage?

Marketing is the profitable identification, attraction, getting and keeping of customers.

Sell More and Make More Money

Guiding Your Business Guiding your business’s growth with strategic thinking isn’t something that happens overnight. It takes vision, time, creativity, and commitment to develop actionable ideas that will drive successful change. Having a solid strategy that adapts to your goals and the needs of your business and Sales Team is one of the keys to scaling success.


Is the essence and spirit of an organization? A group of sales people are lead by a qualified leader who is capable of leading the team towards the goals of an organization. The person who possesses leadership qualities and confidence about handling responsibilities is always chosen as a leader. He is commonly found in most of the medium and large scale industries, institutions and different segments. He is mainly responsible to frame sales and business policies, plan and execute the functions of sales of an organization, monitoring and control the sales force.

Team leader has to prepare sales budgets and make proper arrangements for financing the sales operation, supervision and handling the expenses. He is required to maintain coordination between the activities of the sales team/ department with these of other departments such as Purchases, Finance and accounts, Stores, Customer logistic, and Transport etc. He is also required to maintain coordination and integration of the activities of the sales team working in various departments of the organization. Team leader has to initiate various sales promotional activities for the effective, economical and efficient sales. He has to select and train the salespeople, conducting periodical meetings, discuss various problems faced by the sales people and solve their problems and difficulties.

Thus, he is ultimately responsible for the success of the business as a whole. This team leader should possess the knowledge and skills of various things such as factors affecting the operation of the firm, business practices prevailing in the market and future trends, business policies of the firm, the nature of the products sold by the firm, new methods of inventory control and market research and qualities and drawbacks of the sales force. He must also possess ability to work successfully with team members and extract work from others. He must also be capable of communicating his ideas to others, inspire confidence, select the right man for a right job, evaluate their performance, analysis and interpret facts and take quick and prompt decisions.

Finally he must possess open mind to accept the new ideas to look ahead, change, and to develop his personality. He should maintain high morale and be a model to others. He must lead an example.

Dig in, think big, and go after your goals!




Every sales person aims at customer savings through different ways.
Each area of savings can be calculated.

Thus, it is possible for you to construct an IRA worksheet, similar to those included, that help the customer see the value of your solution. This summarizes many of the areas where your product improves the customer’s economic situation.

Reduce leaking fluid cost
Use leak cost calculator
Reduce production floor space
Multiply the number of square feet freed times cost per square feet. Note: Industrial space is usually $5.50 to $10.00 per square feet(present cost may differ)
Eliminate or reduce work area
See #2 above
Eliminate storage space
See #2 above
Reduce inventory
Multiply the total value of inventory saved times 30%. Note: 30% is industry rule of thumb for the cost of carrying inventory, & includes cost of theft, obsolescence, insurance etc.
Reduce cost of waste disposal
Multiply the number of waste barrels times the cost per barrel pickup. Note: Hazardous waste pick up rates range from $600 to 900 per barrel (present cost may differ).
Eliminate hazardous chemicals
Multiply the number of pounds eliminated times $15 to 30 a pound. This is an industry rule of thumb for the cost of handing hazardous chemicals and includes labor, insurance etc. For pickup savings and inventory savings, see #2 n #6 above.
Reduce downtime
Multiply the number of hour of downtime times the customers internal cost. Note: One hour of downtime ranges in cost by industry, but $50,000 to 200,000 an hour is common (present cost may differ).
Improved end product
Get customer to estimate potential increases in unit sales. Multiply number of unit’s time’s gross margin dollars per unit.
Speed up production
Divide new hourly production volume into company’s internal cost per hour rate. Show per part differential.
Reduce labor(eliminating mixing, assembly people etc)
Multiply man hours or man years times company’s estimated labor rate
Reduce operator complaints
Ask customer what the value of reduced hassles is worth.
Reduce reject rate and re work
Multiply number of rejects times cost of repair.
Reduce scrap and disposal
Value of scarp avoided plus disposal savings.
Reduce warranty claims

