Sales Techniques
Our team
Our Team
Deepika
Chaitanya
Kaushik
Nikita
Manan
Yogesh
Problem Statement
Problem statement
In this presentation we will discuss
about the methods and approaches
that the following industries uses to
sell its products.
1. Airplane Manufacturers
2. Manufacturers of household
products
Strategy
Household
products
We have taken a Cosmetics
manufacture company. Their sales
approach majorly follows 5 steps:-
1. Gathering Information
2. Identifying the Prospect’s
Problems and Needs
3. Preparing and Presenting the
Sales Proposal
4. Confirming the Sale
5. Building Relationships
Gathering information about prospects
Gathering Information
- Making surveys
- Making phone calls
- gathering information from saloons and beauty parlour
- demonstrating products at events and displaying in malls
Identifying the prospect problems
Identifying
problems
- Making use of market research agency
- Door-to-Door feedback
- Questioning and Listening answers carefully
Preparing and proposing sales pitch
Sales pitch
For preparing and proposing sales Pitch we are going to use FABV technique
FABV-
Features- These are the characteristics of the product
- ayurvedic
FABV
Advantages
Advantages- These are what features do, tend to be factual and are not connected to prospect's need
- sustain for the long time
FABV
Benefits
Benefits
These are what prospects want from the product
For example-
- We are Giving gift voucher with a purchase of above 2000
- We are providing a coupons for our collaborated salons and for beauty parlours
Value added money
Value
It is the added value in the comparison to that being offered by the competitors
For example-
- Providing information whenever necessary
- 24*7 customer service available
- order can be delivered in 24 hours for our prime customers
FABV leads to SELLS
SELLS
- SHOW- Show the product features
- EXPLAIN- Explain the advantages of the product
- LEAD -Lead into the benefit of the prospect
- LET - Let the prospect talk
- START- Start a trail close
Confirming the sale
- Through payment of the product
- Due to the high competition of these products in the market this company has taken amount from the customer to confirm the sale and giving product at same time
- Providing sample products
Building Relationships with
customer:
Relationships
- By making phone calls to customers for the feedback
- By keeping Mails regarding the new Products
- By Enrolling Membership
- By use of Social media
Conclusion:
Conclusion
AIDA in selling Cosmetics:
ATTENTION-Grabbing the Attention by showing the product features
INTEREST- Generating interest in them by telling its advantages, benefits
DESIRE-Creating the desire to buy by giving offers, discounts and membership credits etc.
ACTION- Finally customer buys the product
Strategy
Airplane
manufactures
We have taken a airplane
manufacture company. Their sales
approach majorly follows 5 steps:-
1. Gathering Information
2. Identifying the Prospect’s
Problems and Needs
3. Preparing and Presenting the
Sales Proposal
4. Confirming the Sale
5. Building Relationships
Gathering Information
- Analysing the needs of your buyer.
- Aircraft brokers.
- How the plane is going to be used?
- How the market is behaving?
Identifying Problems
Identifying problems
- Study about aviation laws and standards of the country to which the owner belongs.
- Know about the client’s perceived problems.
- Study about the geographical location and areas.
- This will help you prepare your sales pitch and give you the edge.
Preparing and proposing sales Pitch
Sales Pitch
For preparing and proposing the sales Pitch we are going to use FABV technique
F-Features
A-Advantages
B-Benefits
V- Value added money
Features
Features enable the product to perform its function.
People buying airplane for pleasure and joy with convenient, safe journey often focuses on the
dimensions of the plane, nonstop flight advantage, strong IFR platform, no. of seats, comfort and safety.
Advantages
Before selling the product to the prospect, salesperson need to inspect about his recent purchase and what all quality parameters and features, the customer looks for to make the purchase.
For example:how ur product gives better fuel efficiency,how ur product’s features and functionality
adds more to ur safety,how it reduces pilot workload,how it enhances situational awareness.
Benefits
People buy a product because either they need or want to.In order to create a need or want,I need to
promote the benefits of my product to the prospect.
Eg.while buying an airplane,completing all the paperwork and certificate approval is a bit tedious job.The seller may help prospect get all these required documents in time and also provides the service
of insurance renewment after specific period.
Value added sales
Value
Salesperson need to mention how his product has added value than the similar
product being sold by his competitors in the same market.
Eg:Salesperson may tell the prospect that he is offering the best deal of buying such a handy and satisfying product at a reasonable cost along with insurance policies and other documents getting approved in time to avoid any complications in the process of owing the plane.
Confirming the sale
Confirming sale
Describe what u will do and give an accurate time frame for delivery or completion of key items.Be aggressive but realistic.This is not the time to make promises we can’t deliver.
Building relation with Customers
Relationship
- Let people know that you have their back as a way of showing loyalty to them.
- If you really want to get to know people, ask them to go for coffee or any other personal interaction mode.
- The greatest compliment in business is a referral.
- Salesperson need to look his prospects as the long-term business partners.
- Salesperson needs to empathize with the prospects to build relations on trust and
- cooperation
Conclusion
We will see how AIDA acronym of selling applies in the scenario of aircraft manufacturer:
- Attention In this market, manufactures can grab the attention of their clients by their credibility and name.
- Interest How a producer will display his aircraft before the customer will decide the future strategy.
- Desire Advantages and value for money will invoke the desire.
- Action Depends on how well the manufacturer pitches to the client.