1. 52 sales lessons
By
Shekhar Kumar
“UNIVERSAL BUSINESS
SCHOOL”
MBA3

2. Lesson 1
• Freedom to impact life of other people to
persuade.
• Believe in the product while being ethical.

3. Lesson 2
• Selling is a process not an event.
• More money by solving problem not by
selling the product.

4. Lesson 3
• Prospects purchase from their reasons not
yours
• Prospects do not buy the products and
services, they buy what benefit they offer
them.

5. Lesson 4
• A professional seller will always sell what the
prospect is buying.
• Means he will not sell any irrelevant things .

6. Lesson 5
Honesty and Integrity is sales.

7. Lesson 6
• Have the right positive thinking
“Positive thinking will let you do every thing
better than negative thinking will.
1. Control your own attitude.
2. Do something good.
3. Read something inspiring.

8. Lesson 7
• Have a healthy attitude

9. Lesson 8
• Show respect to your prospects.

10. Lesson 9
Find the prospects smartly by:-
1. Genuine interest in person
2. Try to find out interest.

11. Lesson 10
Find lead source by cold calling.
35 % through existing customer.
15 % Referrals
5-10% niche
30 % Marketing effort
10 % cold calling

12. Lesson 11
• You spend time with your suspects.
• You invest time with your prospects.

13. Lesson 12
• Gain the attention of the prospect
• Elevator’s pitch.

14. Lesson 13
Use a general benefit statement.
• i) Competitive benefit statement
• ii) Sales objective
• iii) brief information point

15. Lesson 14
• Pipe line planning
• 80:20 rule.

16. Lesson 15
• Keep pipeline full and also understand what
process in needed for turning for it into a
customer.
• Balance prospects in beginning .
• Balance prospects while closing the deal.

17. Lesson 16
• Focus on intention.
“ You can have every thing in your life as
long as you have everything what others
need”

18. Lesson 17
Ability to direct nervous energy.
Do not have negative anxiety and focus.
1. Realize selling is transferring the felling.
2. Take every call as an positive
experience.
3. Have organized solution and deliver
disciplined manner.

19. Lesson 18
• Look at your business through the eyes
of prospects.
 Your business card.
 What impression does it make.
 keep the design simple.
 Use the front to display content
 information only

20. Lesson 19
Become a curious questioner.

21. Lesson 20
Listen up!!!!!!!!!

22. Lesson 21
P O G O
Person
Organization
Goal
Obstacles
w.r.t. prospects

23. Lesson 22
Uncover needs.

24. Lesson 24
Status Quo.
“Take the right question”

25. Lesson 25
Communicate well and understand
non-verbal signs.

26. Lesson 26
Do not abruptly throw information

27. Lesson 27
There is a difference b/w features and
benefit & features.

28. Lesson 28
Prepare the prospects to hear the
benefit.

29. Lesson 29
Lead with the need

30. Lesson 30
Use right word

31. Lesson 31
Use right words.
Wrong : deal, cost, obligation
Right : invest

32. Lesson 32
Hit the right person with right dress.

33. Lesson 33
People buy for emotional reason
backed up by a few logic.

34. Lesson 34
Have eye contact do not stalk.

35. Lesson 35
Satisfaction is closing sales.

36. Lesson 36
• Use trial closes

37. Lesson 37
Try different kind of process closing.

38. Lesson 38
Close properly with process

39. Lesson 39
Try again and again to close deal.

40. Lesson 40
Closing is just the beginning.

41. Lesson 41
Close bravely and sincerely

42. Lesson 42
VoIcE MoDuLaTiOn.

43. Lesson 43
Handle Objections

44. Lesson 44
• Understand and analyze the objections and
revive your presentation if needed.

45. Lesson 45
Manage objections
Always bring information
Question the prospect
Overcome objection with evidence

46. Lesson 46
Know about customer

47. Lesson 47
Give added value

48. Lesson 48
Business phone call effective and simple
Listening skills

49. Lesson 49
Using voice mail as a sales tools.

50. Lesson 50
Use email to keep in contact

51. Lesson 51
Internal customers
External customers
Take care of both of them.

52. Lesson 52
Keep detailed record of activities of
sales.

53. Sell you!!!