CORRELATION betweenIT & SALES

Charmain Tan

Pear Comms

So most of us think that after creating a GREAT product, validated by the various awards, we will be on our way to hit the jackpot

But there is a saying,

Without Sales, even if you have the best Innovation in the world, your company will suffer

Charmain - Bringing Value to others - From Hardware to Software

ISGLOVES was sold globally. But……….

The SALES numbers are not substantial, needed to penetrate into the market at rocket speed,

Competitors caught up shortly

Key Lessons In building a successful tech / innovation startup:

1. Product that solves a problem 2. A dynamic & committed team

1. GREAT SALES ~ Speed of Market Penetration

And Hence, am on a mission to help businesses & entrepreneurs toNot face the same problem as I did

Birth of PEAR COMMS – Enabling sales professionals with efficient sales process driven IT tools

The development of products in Pear Comms Taught me lots about

Building an IT product (How an engineer think) &

How to do sales efficiently (How sales people function)

What I learn about developing IT product

• Logic• Frameworks • Processes

What I learn about doing Sales

• Emotions Driven • Sales Tactics • Sales Cycles

Science

High Tech High Touch

Programming is a Selling is a

The Scientific Sales Process / Cycle

Sales Pipeline

Prospecting

Winning

Farming

Fulfulling

Its all about

Conversion Rates

Making approach

Pro

spec

tin

g P

ipel

ine

(Fu

nn

el)

Sources And Methods To Generate Leads

PROSPECT

Hunting

SUSPECT + FACTS = PROSPECT

Where?

14

Natural Market

Hunting

One Objective : Set up APPOINTMENTS to meet PROSPECTS

Leads Generation

Qualifying Leads

Pre Approach

Making Approach

meet

ProspectWhere? - Online- Offline

Why? Who? - Set up Qualifying Criterias

When? What? - Planning When- Set up Approach

Script

How?- Telemarketing - Ground

Canvassing - Email - Message

Winning

Initial Meeting

Fact Find

Sales Presentation

ClosingAttempt

CustomersProspect

One Objective : Convert PROSPECTS to CUSTOMERS

- Follow up & follow Through- Meetings - Taskings

- Selling the FAB to Prospects - Features - Advantages- Benefits

Fact Find

When?• When is the BEST TIME to contact (Call/Email) prospect?

• When should I CONTACT THE PROSPECT AGAIN if my efforts aren’t successful?

What?• What will the prospect find MOST BENEFICIAL about my products/services

• What INFO could I present

• What’s the BIGGEST PROBLEM the prospect has?

Why • Why would the prospect be likely to BUY my products/services? (SERVICE)

• Why would the prospect RESIST buying my products/services? (SERVICE)

• Why would the prospect LISTEN/RESPECT me when I approached him/her? (TRUST)

• Why would this person be likely to SET UP AN APPOINTMENT with me? (TRUST)

Sales Presentation

1. A Structural And PlannedPromotion Message - FAB

1. Features -

2. Advantages

3. Benefits

2. Info/Knowledge To Prospects:1. Stimulate Desire And Needs For The

Products

2. Changing Prospect’s Attitude That The Product Is The Best

3. Motivate/Encourage Prospect To Buy

Closing Techniques

1 Best Close…assume Close

2 Pen Close:

3 Alternative Close:

4 Challenge Close:

5 Ego Close:

6 Negative Close:

7 Guilt Close:

8 Sympathy Close:

9 Pet-dog Close:

10Last Resort Close:(As You’re About To Leave….)

11 Pro-con List:

12 Elimination Close:

13 Gift Close

19

Farming

Renewal

Referral

Up Sell

Cross Sell

Fulfilment

Servicing

Relationship Management

Repeated Customers

New Customers

Farming 1. Continue to Up/Cross Sell your Customers2. Ask your customer for feedbacks on what is bought3. Stay in contact always and use some SFA to track activities

1. Agreed review date/s2. Birthday greeting3. Marriage anniversary4. ‘product’ anniversary5. Special occasion6. Etc.

4. Give customer an incentive to come back to buy more5. Treat each customer as if they were your very first6. Always be present in customer’s invitation (vise versa)7. Make use of technology!

Sales Process Driven Solutions

Situation may change,

but Principles of selling will always stay constant.

You can also be a Sales Winner today.

Charmain Tancharmain@pearcomms.com