The five major mistakes

mohammed sherbiny NOVARTIS PC GALVUS 1


1% die

3% move away

4% naturally float

5% change on a friend’s recommendation

9% can buy if cheaper somewhere else

10% are chronic complainers

68% go elsewhere because the people theydeal with are indifferent to their needs


Don’t buy from you?

71% of people buy from you because they:

Like You

Trust You

Respect You

Buy from you?

No Need

No Money

No Hurry

No Desire

No Trust


1) They fail to organize their day’s work

2) They don’t think creatively to solve their own or their customers’ problems

3) They don’t know how to handle objections

4) They can’t motivate themselves

5) They lack the ability to communicate effectively


Lack the skills

Poor work habits and planning

Waste a lot of time between the calls

We always quarrel with time!We always quarrel with time!

It is too short to do something It is too short to do something

&&

So long to do nothing!So long to do nothing!


o Prepare a schedule for each week/day. This takes time, care and thought

o Ask the following questions:

Do I have an efficient schedule?

Whom to call-on today? Why?

Do I have enough information about the customer?

If he buys my product, what will be his most important gain?

What is the dominant buying motive? Is it fear, greed, ambition, love?

What are the objections that he may raise?


M.Reps.don’t think creatively to solve their own or customers’ problems

Some thoughtsSome thoughts

How can I sell my product when it is little or not better than that offered by our competitors?

How can I keep my morale high when selling gets tough?

How can I show my customer the way to get more profit in selling my products?

How can I sell a slow moving but good item?

To be a great champion To be a great champion you must believe you are you must believe you are

THE BESTTHE BEST


o Imagination is more important than knowledge for knowledge is limited, whereas imagination embraces the whole world.

o Gather facts which bear on the problem and its possible solution.

o We should not accept opinions until we know all facts.

o Write down every idea that comes – good or bad.

o Check each idea against our definition of the problem.

o Ask outsiders / customers or insiders / team to pass on promising ideas

Remember that good ideas just flow when you need them


This happens due to:

Poor selling skills (listening – probing – asking for business)

Inadequate knowledge (product or customer)

Excellent competitors profile

A problem is a chance A problem is a chance for you to do your bestfor you to do your best


Don’t argue

Good knowledge of product features & benefits and customers’ needs

Cushion the answer to every objection “Softening answers” = I understand your concern

Don’t fail to listen

Don’t neglect the “unsatisfied need” of our service/product

Nothing venturedNothing ventured

Nothing gainedNothing gained


+ Add Benefits of quality

– Subtract Disappointments of cheapness

Multiply Pleasure of buying something good

Divide Cost over a period of time

People forget prices People forget prices

but never forget poor quality but never forget poor quality

or a poor choiceor a poor choice


Inadequate management style / lack of acknowledgement

Give up easily

Consider work as only a job / No passion for selling

Lot of failures

Poor company / product profile

Most people want to Most people want to improve themselves, but not improve themselves, but not many want to work at it many want to work at it


Believe in yourself and your product

If others can do it, I can also do it

Use mind pictures to see in your mind a picture of doing a good job and getting a proper acknowledgement and recognition

Don’t just think about it – Just move ahead

Associate with people who are self-motivators

No one knows No one knows what he can do what he can do

till he triestill he tries


that your that your

customer, customer,

client client

or guestor guest returns …returns …


Barriers for good communication:Barriers for good communication:

Knowledge

Language

Attitude

Assumptions

Poor body language

Bad timing


o Stick to short, familiar and specific words.

o Use repetition (only if needed), provided that every sentence or form is different from the other (freshness – novelty)

o Don’t use unnecessary words to express an idea

o Put the strongest claims or words at the best time (beginning or end)

o Have a training to improve your weak areas

o Know your product / customer


o Always be pleasant to them, even if they are not pleasant to you.

o Welcome their suggestions about how you could improve in your job.

o Graciously receive and handle any complaints or

problems.

o Smile even during those times when you don’t feel like it.

o Go above and beyond to care for a customer.


The fear of loss is greater than the desire for gain.

Need to establish in your customers’ mind the fact that he is safe in dealing with you, that he won’t lose (either money or “face”) by buying from you, but will lose (product benefits) if he doesn't buy from you.

Don’t just convince, persuade – give good advice in advance.


High product &

market knowledge

Customer / customer network

knowledge

Superior relational

skills

right selling

attitude[ ]+ ++ x

High achievement

drive = Great personal salespower


Business

The five major mistakes