Touchdown

1. Touchdown D.N. Chadha

2. Mission Statement My mission is to share with my readers my knowledge, expertise, and experience in professional selling, for more than 30 years, and in my personal life as an immigrant. The Suitcase imparts essential elements of success that create values and open the window of opportunities in work and in life. D.N.Chadha Author Suitcase & Touchdown

3. About the Author • Voice of Experience • More than 20 years experience in direct sales • Pharmaceutical companies Organon Inc, • Alza,Nitromed,King Pharmaceuticals • More than 10 years experience in managing and leading sales teams • Lyphomed,Fujisawa,Unimed and Zechem

4. Selling is a Great Profession • Selling is a great Profession ,and we all are salespersons to some extent while conducing our daily affairs • A need or desire for a product or service creates an impetus to sell • Physicians sell their services to patients, Lawyers sell their legal services to their clients • The President of the United States has to market and sell his policies and programs to the public and congress all the time • It looks like everyone is selling something to someone in a subtle and not so subtle way • Salespersons play an important role in society • Sales persons are professionals like physicians,lawyers,nurses,engineers,professors and politicians

5. Selling is Like a Professional Sport • Based on performance • 8 Key Factors to score a Touchdown in Selling can also be applied to the game of Football

6. Football & Selling • When you are not up to mark with your product knowledge and sales techniques, you will be sacked by your customers, just as in football (Product Knowledge and Sales Training). • If you address customer concerns, you will not fumble(Selling Skills). • If you practice regularly, you will win the selling game (Selling Skills). • If you satisfy customer needs, you have earned the right to close the deal and score a touchdown (Selling Skills). • If you practice together and support your team, your company will be the champion (Flawless Execution).

7. Football & Selling • Top salespersons are like superstars because they possess a diehard attitude to perfect and win their game (The Art and Science of Selling Touchdowns). • Building enduring long-term business relationships with your customers is like scoring extra downs in many playoffs (Flawless Execution). • Act as a Quarterback, so you can dodge and block product competition (Flawless Execution). • If your customer signals that he or she is ready, move quickly and score the field goal (Selling Skills). • When you fail to follow federal or state regulations, and industry policies, you will get a penalty and be reprimanded (Product Knowledge and Sales Training). • If you do not present your competitive advantages to your customer, you will be intercepted by your competition (Selling Skills). • If you are on sales calls, give your best playoff champion performance and get an extra point (Selling Skills). • “The excitement and thrill of scoring a Touchdown is similar to closing a big multi-million dollars deal or closing a sale.”

8. 8 Key Factors to Score Touchdown in Selling • Attributes • Product Knowledge and Sales Training • Customer Focus • Selling Skills • Goals • Plan of Action and Selling Strategies • Flawless Execution • The Art and Science of Selling Touchdowns

9. Game Plan to Score Touchdown in Selling Personal Attributes • Be positive and confident • Display passion and energy • Show persistence and resilience • Be affable and personable • Exhibit diligence and dedication Product Knowledge and Sales Training • Master product knowledge • Be aware of competition • Sharpen competitive edge • Read trade journals • Become an industry advocate Customer Focus • Listen to your customer • Acknowledge that “customer is king” • Master person-to-person selling • Learn business-to-business selling • Customize strategies to suit key customers Selling Skills • Establish product need • Promote product features and benefits • Handle objections • Provide proof sources • Tie up loose ends in trial close • Close Swiftly

10. Game Plan Plan of Action and Selling Strategies • Maintain synergy between sales and marketing • Study and fine-tune territory business plan • Do a SWOT analysis • Float new marketing campaigns to freshen product image • Attend conventions and tradeshows • Work closely with Marketing teams • Accept constructive feedback from manager Goals • Meet/exceed territory quotas • Be familiar with specific regional requirements • Promote according to area demographics and income levels • Look for hidden potential and untapped constituencies • Form enduring bonds with customers for repeat business

11. Game Plan to Score Touchdowns Flawless Execution • Use and adapt appropriate tactics • Keep key clients engaged throughout the buying cycle • Be aware of the 80–20 client rule • Map time-efficient routing plans • Do precall planning • Make post-call notes • Sell with passion and confidence • Observe and analyze shifting market trends • Practice and visualize sales presentations Scoring Touchdowns • You can gain the necessary expertise and experience by following Factors 1 through 7. Then you can strive to achieve the status of the consummate seller by perfecting Factor 8 – the ultimate amalgam of the art and science of selling.

