SALES BLOG NUMBER NINE (REWRITTEN)
HOW SARA WEAVES A SPELL OF MAGIC ON ALI, NOT THROUGH HER BEAUTIFUL CHARMS, BUT PERSONAL SELLING SKILLS?
Let’s walk through a glamorous sales journey with Engineer Sara. Imagine a luxurious setting in a sleek, modern office with a view of the city skyline, setting the stage for this masterpiece transaction.
Sara, equipped with twenty years of experience in power generation and an MBA in Sales & Marketing, has a track record of successful sales to her credit. Today, she faces a significant challenge: selling a $3 million, 5MW AKSA power plant to a business genius Ali.
Step 1: Prospecting
Sara identifies Ali as a potential customer through industry events and networking channels. Ali’s business is expanding, and there is a clear need for a reliable power source to support his increased operational capacity. Sara gathers information about Ali’s company size, power needs, and previous power solutions.
Step 2: Pre-approach
Before approaching Ali, Sara learns about Ali’s company requirements, financial stability, and decision-making hierarchy. Sara collaborates with her technical team to customize a power plant proposal that meets Ali’s specific energy needs.
Step 3: Approach
Sara reaches out to Ali with an email, sharing a concise executive summary of how the power plant could address his specific industrial challenges. She follows up with a phone call to schedule a meeting.
Step 4: Presentation
In a face-to-face meeting, Sara leverages her technical expertise to present the customized proposal in detail. Using visual aids and concrete data, she showcases how the 5MW power plant will enhance operational efficiency, reduce energy costs. Her presentation is engaging, highlighting real-world successes and the ROI of such an investment.
Step 5: Handling Objections
Ali expresses concerns about the capital investment and the downtime associated with installation. Sara listens attentively; with strategic pauses, she offers financial plans to alleviate budget concerns and suggests phased installation to minimize cost.
Step 6: Closing
Sara senses Ali’s apprehension easing with her convincing counterarguments. She uses trial closing techniques, asking, “If we can arrange a financing option that suits your cash flow?” When Ali nods, Sara smoothly moves into the closing phase, finalizing an agreement for Ali.
Step 7: Follow-up
After the contract is signed, Sara schedules follow-up calls to ensure that Ali is satisfied with the progress. She sends a thank you note and offers assistance, maintaining a long-term relationship by providing updates and support. She arranges a factory visit for Ali & his team to witness the power plant in action, strengthening their rapport and securing his faith in Sara’s commitment to excellence.
Outcome:
The transaction is a hallmark of professionalism, showcasing Sara’s ability to address both technical and business concerns. It is case study for all those who want to excel in sales!
