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• Sales Presentation
• Sales meeting and app’ts
• Closing Deals
• Sales Meeting Follow-ups
• Post-sales meeting follow-ups
• Customer Service Follow-ups
• Building customer loyalty
• Maintaining technical support.
• Maintaining customer relationships
• Generating Repeated Sales and Sales Lead
Referrals
asantelaud@gmail.com

Salesman Low
Low-
Moderate Average High
V.
Intensity / Drive
Independence
Need To Analyze
Need To Serve
Assertiveness
Self Protection
Drive For Recognition
Competitiveness
Interpersonal Trust
Optimism

BUILDING A
GREAT
TEAM
https://www.linkedin.com/in/laud-asante-938382103/

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characterization
• Team Leader.
• he was the inspirer. he always
motivated them.
• he showed them the path of
religion, as he makes them pray
before they eat every meal.
• he always put family first, and said
he didn’t have friends – just family.
• he was industrious – he always got
contracts and closed (had a garage).
• he cared for each member of the
teams’ need.
• he allowed each talent room to
operate.

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CHARACTERISATION
• Practical, resourceful, smart and extremely
courageous, Hobbs has a serious and formidable
personality. He is a strict and single-minded person,
he was dedicated to his profession as an agent in
the Diplomatic Security Service.
• Rock displays a strong sense of loyalty to those
who work alongside him, and is willing to defend
them without question unless given reason. He
works preemptively when concerning new or
temporary partners, researching their background to
better understand their character.
•Rock does not question the perimeters of his orders
when they're given to him.

CHARACTERISATION
• He was a trained officer in the Los Angeles
Police Department and a field agent of the
Federal Bureau of Investigation. Adept in
handling various weapons, such as firearms
and melee weapons, he had sharp instincts
that aided him in weapons and hand-to-
hand combat.
• He was loyal to the leader (his in-law), that
Vin named his son after him.
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CHARACTERISATION
• Despite his goofy personality, Tyrese was quite capable
of contributing majorly to the crew. He was capable of
identifying the engine type of Shaw's crew after one
encounter. This was due to his vast history with cars.
• Another notable skill is his fast talking skill. This skill
earned him a place among the crew since he could talk
his way out of any situation. He can also draw the
attention of large crowds to himself, enabling his crew to
slip past security or anything else that could inhibit their
mission.
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CHARACTERISATION
• He exhibited much
expertise in auto
mechanics and
modifications.
• He pursued his dream
and built a garage with his
share from the robbery in
Rio – Fast V.
"This is Tej. Best circuit man on the East Coast.“
Paul introducing Luda to Vin Diesel

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Teams need people who speak up and express their thoughts and
ideas clearly, directly, honestly, and with respect for others and for
the work of the team. That’s what it means to communicate
constructively. Such a team member does not shy away from
making a point but makes it in the best way possible — in a
positive, confident, and respectful manner.

Good listeners are essential for teams to function
effectively. Teams need team players who can absorb,
understand, and consider ideas and points of view from
other people without debating and arguing every point.
Such a team member also can receive criticism without
reacting defensively. Most important, for effective
communication and problem solving, team members need
the discipline to listen first and speak second so that
meaningful dialogue results.

Good team players are active participants.
They come prepared for team meetings and
listen and speak up in discussions. They’re
fully engaged in the work of the team and
do not sit passively on the sidelines.
Team members who function as active
participants take the initiative to help make
things happen, and they volunteer for
assignments. Their whole approach is can-
do: “What contribution can I make to help
the team achieve success?”

