Debrief - Spectrum of Opportunities

DEBRIEF - SPECTRUM OF OPPORTUNITIES

INTRODUCTION In the current scenario where ‘competition’ is the name of the game, it is necessary that you stay ahead of your peers and be a market leader. Sales, as a function is dynamic in nature, which demands you to be engaged in a constant endeavour to upgrade and hone your skills. During the workshop participants got useful insights on how to use behavioural models effectively to profile their customers and teams in order to achieve superior results. The participants also devised various strategies to increase the market share for their products. } Acquire a sound knowledge of DISC enabling you to understand self and others } Use DISC to ensure better team effectiveness } Become an able and seasoned negotiator } Move from a sales person to a business enabler } Analyze the product mix through the width vs. depth model } The long tail impact } Deal closure through technique of account mapping } Devise strategies to increase market share based on various models OBJECTIVE } Understand styles of communication

ABOUT ATYAASAA Atyaasaa Consulting Private Limited is resolute on meeting the needs of human resources, through behavioral processes, training, counseling, coaching and management consulting. It is on a Mission of “Awakening Human and Business Excellence”. Its transformational processes facilitate unleashing of innate energies ensuing superior performance and productivity, both in individuals and organizations. “Atyaasaa’s” Vision is, to remain a leading and niche human resource training, counselling and consulting organization offering quality services through quality people. Atyaasaa is thus partnering with top brands at a National and International level in their mission of holistic growth.

For further details: Write to us at: info @ atyaasaa.com Visit us at: www.atyaasaa.com

Call us on: (91-20) 25896445

DEBRIEF - SPECTRUM OF OPPORTUNITIES

UNDERSTANDING YOUR COMMUNICATION STYLE

OWL “I’m OK, you are OK”

BEHAVIOUR OF A CUSTOMER Turtle: Never likes your product and will look into negatives only. Teddy: Always praises your product and is very easy to deal with. Sharks: “I know it all” type of a customer who believes that a salesman always cheats. He would do business only with someone who has immense knowledge about the product. Fox: Misleads and puts pressure on the salesman. Owls: Indulges into straight forward discussions and honours commitments. BUSINESS IMPACT OF EACH STYLE Turtle: Feel unwanted as people around do not want to spend time with them and no professional and personal growth takes place. Teddy: They are always used and growth is very slow as relationships do not last for long. Shark: They have more enemies than friends and are bad team players. They underperform as compared to owls. Fox: They do not have any credibility and their success is short lived. They spoil the culture of the organization. Owl: They have great credibility and are performers. Turtles do not involve themselves in conversations directly, they try to avoid them. If they can physically leave the situation, they will. However, if they can't leave, they will try and avoid it or refuse to talk about it. When confronted, turtles will abandon their own goals and relationships and display passive behaviour, without getting the problems resolved. FOXES While communicating, foxes try to find a compromise. They are willing to sacrifice some of their opinions while convincing others to give up theirs. TEDDY “I’m not OK, you are OK” Teddy wants to be liked, pampered and to maintain the relationships. Hence, they let the other person have their way. They tend to feel that others’ point of view is much important than theirs. While communicating, the shark cares nothing about relationships but will do anything to win. Their purpose is to satisfy their own needs by any possible means. Their behaviour is aggressive and they may use verbal attacks or manipulation. The wisest way of dealing with people is to adopt the behaviour of the owl. Owls deal with conflicts by collaborating. They are direct and state their point of view while being empathetic. SHARK “I’m OK, you are not OK” TURTLE “I’m not OK, you are not OK”

DEBRIEF - SPECTRUM OF OPPORTUNITIES

LONG TAIL The concept of long tail explains that the cumulative revenue of less popular products is more than the cumulative revenue of popular products. More often the focus is on the popular products and less popular products are given less attention without analyzing the impact it can have on the top line.

INSIGHTS FROM THE ACTIVITY } Product portfolio should be categorized as per long tail } It should be used as technique to maximize profits } Discounts can be given for less popular products } They are fast moving products, quick deals } Time spent on the meeting with clients is also less

DIFFERENCE BETWEEN SALES PERSON AND BUSINESS ENABLER

SALES PERSON Focussed on selling existing products } Lacks ownership towards organization } Ends up selling on discount } Does not like to take challenges } Fears success so that expectations do not increase } Does not create a high performing team } Does not want to learn } Does not identify opportunities

BUSINESS ENABLER Focussed on creating a market for new products along with existing products } Owns up to the goals of the organization } Takes challenges and converts them into opportunities } Creates high performance teams } Are the trendsetters } Sells concepts and products follow } Enjoy success and new highs } Hungry for learning, always excited about change

DEBRIEF - SPECTRUM OF OPPORTUNITIES

STRATEGIES TO MOVE FROM SALES PERSON TO A BUSINESS ENABLER

7

8

9

REALIGN HIS CUSTOMERS AND EVALUATE ON NEW PRODUCTS

REALIGN HIS CUSTOMERS AND EVALUATE ON NEW PRODUCTS

PROMOTE AND DONATE THEM TO THE ORGANIZATION

4

5 PUSH HIM HARD AND DO CAREER PLANNING

6

SET HIGH TARGETS AND FORCE HIM OUT OF HIS COMFORT

IMPART SALES TRAINING

1

2

3

SUPERVISE AND BE STRICT

SUPPORT AND COACH HIM

IMPART SALES TRAINING

LOW

MEDIUM

HIGH

BUSINESS ENABLER

WIDTH VS. DEPTH An effective tool to analyze the product mix viz-a-viz market potential. Participants through group activity devised the following strategies to tap the potential for slow moving products: } Product specifications from end users } Extensive product training } Identification of new and existing customers } Co-ordination between cross functions } Increase the accountability of sales person for new products } Basket selling approach and periodic reviews } Enhancement in the competitor’s product knowledge } Adequate sales promotion activities

