Hello! Friends welcome to Learn Vern. I am (your name).
As we have seen in the previous topic "Sensing the Urgency " , how can we create an urgency in our conversation that is why it is so important to enroll right now?
Why should you enroll right now? And what will be the consequences if you have not yet enrolled for the business, the offer, the product, the services, or the concept?
What all you can lose? What can you miss? These were the points we saw in the last topic.
In this topic that is "Art of communication", we will know why " Elaboration" is so important?
So in elaboration we will talk about three things.
First of all How to pitch big, a big amount, how to represent our biggest project. Pitch that.
Second is "Documentation Formality" and what all are important for that and then "Clarifying transparency" that is we will clarify whether we can give you whatever you are asking for and if yes, how we will represent whatever we are providing you as offers with hundred percent honesty.
Right ,because Here we are understanding the “art of sales communication” which we want to honestly represent.
Whatever art we have learnt till now in the course and whatever we are going to learn further, its main intention is When you communicate for Sales then how precisely, effectively and result oriented wise,you can communicate.
So first of all if you talk about “big pitch”.
Why is it important to do a big pitch?
First of all if we see that people love bargaining. Do you all agree? You, me,everyone of us love bargaining.
We all love bargaining a lot.
Usually we bargain in small shops and also when we shop on big companies like Amazon, Flipkart and similar companies where they are providing offers, we tend to see the same product on Amazon as well as on Flipkart to see which has bigger price difference and where we are getting more discounts,where we are getting more benefits on cards.
We love actually bargaining,even there as well.
In the same way if you have not started from the big rather started from the small.
As we know every company has a base plan which can be afforded by all and a premium plan where there are very few people.
Right ! As long as in order to safeguard yourself and to save your sales, you try to push your base backwards then your base result will be levied.
Right! Now here if you show the biggest plan at the very beginning, then the person will start bargaining and the deal will be pulled down to the price near the base plan or just above that plan and it will close.
Right! This is the basic understanding.
So if we talk about it first then anyone likes bargaining, if I start with small then there is no place to go further down.
Right! Because I started with the base plan.
Now if I start with a big plan, Sir our, as an example, you can see their turnover is not that much but ours is one lakh as an example, they cannot afford our plan of one lakh but at least start with rupees one lakh.
Start with this one lakh plan and for the entire year of enrollment to this plan for one lakh Sir, you will get this, this, this, this all these services.
Right then they will say upfront that no, no, no, we don't have that much budget.
So straight away, you don't lower your price.
So let us go straight to our childhood.
We went out shopping with our parents and the bargaining that took place between our parents. I know that this was very embarrassing. Right!
But whenever in our childhood,we went out to shop with them, right, we went to the shop for shoes, my father used to say, "Son ,do not show your choice, if you select an item and as soon as you tell them, they will never lower its price. "
Always he used to show three things, this, this and that. "Tell the prices of these three shoes , that is the first one, the second one and the third one."
"What are the prices of the three? "
The shopkeeper told the prices of the three items and then my father used to say, " I don't have that much budget".
After that he will ask, "What is your budget? "
Then my father used to say that my budget was so and so.
Then the same bargaining starts that "no, no we will not let even meet our break even."
Please push your budget a little bit, I will give you the item at this much price, neither yours nor mine, I will give you at this middle amount of price.
Try to understand that mentality here.
If the person says ,"I don't have the budget, " then that doesn't mean we will lower our prices right away.
Then again he will say he has no budget and you will again lower the price. The business does not happen like this.
Right, if you have to do business or you have to meet your sales target, then you keep your point at rupees one lakh, he will himself say that I don't have the budget.
Then don't reduce ur and say, " Sir we have a plan for fifty thousand rupees".
Right! This is different if he asks, " What other plans are there? "
Tell them what you have.
If he says, "I don't have a budget, " Then, "not a problem sir, I fully respect but may I know how much budget you like to push? "
Let them speak.
What if you thought that your base plan starts at rupees ten thousand and your maximum plan goes upto rupees one lakh.
And if you have started from ten thousand rupees itself then there will be no scope to go down.
But if you have started from one lakh and then ask what was their budget and they said, " My budget is around twenty to thirty thousand! "
Where you could have got only ten thousand rupees, there at least you got the chances of getting twenty to thirty thousand more.
That is why it is important to pitch big to everyone.
The biggest mistake people make is that they judge people that as per their attire they will not be able to do such a big business.
He is sitting in such a small cabin, he cannot do such a big business.
Do not judge as for fun you can pitch big.
If you pitch big, then it is very funny to read their facial expressions also, they also think that ,'they are pitching me so high, do they think that I am such a big man?"
