S e l l

Vasudev Murthy

Oct 17 2013

http://www.youtube.com/watch?v=3sO84bGgra8

Listening and Rapport Building http://www.youtube.com/watch?v=9bA

gEmihzLs Interview – selling yourself

http://www.youtube.com/watch?v=tCcYD2-nMB4

Mirroring in Sales

Sell Sell or you will be sold!

First Impressions

Your first impression determines whether customers want to do business with you

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SELF-ASSESSMENT EXERCISE

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Common Mistakes

• Talking about yourself • Erratic eye contact • Poor Listening • Disagreeing non-verbally • Interrupting and contradicting • Not using the name • Inappropriate humour • Appearance • Monotonic speech

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P5

Get this right and you will get your next meeting

1. Pitch Objective

• Why are you speaking to this person or these persons?

• What do you want from them?

Examples: • I want a longer meeting with this person to

get into details of my service or product because he is a potential customer

• I want to meet him because he could be an alliance partner

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2. Problems you solve

• What do you do? What does your company solve?

Examples: • I am a technology entrepreneur. My

inventory management software can help companies manage and reduce inventory by almost 50% through the use of predictive analytics

• I am a restaurant operations consultant. I help restaurants with furnishings and create raw material supply chains very fast, so that they can start operations 50% earlier than

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3. Impact on People

• How will it impact the person you speaking to?

• How will it impact users of the product or service?

Examples: • This product will help you increase

profitability by reducing inventory costs quickly

• You will be able to expand into new markets and reduce manpower

• You can provide your customers with faster turn-around time with my predictive analytics software

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4. Unique Selling Proposition

• What is different about your product or service?

• Are there competitors? If so, how well do you know their product? What is superior about their product? What is superior about yours?

Examples: • My product is 30% cheaper, 50% faster and

can be set up to run in exactly one hour • My product can run on multiple platforms

and uses an unbreakable security encryption algorithm

• My competitor’s product does too many things and is too expensive. It requires a person dedicated to the product.

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5. Persona

• Confidence

• Sincerity

• Attire

• Positive body language

• Sense of urgency

• Clarity of thought and expression

• Projection of planning

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Example

• Good afternoon!

• I’m Vijay Rao from Smart Inventory Systems.

• Our PoleStar inventory management products can reduce inventory by 50% thereby reducing costs.

• The product can give you results in less than a week and doesn’t require specialized manpower or expensive startup consulting.

• You can pass on the savings to your customers or enhance profits.

• I’d really appreciate an opportunity to meet with you to discuss how PoleStar could make a positive impact to you.

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Elevator Pitch

• Sell your idea to an investor in 2 minutes flat

• http://www.youtube.com/watch?v=Tq0tan49rmc

• http://www.youtube.com/watch?v=i6O98o2FRHw

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PREPARE A SALES PITCH AND PRACTICE

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