Hello friends, welcome to Learn Vern !
As we have learnt in the previous topic, that is,how to build a rapport and why building rapport is so important.
And how we built rapport by asking what kind of questions and how we could stay involved more and how we could get more information about our customers.
Now in our next topic in the “art of sales communication” we have the “Biz talk” that is Business talk.
Till now you have seen with me, kshitij that , how we start a conversation, how we get more involved but the main part we have not started yet to converse with them.
Now , of course you will think why the business talk is so late but now if I go and start conversing directly about business then it will be very rude.
Like , let me explain that ,I am going by the road and suddenly I meet a person who is a stranger to me and he comes to me and says that he needs one thousand rupees.
And on the same road if I meet a friend whom I have known for a long time and at least something I know about him and he asks for a thousand rupees.
So I will think about whom to give the thousand rupees?
But many people think that I will not give the money to anyone.
But ,I am asking about, If I have Rs.1000 with me and I have to choose one between them, then you, me and everyone of us will choose the person I already know to support him a little.
Now, if I ask my friend then he will also say that take rupees five hundred for now and the rest five hundred I will give you later.
at least there is a small chance of getting a little amount.
Right! In the same way, without building any rapport, if you are starting a conversation then it’s of no use because neither he knows you nor you know much about him.
So we have built a bridge and now we will start walking on it. that is putting our talk.
So in the biz talk the first thing that comes up is “ PUSH theory.”
Its first P stands for “problems in the industry”, now we will understand what are the problems faced in the industry.
“PUSH” As you are pushing but we do not literally mean that we are going to push anyone.Right!
We have to push the sale but when we are talking about a business then if we keep the four words in our mind then we can easily place any business talk.
So first of all whatever product, service or concept you are going to sell and represent, then talk firstly about what are all the problems in that specific industry.Right.
Then “Understand the need”.U stands for “understand the need”.
Now you have discussed the generalised problems and now try to understand what your customer or your clients want to say, what is the generalised solution and if they want they can have the solution they want for it.
So there is understand the need.
If this conversation is going on very well then you have to be a very good observer. You have to be a very good observer to know whether at which point the customer or the client has become very impulsive due to the problems you have said, regarding that.
Then “Help the need”.
Whichever are their needs, based on those needs, concentrating on those needs and keeping their needs at the center, our product , service or concept can solve this.
Once I was told there was a friend of mine who was an architect, I told him how do you manage to always think out of the box because every time you have to think of new ideas you have to think of new things, every time you have to think of new designs.
So, he told me that kshitij, the best architect, is the one who will not bring his own ideas but will implement the ideas of the clients in their own way.
So in the same way we don’t have to sell our products, whether my product will be suitable according to his need or not he will think that.
Are we clear with this?
So let’s see in detail, isn’t it? .we will see in an overall way and if we understand in a brief way then it will be of no use.
So let’s go more in depth.
So,If we see problems in the industry, if we talk about the problems in the industry that is “what industry is lacking?”
So overall you are selling any product for example, let’s say that you have gone for a “charitable trust“, you have to raise funds for a specific charitable trust as you are involved in the field of social activities.
No there in the charitable trust , you are representing them and you are entrusted with the task of raising funds.
Let’s say aged people. Right as we have seen, Many times aged people are left alone.
Many times we have seen that aged people do not get support, do not get due respect, they do not get the right.
So, first of all ,the industry ,what we see in our society, what are the problems that are happening with the aged people so far.
Please dont rule those things out . Memorise all those things.
You know you can refer to current affairs and make them your strong witness, you know. So try to tell about what problems are happening overall but not specific.
What problems are occurring?
Now these are what is lacking as an example. There is no proper health support establishment, there is no proper residential establishment, there is no proper rights awareness for the elders.
What are the rights for the elders and what are the proble ms occurring due to these.
So anyone is coming and taking advantage of them, anyone is frauding the elders.
Nobody is informing them that you are paying so much for a Hospital here but there are better services available in government hospitals where you can go and you know how to get the solutions to your problems and you can get your health care facilities.
Specific problems are increasing overall as this is lagging in the industry.Got it?
So first of all we need to understand what are the problems in the industry.
If you are in insurance, you can easily tell what is happening in the industry.
We are told to wear helmets Still many people don’t listen, Told to wear seat belts still many people don’t listen.
What happens due to this , what problems occur,when they are faced with an accident ,there are very less chances of survival.
Right! You have to talk about it.
Now, What happens in insurance if the person has survived or has been partially disabled ,then later on we can talk about solutions.
Right ! Now we have started with problems.
So these are the problems we have discussed that are industry specific meaning Industrial problems And what are the actual problems faced due to them as generalised problems.
Then comes “understand the needs”.