DEBRIEF - SPECTRUM OF OPPORTUNITIES

UNDERSTANDING YOUR BEHAVIOUR THRO’ DISC

This ascertains the primary driver in a person like the need to control, dominate and wield power This ascertains the need for interpersonal exchange like communicating, influencing and persuading

D

DOMINANCE

INFLUENCE

I

STEADINESS

S

This ascertains the need for security to ensure stability, consistency and conformity

This ascertains the need for structures and systems to ensure systematic and accurate functioning

COMPLIANCE

C

} Dominance It’s related to authority, aggressiveness and management. ˆ People who have a high ‘D‘ are dominating, passionate, demanding and have drive as well as strong will power. ˆ People who have a low ‘D’ are orthodox, subdued, collaborative, calculating, easygoing, careful, gentle, unpretentious and non violent. } Influence It’s related to social scenarios and interactions. ˆ People who have a high ‘I’ influence others by speaking to them. They can also emotionally blackmail others. They are charismatic, persuading, convincing, zealous, instructive, reliable and cheerful. ˆ People who have a low ‘I’ convince others by showing data, facts and figures instead of displaying their feelings. They are practical, logical, demoralized and mistrustful. } Steadiness It’s related to determination, tolerance and contemplation. ˆ People who have a high ‘S’ like everything stable and are not willing to adjust to the changes. They are composed, inevitable, predictable and persistent. ˆ People who have a low ‘S’ are willing to adopt new changes. They are interested in variety. They are impatient, illustrative and over enthusiastic. People who have a high ‘C’ align themselves with the rules and regulations. They work qualitatively. They are sincere, right, diplomatic, discreet and uncluttered. ˆ People who have a low ‘C’ do not follow the rules and like it their way. They are untidy, obstinate and disorganized. } Conscientiousness It’s related to the organization and regulations. ˆ

DEBRIEF - SPECTRUM OF OPPORTUNITIES

CLASSIFICATION OF A SALES CONSULTANT BASED ON DISC

7

8

9

HIGH: D

HIGH: D and C

HIGH: D and I

MEDIUM: I

LOW: I and S

LOW: S and C

LOW: S and C

4

5

6

HIGH: S and C

HIGH: S and C

HIGH: I and S

MEDIUM: D and I

MEDIUM: D and I

MEDIUM: D and C

1

2

3

HIGH: S and C

MEDIUM: I and S

HIGH: I and S

LOW: D and I

LOW: D and C

LOW: D and C

LOW

MEDIUM

HIGH

CONSULTANT

.

UNDERSTANDING ACCOUNT MAPPING Account mapping is a technique that helps you profile your customers for effective dealing. Whilst on a sales call each sales person is likely to meet one of the following types of customers. It is imperative to understand who you are dealing with before moving ahead with the deal.

Coach - Gives a lot of information and projects himself as close to the management.

Fox - Always misleads, provides incorrect information and helps competitor win.

Influencer - Entry point in the organization and is very close to the decision maker.

Champion - One who fights for you and helps in closing the deal.

Decision maker - The ultimate authority to make the decision.

DEBRIEF - SPECTRUM OF OPPORTUNITIES

STRATEGIES TO ENHANCE SALES IN EACH OF THE BOX OF RELATIONSHIP VS. POTENTIAL MODEL

7

8

9

BE STRAIGHT FORWARD AND SHOW BENEFITS

MAP THIS ACCOUNT

LOOK AT CUSTOMER AS PARTNER

4

5

6

HANDLE OBJECTIONS AND SHOW BENEFITS

BE PROACTIVE AND MAP THIS ACCOUNT

SHARE SUCCESS STORIES AND SHOW BUSINESS

1

2

3

IDENTIFY POTENTIAL, IMPROVE RELATIONSHIPS AND SHOW BENEFITS

IMPROVE RELATIONSHIPS AND INCREASE AWARENESS OF THE PRODUCT

ENHANCE RELATIONSHIPS

LOW

MEDIUM

HIGH

BUSINESS POTENTIAL

HIGHLIGHTS FROM GROUP ACTIVITIES } Never say “NO” to a challenge; instead say “YES” and the mind presents a solution } Relevant strategies to sell new products } Strategies based on TOWS model KEY INSIGHTS } Build strong relationships with customers and trust them } Understand your customer before dealing with them } A customer can read your behaviour, focus on him during the meeting } Never stretch a meeting beyond 45 minutes } Do not push for closures, they will happen when the time is right

} Honour your commitment and take ownership } Move out of your comfort zone and take challenges } Avoid discounted selling unless required

For further details: Write to us at: info @ atyaasaa.com Call us on: (91-20) 25896445 Visit us at: www.atyaasaa.com

Page 1 Page 2 Page 3 Page 4 Page 5 Page 6 Page 7

Made with FlippingBook - professional solution for displaying marketing and sales documents online