It will be very funny to watch your client's various facial expressions.
Many a time if you get bored, then also you can get benefitted from a big pitch or many times something can get clicked.
"Law of Attraction", we always believe that.
If you do a thing repeatedly then the result will be surely manifested. It had also happened to me.
That's why I am saying this. It's proven.
Second, " Never fall short".
If you have kept in mind that I have to earn a business,on an average, a bare minimum of rupees twenty thousand a day.
Now if I am pitching only rupees ten thousand to tens, twelves and fifteens of people, there are less chances for me to hit a target of ten thousand or twenty thousand per day.
I will pitch everybody the deal of rupees one lakh to every ten or fifteen people I am meeting, then at least one or two people will close the deal which will help me to hit the target.
"DRR-Daily Run Rate. "
So everyone likes to pitch big, and how will you do it?
Keep in mind that everyone likes bargaining.
Whatever you are going to pitch, they will try to get it at a lower price.
We are Indians.
It's a good thing and there's nothing wrong because we want to save more money and then love to get more return on their investments.
Right! This is everybody's mentality.
Whether it's you or me or whoever.
And " Never fall short".
You will never fall short in your business, whatever you do, you will always excel.
If we talk about the second,in"Documentation Formality", we have to say what all the paperwork that is required.
Right! This is very important to mention.
Why it is so important to mention?
When it comes to paperwork, you are creating an honest environment around them,Right!
They come to know that everything is being documented.
Right, Because you have pitched so nicely, built your rapport, you have represented your product so well.
Now it is important for them to know the paperwork that one copy will be with you and another copy will be with me.
"Sir, in this paperwork these are all the Terms and Conditions written.If you want to read it yourself then you can read it. I am sitting in front of you and I am in no hurry. "
It is very importan t to tell him about all the documents , what all his documents are required, this is also important to mention right, to carry out this business.
And Also mention how much time will be required to complete the paperwork because I have met many business people, many employees who are really occupied with work.
They have many meetings aligned and they are very genuine.
If you don't tell them, "Sir, to do this paperwork, we will need at least fifteen minutes of your time. I have to take your signatures in so many places ".
And I even used to mention how many signatures were needed because many times the customers thought that there were no more signatures after doing two or three.
But there are many such documents where seventeen to eighteen signatures were needed so I used to say, "Sir, the paper work that we are going to do, the documents that I am going to fill in the details and after you complete the documentation, you will need to do seventeen signatures. I know that this is a large number. "
Tell them from the beginning. Tell them all the negative points from the beginning.
Preempt them from the beginning so that they will be mentally prepared that he has to do seventeen signatures.
If you did not mention that he has to do seventeen signatures then after doing three to four signatures he will be frustrated that how many signatures I have to do, why there is so much paperwork, why don't you make them all digital.
Then you don't have answers.
Then you are placed in an embarrassing situation.
So it is important to mention the elaboration time for the documentation formalities also like how many documents are needed, how much time will be required and what all paperwork and documentation formality is needed.
If we see the third point, that is "Clarifying Transparency".
If we talk about transparency then, we all know there is a saying " Honesty is the best policy".
But we need to believe that " Honesty is the only policy".
Many times they say that, do one thing, if you give me this business, I will give you many benefits that will benefit you on the individual level.
So we are representing a company or we are representing a business so we will not like to deteriorate the honesty of the business or deteriorate the image of the company.
So please be honest that in order to take the business, I can give you a lot of wrong information but I am not going to do that.
Whatever the truth is, it is in front of you, you will get this much tax benefits, I can get you this much discount, you have to pay this much where I can not vary the price.
So when you are honest, these people really appreciate you.
Moreover many business People are very smart even they want to check whether you are honest or not.
Maybe they also know these things beforehand what the formalities are, and what all are important.
They want to check whether you know they are trying to dilute their credibility or not.
Right. Seriously,So always say " Honesty is the only policy".
So always this thing will be appreciated.
Next thing is "Integrity".
The more you speak the truth, you will gain more trust.
Whatever information you have provided about your company, whatever documentation work is important, whatever formalities are important for it, all of it you have mentioned.
Whatever discounts are given, those are also written on paper.
When you are saying all these things, they are visible on the paper as well.
That will show your integrity.
And moreover the advantage to that is in future he will be happy to do business with you.
He will be more happy and will want to carry on with the business with you in the future.
So please always clarify transparency in the elaboration part.
As you 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.
All right if we want to talk about the next topic that is how we do " Indirect closure".
Till now our conversation is on point and now we will come to the part about how to close it.
That is important, Then only our business will be counted and that we have done business not just talks.
Alright! Thank you so much.
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