Multiply number of claims times company’s rated cost of claim. Note: Many company’s understand that a percentage of claimants switch to competitors regardless of how claim is handled.
This is often a huge cost. Call on marketing for this cost.
Reduce material waste
Calculate all costs: Product handling, dispensing, Inventory.
Reduce maintenance
Multiply number of hours saved times company’s internal labor rate.
Energy savings
The local utility can help estimate the savings.
Reduced capital cost
If a company avoids buying a new system or can improve its assembly productivity & avoid new conveyors, etc it saves capital. Multiply the capital money saved times the company’s annual cost of capital (use only 10 to 15 %.) This analyzes the savings.

Reduce manufacturing cost (e.g.
eliminating drilling)
There are a number of production procedures that can be eliminated with your technology.
The above is just a sample of cost saving Fluid Test and it may differ from application and customer.

The above instance is based on a particular industry where I have worked and also my experiences. The cost structure may apparently differ from United States to UK or India to France or China to Japan. The IRA Worksheets differ on the basis of different applications, type of assembly and Industrial segments.


The key to effective selling is asking questions and listening. Such interactive selling gets the customer involved. It gives him ownership of the purchase decision and ownership of the purchase rationale. All sales calls require pre- call home work. This is particularly true for an IRA sales call. Try to find out prior to the call the dimension of the customer’s problem.

Let’s use the leaking seal application as an example. The effective sales person simply asks questions, and uses the customer’s answers in the calculations. If the customer does not know the answer gives him help. The IRA technique can be used to close a sale, or as post sale endorsement.

This is an example of a ‘Continuous Yes’ Close, and follows a series of meetings with the customer where the facts were obtained using high involvement questions. The sales person was closing, and used closed ended questions to get the commitment.

Salesperson: Mr. David, would you agree the leaking is causing problems?

Mr. David: ‘Yes’

Salesperson: ‘Would you also agree, after all our engineering, that our design will solve the problem.

Mr. David: ‘It looks like it’

Salesperson: ‘ I know you people are interested in costs, but are you also interested in the total savings you will get when you use our design’.

Mr. David: ‘I guess so’.

Salesperson: ‘Great. Let’s figure out the savings. Let me ask a few questions. Let’s see, you are experiencing 2-3% warranty claims, correct?

Mr. David: ‘Yes’.

Salesperson: ‘And on 100,000 cars a year that’s 2000 claims, right?

Mr. David: ‘That’s right.’

Salesperson: ‘And the repair cost is $100 per repair?

Mr. David: ‘Yes’.

Salesperson: ‘So, your warranty costs are around $200,000 per year, aren’t they?

Mr. David: ‘I guess so’

The salesperson continuous in that manner until the IRA is completed. Often, the customer will not believe the total savings. At that point, the salesperson can ask to go over the numbers again, or to redo the arithmetic. In short order, the customer will agree to some total value. Note: the higher the value the better the customer will look because it is his decision to buy.

If the customer does not know the correct numbers, or hedges, (for example, he doesn’t know or won’t tell you the warranty claim percentage) then suggest a number. He can later plug in the correct numbers.

After getting the customers agreement have the calculation turned into an internal customer memo. You do this by asking the customer, “Let’s get this economic analysis typed up on your stationery. Would you like me to do it, or will you have it done here?” Note: This is an alternate choice close. After he chooses, you close on your sales call objective. You say, “Great. Can we get moving on the product test?”

Once the product test result is approved by the customer, it has to receive first trial order in the first level and must follow up with the customer to proceed further for second order. It must happen on a regular basis.



Closing is the essence of selling. Selling is closing. If there is no close, there is no sale. A sales call that does not result in a sale, or in a commitment to action that will lead to a close, is a failed sales call.

Closing is an art of asking for an order, including asking questions in such a way that the customer sells himself on the benefits of the product.

Closing is the art of uncovering and satisfactorily answering objections so that the customer sees the benefits of the products as filling his needs.

As the old saying goes, “Nothing happens until somebody sells something.” And no sale happens until somebody closes the sale.