SALES
SALES
Why Salesmen are Considered Powerful

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Remember, one of the luxuries you cant afford to waste as a sales man is time
~ Chief

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Sales Activities
We all know what Sales Activities look like
right? Probably but let’s make sure we are
all on the same page. Sales Activities are
the execution of all your hard work
planning and preparing. These activities
may include the sales call/meeting,
negotiation or follow-up, closing the
deal/order taking, and relationship
building and networking, and there mat be
more. We’d look at it into details soon.
Sales is easier when you drive according to
your plan.
Sales activities can be grouped into six
main processes until completion.
SALES ACTIVITIES

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 PROSPECTING
• Customer Listing and mass marketing. At
this stage look to prospect to all the people
within your defined targets. eg. All
commercial banks (not hair salons whose
profits might be GH 3000 a year max)
• Customer Screening and Targeting. Screen
the list of prospects down to zero to get
prospective clients. Screen based on the
ability to pay, the season (eg. Christmas for
retail stores), etc.
• Customer Profiling and Segmentation. Get
a list of all clients with their purchasing
abilities, urgency of need to get your
customer profiles.
• Healthy Profiles - Sure Bankers – Yes,
• Staler – Maybe,
• Time Wasters – No’s
The luxury you cannot afford to have in sales is
TIME

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• … “I DON’T HAVE TIME – BE QUICK WITH IT”? (TIP: SUCCESS WITH ABC COMPANY, AND MR. XY REQUESTED I TELL YOU ABOUT IT BECAUSE HE MADE $XXX
FROM IT).
• … A BULLYING PROSPECT WHO SHOUTS ON YOU AND THEN HANGS UP THE PHONE?
• … THE OBJECTION – “WE GOT SOME ALREADY”.
• … A PROSPECT WHOSE FRIEND HAS A SIMILAR PRODUCT AND IS CONSIDERING BUYING FROM THEM?
• … A PROSPECT THAT JUST TOLD YOU SHE’S SICK ON PHONE?
• … A PROSPECT THAT FIRST RAISED THE “HOW MUCH” OBJECTION?
• … “SEND ME A PROPOSAL, I’LL READ IT AND GET BACK TO YOU”?
• … CAPTURING A DECISION MAKERS ATTENTION ON PHONE?
• … RECOVERY FROM A BAD SALES CALL?
• … A RECEPTIONIST THAT WON’T ALLOW YOU TO CONNECT TO THEIR BOSS.
• … “YOUR PRODUCT IS TOO EXPENSIVE”?
• … “YOUR PRODUCT DOESN’T HAVE THIS OR THAT FEATURE”.
• … ‘TIGHT-LIPPED’ PROSPECTS WHO JUST DON’T WANT TO TALK, AND ONLY NOD IN AGREEMENT TO YOU?
• … PROSPECTS WHO RATHER TEND TO ASK YOU SO MANY QUESTIONS.
• … A SITUATION WHERE YOU DON’T HAVE KNOWLEDGE ABOUT WHAT A PROSPECT IS SAYING?
• … A PROSPECT WHO TELLS YOU “ I’M NOT INTERESTED” RIGHT AFTER YOU MENTION WHAT YOUR COMPANY IS INTO?
http://blog.close.io/b2b-cold-calling-tips

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HTTPS://WWW.YOUTUBE.COM/WATCH?V=SW-PHUKZDGM
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 Analysis:
 Time - day
 Length of time
 Tone of voice
 Pitch
 Script
 Drive
 Urgency of need asantelaud@gmail.com

Just like cold calls, you need to perfect
the act of it.
Practical training sessions help in this
regard, but you need to be a
professional.

TIMING
• TRY TO ARRIVE BETWEEN FIVE TO 10 MINUTES BEFORE YOUR AGREED MEETING
TIME. NOTHING MAKES YOU LOOK UNPROFESSIONAL LIKE RUNNING LATE.
PSYCHE YOURSELF UP
• SOME CLIENTS CAN BE VERY INTIMIDATING BASED ON THEIR SIZE, RANK IN
SOCIETY, OR EVEN THEIR JOB POSTS AT WORK. PREPARE YOURSELF MENTALLY TO
KNOW THAT YOU'RE PROVIDING A SOLUTION THEY NEED.
APPEARANCE
• LOOK PRESENTABLE, BECAUSE A CLIENT WILL ADDRESS YOU AGAINST THE WAY
YOU ARE DRESSED.
HANDSHAKE
• YOUR HANDSHAKE SHOULD BE FIRM BUT NOT OVERLY TIGHT.
POSTURE
• YOUR POSTURE SHOULD BE EXCELLENT AT ALL TIMES; NOT ONLY WILL YOU LOOK
MORE CONFIDENT, YOUR VOICE WILL SOUND STEADIER AND MORE SURE AS WELL.

