Mandi script .. Sales Talk for Mandi 2019 students

Mandi 2019 Sales Script : Opening Up, Objections and Rebuttal !

1. Opening the Sale : 

1...... You SELECT a person  and you want to make sales pitch.. 

• There are no RIGHT / WRONG persons in Mandi.. Everybody can be the target. You need to be clear with what and how you open up the Mandi sales pitch !  Not so much of WHOM you are going to open up ! 
• Is it aunti, uncle, school oing child, parent, grand pa, rickshaw puller..? Who is that person is ?  What s/he is ?  Your approach might be different for each one of them.. So ensure that with whom you are going to  talk..  How to know with whom you are going to know without knowing him? 
• Some intelligent guesses. Here must lie your intelligence. If you make good guess it is good. But if u make wrong guess.. understand it, and immediately correct it. OK. 
• Avoid to make too much guesses. Example.. You are married I think ! .. It is bad guess !

2......You must feel for yourself that you are V I P.. Just before .. seconds .... before  you are talking to customer. This is necessary.. OK. 

• Your appearance must as your start Mandi sales talk must be..  Properly dressed, Ready to go look, ready with the products / designs , Your voice need to be Assertive, Bold, Confident, with a descent smile on the face etc..You do this kind of practice as many times as possible and go.. Practice is important ..

          You should not have untidy look, unprepared look ,  you be in haste,  you are chewing some thing in mouth,  You start  with a dull voice .. Be aware of yourself ! 

 3......Start with .....EXCUSE ME SIR / MADAM ..Namashkar / Good Morning ! Shubodhay !  Your namashkar should be the B E S T ! .. Customer should buy  just because your namashkar. Is so impressive ..OK.  This is called addressing the customer ! 

4......Introduce your self .. .. How to introudce myself is the question. 

•  " Sir / Madam.. My Name is X / Y / Z. .. I am a student  at NITIE Mumbai. Show your  college ID Card.. ( Introduce your origins, Introduce your mission, Introduce your campaign )

• I m Studying MBA at so and so college.... NITIE  College. in Powai area.
•  
• ( Idea here is that you want to clarify to the other person that . 
• 
  
•  You are not a terrorist ! 
• You are not a thief ! 
• You are not a newsense ! 
• You are NOT UNBELIEVABLE person ! 
• OK. This is the purpose of this section ! . 

5......Request you to give two minutes of valuable time Sir.. I wish to tell you about Mandi  campaign .. we the NITIE students  are doing ! .. Sir , Give me 2 min. of time.. 

( Should you ask.. Sir can i have two minutes of your time to talk to you about the program we are doing !  Disucuss if this is better question ! 

Now you come to tell the mission of the  Maha Mandi  Campaign.. 10 Aug 2019 ..

• 600 students from our college are on a field campaign…. Maha Mandi
• Our college wants to promote  learning  across the Mumbai  society through this activity. We feel the students are the best people to do this. task ..  Our college uses this experience to teach us some subjects  business, marketing, communicaiton, finace  etc .
• We are campaigning  " Creative learning product for this reason.

6......NOW... COME TO VISUAL DSIPALY OF THE PRODUCT.. ...  

•  Show the Jodo models .. Sir / Madam.. If you give me few minutes of your time, I will share with you about the product / book and its value.

7......NOW... U TALK ABOUT the Jodo models ..

•  Show how differently models can be made.

8......Now. .....At this time, as the buyer is looking at the  model ..PREPARE WHAT you want to talk to..  

9......ENGAGE THE CUSTOMER WITH SOME OPENING QUESTIONS.. 

• Would this model will be helpful to you / children / family members sir ? 

•  Sir, hope you have  seen these learning aids? 

• Is it a worthy  toy to have a copy / 
• Is it a worthy to give a gift to good friend of you ! 
• ASK : You want to know about this learning aids more sir ! 

OBJECTIONS HANDLING  : 

• I am busy..I dont have time  

• Jodo  product is not useful 
• 
  
• Jodo product   is costly

NOTE THE FOLLOWING : 

• Customer Objections are not real. 
• They are excuses. 
• They are good source to relate with the customer. 
• They are best windows offered by the customer to get in to the customer mind . 
• You are there only to answer properly those objections. No sale   happened so far  in the world without objections. 

2. How to handle objections ! Some tips ! 

1.  Listen to the customer !

•  Listen, listen, listen to the customer
• Tell back to the customer .. what is told in the same words ..what was s/he told..  REPHRASED

Is it that the book is priced more  compared to the value it offers ! 

Yes sir.. I value your time You will be busy.. But I dont need more than two minutes.. 

• I m gratefuller to your response.  

2......Convert your customer's objection into a assertive question..

• Yes.. sir, Time is money. ' Is that you dont have 2 minutes time . Is it this sir ! But I promise to offer back FAIR return as a value sir.        

3......Cushion the bitterness of your answer with SWEETNESS

                 ..Dont speak with same TONE / SPEED  like the customer..

4......Keep your temper in control while talking to customer in the mandi . 

5......Recognize that the objection is only a hindrance which can be overcome 

6......Use todays objections to make tomorrows sales better / improved. ..  

FEW OTHER THINGS YOU CAN DO..

7......CONCEDE BEFORE YOU CONTEND

8......GIVE YOUR CUSTOMER ASSURANCE THAT YOU HAVE UNDERSTOOD HIS OBJECTIONS..

9......TAKE THE ' I ' OUT OF INTERVIEW

10......REDUCE BROAD OBJECTIONIS FROM GENERAL TO SPECIFICS.

11......DONT LET YOUR TRAIN OF THOUGHT GET STUCK ON THE SIDING OF AN OBJECTION.

3. How to take the butt out of a sales rebuttal  

1.  Restate before you rebutt !

•  Listen, listen, listen to the customer
• Tell back to the customer .. what is told in the same words ..what was s/he told..  REPHRASED

2.  Inquire before you !

•  Listen, listen, listen to the customer
• Tell back to the customer .. what is told in the same words ..what was s/he told..  REPHRASED

3. Concede before you Rebutt !

•  Listen, listen, listen to the customer
• Tell back to the customer .. what is told in the same words ..what was s/he told..  REPHRASED

4.  Replace Yes, with Butt!

•  Listen, listen, listen to the customer
• Tell back to the customer .. what is told in the same words ..what was s/he told..  REPHRASED

5.  Stop rebutt when you made your point !

•  Listen, listen, listen to the customer
• Tell back to the customer .. what is told in the same words ..what was s/he told..  REPHRASED

6.  Rebutt only when you need to rebutt !

•  Listen, listen, listen to the customer
• Tell back to the customer .. what is told in the same words ..what was s/he told..  REPHRASED

-- Learn the objections by listening
--Listen without interupting
--Convert the objecitons into a question
-- Cushion the bump of your answer
-- Keep your temper on ice
-- Recongise that objeciton is only a stall wearning whisers
- Know the answers
-- Use todays objections as tomorrows answers 

5.  Closing the sale  !

•  Thank the person - whole heartedly , truly and truly 
• Ask for feedback 
• Ask for  other references - where else 
• Ask if anything else he expects  from you 
•  Let the encounter becomes most rememberable 

6. Dont forget that you are on a mission ! 

---- Close the sale  in such a way that.. the Prospect  ever remember  you ! 

----  Dont prolong.. No point to do so 

--- You have many other things to do ! Don't miss it 

--- Dont become mad along with the prospect ! 

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