Finally it is often said that the 3 most important words in a real estate are “location”, “location”, “location.” The 3 most important words in selling are “listen”, “listen”, “listen.”

Closing sales call is a tough task for a sales people if the sales call is not well prepared. There are many instances that I have seen and experienced during my sales call when the matter comes to closing stage.

Once I happened to meet a good potential customer and the closing decision was at final stage. All the required and necessary information was submitted to the customer for proceeding towards next step. Even the customer informed me that my proposal has been submitted to the Managing Director for approval to release the first trial order. But unfortunately, I have not received any order or information from customer till a week time.

I decided to make a visit to the customer and contacted the concerned person about the proposal that has been submitted to M.D. for approval. In fact customer wanted to know about few technical parameters about withstanding capacity of temperature (heat aging properties) of the product to the particular application where the product was suggested. I explained and gave him the details of temperature technical data sheet to proceed further. I also received the first trial order and after trial order received half yearly order for the same application.

Now, I just wanted to tell you where I went wrong in my closing sales call? Why I did not receive order the very next day?

After post call I realized that following are the mistakes I did at the time of closing my sales call.

I have not discussed on temperature of the product though the customer was insisting on that.

The reason is I was not prepared for Technical Data Sheet except only on selected main technical details.

There was no follow up by me after my visit.

Finally, I did not listen properly and I failed in listening to the customer. I was talking a bit more and could not note down few tips during discussion period. This made me to fall down and I was about to lose my valuable order. So it was just an example that helped me to improve my future calls. Hence, listening is most important sales tool for sales people in every sales call. Generally the effective salesperson…….

The effective salesperson understands the value of his customer and the benefits of the product or service being sold. The effective salesperson is always thinking of imaginative ways to describe and show the product benefits and values as they fit the needs and objectives of the customer. If a customer will truly benefit from a product and doesn’t buy, the salesperson must shoulder the blame for not explaining the benefits in an educational way.

Always assume the sale has been made.

Buyer questions and objections are by signals and should be answered in the form of questions. Some of the questions can be trial closes or tie down questions.

After you have identified the correct objective and established trust, close continuously throughout the sales call. Do not wait until the end of the interview to ask for the order. (Use the various closing technique questions outlined in this program.)

Great sales people prepare their sales call with great care. They prepare key closing questions in advance. Often, they build and plan the entire sales call around 1 or 2 considered and practiced closing questions.

Consider, write down, and practice closing techniques and questions exactly as you intend to use them.

Silence is a powerful closing tool.

Pauses- another use of silence- are powerful closing tools.

It is very rare to close a sale if the buyer voices no objections, or does little, if any talking (another powerful use of silence). The effective sales person anticipates objections, encourages buyer’s question and objections, and carefully pre plan how to handle the objections. An unspoken objection is an unanswered objection. There is no sale until all objections are answered.

Encouraging a buyer to evaluate your benefits proposal, or to watch a demonstration, or to test the product, or any type of buyer involvement… and then to suggest that the customer judge for himself is a powerful closing technique.

A closing question is one that when answered by the buyer confirms that he has bought or that he has begun a mental commitment to buy.

If you don’t close the prospect, another sales person will.

You must be able to hear “no” at least five times. You must be prepared to be rejected at the first four or five sales calls. 75% of new buyers are sold on the 5th or subsequent sales calls.

The average sales person knows two closes, and uses one.

Closing the sale starts when the customer starts talking. The goal is to get the customer talking in a friendly non adversarial way. An indifferent, silent customer is the most difficult sale. The good salesperson prepares several open ended high involvement probes.

Slow, Tell, Involve and commit is a big closing technique.


This close works simply by taking the product’s price and dividing that by increasingly smaller units of time over the life of the product. It has several applications including dividing the price of the product by the number of parts produced during the life of the product.