CONVERSATION
• START ON A LIGHTER NOTE. PICK A TRIVIAL ISSUE OF COMMON
E.G. SOCCER, BUT DON’T DWELL IN THERE SO MUCH
AGENDA
• THIS IS WHERE YOUR “DOCTOR” PROWESS COMES INTO CONTROL. LET
THEM SPEAK AS MUCH AS POSSIBLE AND ASK RELEVANT QUESTIONS AS
MUCH AS POSSIBLE. AVOID REPETITIONS, KNOW YOU HAVE AN AGENDA
TO FULFILL AT THIS MEETING.
NOTES
• TAKING NOTES ALSO HELPS YOU PRESERVE YOUR TRUE PERCEPTIONS OF
HOW THE CONVERSATION WENT AND WHAT THE BUYER SAID. IT’S EASY
FOR YOUR MEMORIES OF THE MEETING TO CHANGE AFTER A DAY OR
WEEK. YOU ACTUALLY LOOK LIKE A PROFESSIONAL.
EYE CONTACT
• MAINTAINING EYE CONTACT SHOWS POISE AND POWER. THAT BEING
SAID, TOO MUCH EYE CONTACT WILL COME ACROSS AS CREEPY.
A BALANCE.
NOD AND SMILE (BODY LANGUAGE)
• YOUR BODY LANGUAGE SHOULD BE IN AGREEMENT WITH WHAT YOU
SAYING. asantelaud@gmail.com

YOU NEED TO FIND OUT:
• WHAT INFLUENCES CLIENTS PURCHASING DECISIONS.
• THE URGENCY OF THE NEED OF YOUR SERVICE (HOW SOON).
• YOU CAN DO THAT THROUGH
• MAKE THE CLIENTS TALK A LOT WHILES YOU ASK RELEVANT QUESTIONS.
• ASK IF THEY’VE HAD A NEED FOR YOUR PRODUCT.
• IF THEY HAD SIMILAR SERVICE OR PRODUCT PROVIDED IN THE PAST?
• IF YES, WHY DID THEY NOT MAINTAIN?
• IF NO, THEN WHY NOW?
• JUST BE INFORMED.
• YOU SHOULD TALK TO MORE PEOPLE, BUT BE INTOLERANT FOR TIME
• YOU NEED TO KNOW THAT ITS NOT EVERY CUSTOMER CAN CLOSE SOON,
TAKE TIME.
• TAKE ON A DOCTORS’ STAND TO DIAGNOSE EXACTLY WHAT’S WRONG WITH
THEM IN TERMS OF THE SOLUTIONS YOU HAVE AT YOUR DISPOSAL.

SAMPLE QUESTIONS TO ASK
• THE AIM OF THIS SECTION IS NOT TO MAKE YOU SEEM LIKE A
SALES PERSON OR EVEN COME OUT LIKE A PLANNED
DISCUSSIONS, BUT THESE QUESTIONS SHOULD GUIDE YOU ON
WHAT YOU SHOULD KNOW BY THE END OF YOUR
CONVERSATION WITH THE CLIENT.
• THIS IS THE PART WHERE ALL YOUR CONVERSATION LINES END
WITH QUESTION MARKS AND THE CLIENTS GET TO SAY “YES,
AND THEY EXPLAIN”, WHILES YOU LISTEN. DO NOT INTERRUPT
THEM WHEN THEY ARE GIVING ANSWERS – JUST LISTEN.

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INFORMATION GATHERING
• HAVE YOU HAD ANY FORM OF SECURITY IN THE PAST?
• WHAT PROMPTS YOU TO GET A SECURITY SYSTEM IN PLACE
NOW?
• WHAT WERE YOUR EXPECTATIONS OF IT (WHAT PROBLEM DID
YOU WANT SOLVED)?
• WHAT IS IT THAT YOU’D LIKE TO SEE THE PRODUCT DO?
• CAN YOU HELP ME UNDERSTAND THAT A LITTLE BETTER?
• WHAT'S CURRENTLY HAPPENING WITH THAT PART OF
YOU WANT FIXED?
• WHAT THREATS DOES THAT PROCESS CREATE?
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ANY OTHER RELEVANT ITEM YOU WOULD LIKE TO DISCUSS.

