s p a c e r
DESCRIPTION
SPACER is a unique SELLING TOOL which is not found in any Management Books or on Internet. This tool is based purely on 40 years of Marketing/ Selling experience. Many are benefited. You can also take advantage of SPACER.TRANSCRIPT
S P A C E RUnique Selling
Tool
Presented by:Ulhas H. Joshi
Request
If you wish to enjoy SPACER,
please get rid of
the following Mental hurdles…
Mental Hurdles ArroganceLazinessBad habitsFearCynicism
And above all TOMORROW
Wheel of MarketingMarket Survey
ProductPromotion
Pre-salesSales
AfterSales
Training / Orientation
S P A C E RS – Suspecting
P – Prospecting
A – Advice
C – Closing
E – Earning
R – Repeat Earning
S - Suspecting
Procedure of making list of such
people who
YOU FEEL
can be your customers.
The people who
KNOW YOU
Natural Market
Natural MarketSelf
My famil
yMy
relatives
My colleagu
esMy
school / college friends
Old job colleagues
Buy
Spouse contacts
Neighbours
Children
References
Others
Other MethodsReferences
Cold calling
Lists
Exhibitions
Advertisements
Seminars
P - Prospecting
How to find out
ENTHUSIASTIC CUSTOMERS
P - Prospecting
1. Effective
Communication
2. M – A – N Technique
M – Money
A – Authority
N - Need
A - Advice
Convert
NEED
into
WANT
Probing TriangleFAB
Commitment
Effect Building
Problem / Area of concern
Situation
C - Closing
1. Offering correct solution /
product
2. OBJECTION HANDLING
3. Commercial Transaction
C - ClosingWhat can be the objections?
1. I do not need your product.2. I do not have money.3. The price is too high.4. The quality is not good.5. Guarantee / warranty / after sales
service.6. Other
E - Earning
Always remember……
You get your money at the END.
R – Repeat Earning
1. Earning should continuous.
2. Earning should be increasing.
3. Earning graph should be
How SPACER works…Normal Ratio
10 : 5 : 2
Work REVERSE
From R S
If you need 2 Closings
You need 5 Prospects
You need 10 Suspects
SPACER FUNNELS
P
A
C
E
R