Now first of all, in “understand the needs” we have “what are the views of customers in general”.
One thing we will always keep in mind in sales or in communication; communication takes place when two people or more than two people are talking.
when only one person is speaking then it cannot be called communication because the person sitting in front of you is only listening and you are only speaking.
So,If you want to have the best sales conversation then the person sitting on the other side should also get involved.
You can ask them provoking questions or ‘probing questions’ like “ what do you think sir ?,what do you think maam and what do you think as partners?”
“Do you agree with this problem and that the industry has got this problem?”
They will say that yes it should have been done, yes we should have had and specialised Hospital in our area and yes the police should have provided a helmet along with the fine.
Then we could have an overall solution. That is a good idea.
You collect fine and collect fine because you want people to wear helmet.
Of Course this is just an idea,just a generalised idea. Okay!
All right then,”What are the specific views of the customer?”
We have known about the general views of the overall industry and we have this problem and what we have to say about these?
Like the insurance part,the charitable trust part , about whichever industry you are consulting the problems you are talking about.
And specifically like”If these things change in your life then what benefits will you have?” Or what are the specific things you want to change in your life if given a chance.
Right! They will say that we want that type of insurance cover where disability is also covered, death is also covered and even sickness is also covered for which I don’t have to take mediclaim separately.
We are discussing with an example, again, suppose if customers come to you with these ideas then you will get to know about their views.
So our business talk has already started to take place. We have already told our problems and after talking to them we are getting to know their views after their involvement.
We have understood the view.
Now “See the Peak Point.”
If there are any emotions it will rise whether it is sad, happy, with excitement, with full of sorrows, they start rising up to their peak point and then they start falling from it.
With every emotion it happens like this . Right!
So at the very first when you are talking to them try to understand their peak point that is for what thing they are getting impulsive, at what thing they are getting involved, at which they are getting emotionally involved, try to judge their impulsiveness.
Like you said , you know mistreatment happens more with the aged people and he is like he is going back.
His body language , his posture and gestures whatever it is, he is showing us that he is not interested.
And at this place you say ,”Sir as you know, our insurance industry is covering health separately accidents separately and you know sickness separately.”
Now what do You think these three things are provided together and he is taking more interest by leaning ahead, like this.
He wants to see what you are representing. Wherever you are pointing your fingers to his eyes are following that is he is getting involved.
Right !Wherever you are showing your presentation his eyes are on point not wandering here and there.
This means the person is involved.Through his gestures, postures , there is an emotion in him by which he participates , puts up his points, puts up his opinions, that is he is getting impulsive.
Now you have to get the peak point of his impulse, gestures, postures because if you forget to judge the peak point then during rise if you say then there are chances of success but at the set peak point if you succeed to convert into solutions then it will be most beneficial.
So next if we see in the “PUSH Theory” is“Help the need. “
First, “Download the need”.
Now what is downloading the need literally ? “Sir, where is our button for need, I want to download it”. (sarcasm)
Now so “Download the need” is more the information you can ask from him and after asking note down or note down in your mind.
Ask each and every information like “What do you think, sir what all are necessary, sir what do you think?what should happen, sir, what do you think, what are your particular views?”
Whatever answers you get download them in your mind.
At the back of your mind , if you think about then you must know the capacity of your mind is large.
Every human being is using very less of a brain.
Now this time we will use more of it, we will get involved more, we will do more multitasking.
So whatever the persons are telling us, we will try to keep those in mind about what all points they have mentioned and at the back of the mind we know our product, services so at the back of the mind when I am downloading the needs, I will keep on modifying them.
How to modify it ? As an example, if someone says that the health industry is also important along with accidents and death. Right!
Now how I will involve health in this that I have to say .
I will give three D secured plan in which it has Disability, Death and if the health gets sick , it will be covered too.
Right! So in the same way I will modify it in my mind, I have not started talking as the other person is still talking about the needs.
Now whatever needs he has mentioned, I have modified the needs so as to how I will correlate those needs with my product, concept or services.
Lastly what I will do is upload the need that is “Uploading the need”.
Right now again “No cloud server”.It’s clear ,whatever I have understood , whatever I have modified, I will represent these again in front of them.
“Sir , actually This Product, This Service, This Concept is for you. It is made especially for you because whatever needs you have is fully covered here.”
If this is represented in this way, if it is sold need wise, then it will definitely work.
As you already know,If you have any queries or comments, click the discussion button below the video and post there. This way, you will be able to connect to fellow learners and discuss the course. Also, Our Team will try to solve your query.
Alright! So far you have seen how to place business talks and in the next topic we will see how to “checkmate”.
Yes! We are not going to play chess but it will definitely make you understand how to do checkmate.
Alright !Thank you for joining!
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