• WHAT IS YOUR TIMELINE FOR IMPLEMENTING THIS TYPE OF
(HOW SOON)?
• WHAT OTHER RELEVANT INFO SHOULD WE KNOW BEFORE MOVING
FORWARD?
• WHAT ARE YOUR THOUGHTS?
• WHO ELSE IS INVOLVED IN THIS DECISION?
• IS THERE A CURRENT BUDGET ALLOCATION FOR THIS PROJECT, AND IS I
TO CHANGE?
• WHAT COULD MAKE THIS NO LONGER A PRIORITY?
• WHAT’S CHANGED SINCE WE LAST TALKED?
• WHAT CONCERNS DO YOU HAVE? • always ask for the sale before going forward from this
stage.

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• Present the proposal
• Present the pricing
• Talk about timeline
• Talk about the documents
• Negotiate
• Talk of next course of action

FOLLOWING UP YOUR SALES DEMONSTRATES YOUR
COMMITMENT TO CUSTOMER SERVICE, BUILDS YOUR
CUSTOMERS' LOYALTY AND HELPS GENERATE REPEATED SALES.
FOLLOW UP STEPS INCLUDE:
• CONTACTING CUSTOMERS AFTER PURCHASE TO ENSURE THEY
ARE HAPPY WITH YOUR PRODUCT AND SERVICE
• PROVIDING REPAIRS, (REFUNDS) AND WARRANTIES
• CREATING OPPORTUNITIES FOR CUSTOMER FOLLOW-UP SUCH
AS SALES ALERTS.
THESES TECHNIQUES WILL HELP YOU AND YOUR SALES TEAM
BUILD AN ONGOING SALES RELATIONSHIP WITH YOUR
CUSTOMERS AND ENCOURAGE THEM TO REFER YOUR BUSINESS
TO OTHERS.

Best B2B Sales Guide - Corporate Sales & Salesman Branding | Closing Bigger Deals

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• EXPLAIN TO ME WHAT YOU’RE EXPECTED TO DO AFTER THIS TRAINING SESSION.
• HOW DO YOU RELATE SALES ROLES TO THE POSITION OF IMPORTANCE AS THE CEO’S POSITION?
• ‘HUNTING’ FOR NEW CUSTOMERS OR CUSTOMER RELATIONS BUILDING?
• A CUSTOMER ASKS A QUESTION THAT YOU’RE UNFAMILIAR WITH – AND HE’S USING THAT ‘PUNCTURE’ TO SELL YOU HIS
NEGATIVE THOUGHTS. WHAT’S HIS CATEGORIZATION AND HOW DO YOU DEAL WITH THAT?
• WHICH BLOG ON SOCIAL MEDIA HAVE YOU CREATED BEFORE? LETS SEE IT.
• HOW DO YOU RESEARCH FOR A CLIENT BEFORE YOU CALL. TAKE US THROUGH SOMEONE AT VODAFONE GHANA AUDIT
DEPARTMENT.
• ITS SECURITY, AND YOU’LL GET OBJECTIONS. AMONG OURSELVES, GIVE 30 OBJECTIONS AND HOW YOU HANDLE THEM. THE
ONE WHO ASKS MORE IS FREE FROM ANSWERING.
• WHAT COULD WE DO BETTER IN TERMS OF SALES?
• HOW OFTEN DO YOU READ? WHAT HAVE YOU TAUGHT YOURSELF THIS WEEK?
• WHICH DO YOU PREFER – LONG OR SHORT SALES CYCLES? EXPLAIN WHY, AND GIVE TWO STRATEGIES IN EACH CASE.
• WHICH HAVE YOU DONE – STOPPED CHASING A CLIENT OR GAVE UP ON THEM? WHAT DID YOU SEE?

�ݺ�ߣ

Best B2B Sales Guide - Corporate Sales & Salesman Branding | Closing Bigger Deals

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