8/2/2019 BBT - Build Up Skills
1/42
8/2/2019 BBT - Build Up Skills
2/42
If you want to be ready andable to tap the opportunity forgrowth in business,you have to
GET CONNECTED
8/2/2019 BBT - Build Up Skills
3/42
Get Connected..How?
8/2/2019 BBT - Build Up Skills
4/42
Task 1: Make a phone calla)Who are you going to call?b)What are you going to sayduring conversation?
8/2/2019 BBT - Build Up Skills
5/42
BuildingRelationship
8/2/2019 BBT - Build Up Skills
6/42
Whether you realize or not,relationships are the fuelthat feeds the success of
your business.
8/2/2019 BBT - Build Up Skills
7/42
Task 2: Presentation;How to make strongrelationship with yourcustomer?
8/2/2019 BBT - Build Up Skills
8/42
Decision-Making
8/2/2019 BBT - Build Up Skills
9/42
Decision-making is a crucialpart of good business.
The question then is how isa good decision made?
8/2/2019 BBT - Build Up Skills
10/42
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
8/2/2019 BBT - Build Up Skills
11/42
SettingAppointments
8/2/2019 BBT - Build Up Skills
12/42
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.
8/2/2019 BBT - Build Up Skills
13/42
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.
8/2/2019 BBT - Build Up Skills
14/42
Task 4:Warm Call vs Cold CallPerform a debate
8/2/2019 BBT - Build Up Skills
15/42
Writing an effectivesales letter
8/2/2019 BBT - Build Up Skills
16/42
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.
8/2/2019 BBT - Build Up Skills
17/42
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.
8/2/2019 BBT - Build Up Skills
18/42
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.
8/2/2019 BBT - Build Up Skills
19/42
8/2/2019 BBT - Build Up Skills
20/42
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!!
8/2/2019 BBT - Build Up Skills
21/42
Handling Objections
8/2/2019 BBT - Build Up Skills
22/42
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.
8/2/2019 BBT - Build Up Skills
23/42
Task 6 :
Handling ObjectionQuiz
8/2/2019 BBT - Build Up Skills
24/42
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
8/2/2019 BBT - Build Up Skills
25/42
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
1. Name the type of objection;
8/2/2019 BBT - Build Up Skills
26/42
iii) I found this same couch cheaperat Rothman's Furniture
a)Priceb)Sourcec)Needd)Product
1. Name the type of objection;
8/2/2019 BBT - Build Up Skills
27/42
iv) I am concerned about the cellphone's durability. It looks prettyfragile
a)Priceb)Sourcec)Need
d)Product
1. Name the type of objection;
8/2/2019 BBT - Build Up Skills
28/42
a)third-partyb)substitution
c)boomerangd)superior point
2. Method used when recommendinga different product
8/2/2019 BBT - Build Up Skills
29/42
a)third-partyb)substitution
c)boomerangd)direct denial
3. The type of method used as a wayto correct misinformation
8/2/2019 BBT - Build Up Skills
30/42
a)third-partyb)substitution
c)boomerangd)superior point
4. This method entails using a priorcustomer's experience
8/2/2019 BBT - Build Up Skills
31/42
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;
8/2/2019 BBT - Build Up Skills
32/42
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.
8/2/2019 BBT - Build Up Skills
33/42
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_embedded8/2/2019 BBT - Build Up Skills
34/42
Handling Rejection
8/2/2019 BBT - Build Up Skills
35/42
Salespeople face rejection daily.
Handling it appropriately is a critical
sales lesson.
8/2/2019 BBT - Build Up Skills
36/42
Task 7 : Prepare mindmap on handlingrejection based on thegiven notes
8/2/2019 BBT - Build Up Skills
37/42
Complaint Handling
8/2/2019 BBT - Build Up Skills
38/42
Although prevention is betterthan cure, it is almost inevitablethat, at some stage, you will
receive a customer complaint.
8/2/2019 BBT - Build Up Skills
39/42
Task 8 : You are given60minutes to designand create a completeprocess of handlingcustomer complaints in
flow chart
8/2/2019 BBT - Build Up Skills
40/42
Proposal
Development
Task 9 Based on these contents of proposal
8/2/2019 BBT - Build Up Skills
41/42
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.
8/2/2019 BBT - Build Up Skills
42/42
Top Related