bbt - build up skills

8/2/2019 BBT - Build Up Skills

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If you want to be ready andable to tap the opportunity forgrowth in business,you have to

GET CONNECTED


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Get Connected..How?


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Task 1: Make a phone calla)Who are you going to call?b)What are you going to sayduring conversation?


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BuildingRelationship


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Whether you realize or not,relationships are the fuelthat feeds the success of

your business.


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Task 2: Presentation;How to make strongrelationship with yourcustomer?


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Decision-Making


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Decision-making is a crucialpart of good business.

The question then is how isa good decision made?


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Task 3: Ideas in 10minutesa) Identify a marketing issue as much as you

can the problem or idea that you want tobrainstorm aboutb) Write down the issue in 10 minutesc) Discuss to solve the issue


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SettingAppointments


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Cold calling

The process of approaching prospectiveclients, typically via telephone, who havenot agreed to such an interaction. The word

cold is used because the person receivingthe call is not expecting the call or has notspecifically asked to be contacted by thesales person.


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Warm calling

Warm Calling is a type of lead generationactivity where the sales representative callsfrom a list of names which have been

qualified or have had some contact with therepresentative's company in the past.


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Task 4:Warm Call vs Cold CallPerform a debate


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Writing an effectivesales letter


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Remember, you are writing a formal

letter to your organization.

How do we create a FORMAL tone?

What is TONE?

the overall attitude a writer projects

toward the reader and the subjectmatter.

Sentence structure, formality andspecificity of vocabulary, and neatness allcontribute to a letter's tone.


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Rules For Writing An Effective Sales Letter

Rule #1: What the prospect wants must come first.

Rule #2: Know who youre targeting before you send.

Rule #3: Say who you are, what you do and how to

get in touch with you, clearly and succinctly.

Rule #4:Get creative. Dont write like a robot.

Rule #5: More response options will mean more

responses, more clients and better ROI from your

mailings.


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Rules For Writing An Effective Sales Letter

Rule #6: Grab attention with a strong headline

(and an inviting envelope in the case of physicalmail).Rule #7: Write in a tone appropriate to your targetprospect.

Rule #8: Make sure your grammar, punctuationand spelling are perfect.Rule #9: Always appear credible and professionalin the presentation and content of your prospectingletter.Rule #10:Let each prospect know youve takensome time to learn about them and their business,and show that in your letter.


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Task 5 : Writing a sales letter

Your Assignment:

1)Write up your sales letter to TMs maincontractor to introduce your company

and capabilities on Unifis hardwareinstallation and configuration

2)Follow the format in previous slide3)YOUR LETTER IS DUE 45MINUTES

FROM NOW!!


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Handling Objections


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Handling customer objections is arguablyone of the key sales ingredients forsuccessful selling techniques.

It is so important for the sales professionalto develop effective closing styles, and tolearn how to use them in a very natural and

influential way.


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Task 6 :

Handling ObjectionQuiz


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1. Name the type of objection;

i) I just love the shoes but I am notsure I will have much use for them

after the weddinga)Priceb)Sourcec)Needd)Product


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ii) I really dont know if I want tospend my money in this store. Thelast time I charged something and

returned it, you didn't credit mycharge account

a)Priceb)Sourcec)Needd)Product



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iii) I found this same couch cheaperat Rothman's Furniture

a)Priceb)Sourcec)Needd)Product



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iv) I am concerned about the cellphone's durability. It looks prettyfragile

a)Priceb)Sourcec)Need

d)Product



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a)third-partyb)substitution

c)boomerangd)superior point

2. Method used when recommendinga different product


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c)boomerangd)direct denial

3. The type of method used as a wayto correct misinformation


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c)boomerangd)superior point

4. This method entails using a priorcustomer's experience


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a) Listen carefully, Acknowledge the CustomersObjections, Restate the Objections, Answer theobjections

b) Listen carefully, Restate the Objections, Answer the

objectionsc)Acknowledge the Customers Objections, Restate the

Objections, Answer the objectionsd) Listen carefully, Acknowledge the Customers

Objections, Answer the objections, Restate theObjections

5. Choose the correct four-step process;


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6. Reluctance and skeptism objections may signal a deepdiscomfort, disbelief or doubt in what you aresaying. Which objection(s) would lead you to believe thata customer is skeptical or reluctant to do business withABC Sdn Bhd?(More than one answer might apply.)

a. I did business with ABC Sdn Bhd when I was with anothercompany and it seemed like you guys could never make yourdeliveries on time.

b. Most every other supplier we deal with makes us buy a full palletor a full truck load to save on shipping costs and here you areoffering a way to special order. It seems to me that in the long run,we'll spend more on our shipping costs.

c. I don't need another supplier right now. I have too many as it is.d. Sure, ABC Sdn Bhd has a lot of products, but we've found that wecan find the same or better products somewhere else.

e. I heard ABC Sdn Bhd was tough to deal with.


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7. From these two examples shown,which example is the better way to

handle objection?

http://www.youtube.com/watch?v=3nQcY4HjklA&feature=player_embedded

http://www.youtube.com/watch?v=dQc48ISWt44&feature=player_embedded

a)

b)
http://www.youtube.com/watch?v=3nQcY4HjklA&feature=player_embeddedhttp://www.youtube.com/watch?v=3nQcY4HjklA&feature=player_embeddedhttp://www.youtube.com/watch?v=dQc48ISWt44&feature=player_embeddedhttp://www.youtube.com/watch?v=dQc48ISWt44&feature=player_embeddedhttp://www.youtube.com/watch?v=dQc48ISWt44&feature=player_embeddedhttp://www.youtube.com/watch?v=dQc48ISWt44&feature=player_embeddedhttp://www.youtube.com/watch?v=3nQcY4HjklA&feature=player_embeddedhttp://www.youtube.com/watch?v=3nQcY4HjklA&feature=player_embedded


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Handling Rejection


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Salespeople face rejection daily.

Handling it appropriately is a critical

sales lesson.


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Task 7 : Prepare mindmap on handlingrejection based on thegiven notes


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Complaint Handling


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Although prevention is betterthan cure, it is almost inevitablethat, at some stage, you will

receive a customer complaint.


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Task 8 : You are given60minutes to designand create a completeprocess of handlingcustomer complaints in

flow chart


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Proposal

Development

Task 9 Based on these contents of proposal


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Task 9 : Based on these contents of proposal,write down informations/recommendations toinclude in your proposal in order to supply yourown product/services.

Proposal Abstract-clearly summarize

Need -describes and documents the needs to be met, or the problem to beresolved, by the proposed project.

Plan of Operation-describes the proposed project and how it will beimplemented and managed.

Quality of Key Personnel-describes the qualifications and responsibilities ofthe project director and other staff.

Evaluation- describes a plan for determining the degree to which the desiredresults are achieved.

Commitment and Capacity- describes past success with similarprojects, available facilities and equipment.

Budget and Cost-Effectiveness- describes projected costs, in-kind and cash

contributions, and benefits in terms of costs.


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