This is a very effective close and can be used in all kinds of situations. It’s particularly useful to handle a customer’s most important objection. However, as with other closes, the sales person should not over use this technique. It can only be used once in a sales call, and should be reversed for the tough objections. Anticipate the objection a pre plan. The instant reverse close usually has a stunning impact on a buyer and always gives the sales person a chance to introduce a creative benefit.

Buyer: “Your product is very expensive”.

Sales person: “Yes, it’s not cheap and that’s exactly why you should be using it. Would you like to know the reason why?”

(Then pause and wait for his inevitable “yes”. Then move into an explanation of the quantifies benefits of the product, showing the customer the true total value and return he will get from your product)

Buyer says, “I don’t have the time to talk to you”

Sales person: “Yes, you are busy. And that’s exactly why you must talk to me. You can save $1000 a minute by hearing my recommendation. When can we get 5 minutes?”


This is a starting and intrusive closing technique, similar in style to the instant reverse close. This is arguably the most powerful of all the closes. It eventually forces the sales person and the customer to evaluate the benefits of the offering. This close puts the emphasis on what the customer gets out of the product, not on what the product is, or the cost of the product.

This is a great close for the confident, prepared super sales person. In this situation, the salesperson responds to the objection by offering a totally opposite position. For example:

Customer: “Your prices are incredibly expensive!”

Sales person: “Actually Mr. Customer our product is the least expensive in the market. If I can show you how our product- based on its return to you- is the least expensive or best value product in the market, would you give it a good luck?”

Jul 5, 2016



Again reminding you to show, tell, involve and commit procedure always. Tell the customer what is in it for him. Involve reminds you to use high involvement questions. Close or get a commitment to an action that leads to a close.

Prepare and plan the sales call.

Imaginatively show or demo the benefits.

Always assume the sale has been made.

Treat buyer questions and objections as buying signals. Answer in question form.

Write down and practice ways to ask objection to objective questions.

Probe for unspoken objections.

Encourage the buyer to evaluate your proposal.

Ask questions.

Write down and practice closing techniques and questions.

Close continuously throughout the sales call.

Always attempt to close after satisfactorily handling an objection.

Use the power of silence to close the sales.

Use pauses, a form of silence.

Listen, Listen and Listen.


If you are selling a product that reduces warranty costs, improves productivity, saves time or money in any way, or which solves any problem, you must quantify the customer’s benefit. Giving the benefit a value is the sales person’s job. This is called investment return analysis.

If you calculate the IRA correctly, and if you include the entire return the customer will get over the life of the product, you can always make a powerful benefit statement. This is called the “IRA close” (see investment return analysis section).

To illustrate... in the case where your product reduces rejects by 5% (for e.g.), you must calculate how that 5% translates into money. It is most effective if you have the customer help you. For example

Q: “Mr. Customer, how many parts are you making?”

A: “100”.

(Note: The super sales person often knows the answers in advance, due to homework, and asks the question this way's: “Mr. Customer, each run is 100 parts, correct?” This gets an affirmative yes answer.)

Q: “And each part is worth $25 correct?”

A: Yes.

Q: “So, your reject rate is costing you 5%x100x$25, or $125 a run is not that right?”

A: “Yes”.

Q: “And let’s see, you do 8 runs a shift, and 2 shifts a day? So rejects are costing you $2000 a day?”

A: “Yes”.

The sales person continues this IRA, step by step ultimately arriving at a cost per year or over 3 years or whatever time constitutes the life of the product.

If the reject reducing solution costs $25,000 the sales person says ‘Well Mr. Customer based on what you have told me, if you invest $25,000, you will get back $600,000. Where do we go from here?”


This close is adaptable to whatever quantifies benefit solution is important to the customer. Every great sales person should have a needs analysis and investment return analysis worksheet i.e. designed to carefully probe hi target customer. By asking a series of skillful questions, the sales person can both calculate a true benefit for his customer, and use the worksheet to close him.

The sales person simply begins to fill out the worksheet, asking the customer all the pertinent information. If the customer balks the sales person explains his trying to help the customer calculate the savings, using the customer’s own numbers, and that it will save the customer time and money.