12. Master Selling Skills • Educate on product features and benefits • Write down and practice ten openings • Probe customer problems and issues • Address customer issues and concerns • Provide proof sources and verifying data • Answer final objections in trial close • Close the sale as soon as customer is ready

13. Sales Mantra • Shut up and listen to your customers • You will close more sales • Proven sales mantra • Communicate your product information • Sell with passion and confidence • Close the deal flawlessly with follow-up sales support

14. New Definition of Selling D.N.Chadha Creates a New Definition of Selling D.N.Chadha defines consummate salesmanship “as part art and part science.” Selling is the art of creating enduring customer relationships and the science of tactical execution that culminates in profitable revenues.

15. 15 Selling TouchdownsPlatinum Rules • Your positive attributes are critical to your success. • You may not attend office, but you do report to your clients every day. • When you are not prepared or engaging, you will fumble and fail. • Failures are lessons to use as stepping stones for future success. • “Shut up and listen to your customers and you will close more deals.” • You sell what the customer wants, not what you want. • Address issues and concerns or be sacked by your customers. • Practice regularly to improve performance and maximize sales. • Act as quarterback for your team to block and dodge competition.

16. 15 Selling TouchdownsPlatinum Rules • In sales, as in Football, technique is nothing without passion. • Score extra points by developing long-term business relationships. • Sell with confidence and passion and you will have repeat customers. • Consider salesmanship as part art and part science. • Have a diehard attitude to win despite all odds. • Perform like a superstar during playoffs or championship games. How to Order Touchdown: Eight Key Factors to score a Touchdown in Selling: Touchdown: Eight Key Factors to Score a Touchdown in Selling is available for sale online at Amazon.com and other channels You can order Touchdown by clicking the link: https://www.createspace.com/3387898The direct link to Touchdown on Amazon.com is:http://www.amazon.com/Touchdown-Salesperson-D-N-Chadha/dp/1448612349/Face book: LinkWebsite: dnchadha.com

17. Press Releases An Interactive and Practical 21st century book on Selling presents 8 Key Factors to Score Touchdowns in Selling similar to Touchdowns in Football New nonfiction book provides game plan to sales success Touchdown by D.N. Chadha leads sales professionals to the goal of No. 1 sales rankings by following eight key factors HOPKINTON, Mass. – Touchdown: Eight Key Factors to Score a Touchdown in Selling by D.N. Chadha seeks to coach professional salespeople in any industry toward the goal of top sales success. “I am offering you the analogy of selling and football,” says Chadha. “The eight key factors to score a touchdown in selling also can be applied to the game of football, so this will help you to understand and execute these eight key factors in your selling game.” Chadha has successfully executed the eight key factors he recommends by working in the trenches with his customers and sales representatives for more than 30 years.

18. Touchdown Comments • Chadha pens book on achieving sales success • In his new book, ``Touchdown: 8 Key Factors to Score a Touchdown in Selling,'' D.N. Chadha of Hopkinton seeks to coach professional salespeople in any industry toward the goal of top sales success. Chadha has more than 20 years of experience in pharmaceutical sales and 10 years managing sales teams. The book is available on Amazon.com. Business Digest for Saturday, Feb. 26, 2011 By Anonymous The MetroWest Daily News Posted Feb 26, 2011 @ 10:23 AM Read more: Business Digest for Saturday, Feb. 26, 2011 - Milford, MA - The Milford Daily Newshttp://www.milforddailynews.com/archive/x2114544530/Business-Digest-for-Saturday-Feb-26-2011#ixzz1JMaitIMW

19. Press Releases • Touchdown: Eight Key Factors to Score a Touchdown in Selling by Author & Sales Expert D.N.... • By Book Buzz on February 13, 2011 - Touchdown: Eight Key Factors to Score a Touchdown in Selling by Author & Sales Expert D.N. Chadha Gives An Analogy of Football To Selling Touchdown: Eight Key Factors to Score a Touchdown in Selling By... [+] • D.N. Chadha Publisher: CreateSpace ISBN: 9781448612345 Pages: 104 Published: August 2010 Touchdown: Eight Key Factors to Score a Touchdown in Selling by D.N. Chadha seeks to coach professional salespeople in any sector.

20. Touchdown Comments • Thank you so much for the copy of your informative monograph on selling entitled” Touchdown -8 key Factors to Score a Touchdown in Selling.” • I have had time to read through the early portion of the book and found it very instructive and certainly extremely valuable with the emphasis on the human and motivational factors that result in a successful sales person. Congratulations on this fine work! A. Roberts Bellows, M.D. Ophthalmic Consultants of Boston 50 Staniford Street Boston, MA 02114

21. Comments • Thanks for sending the much-awaited "Touchdown."  Many many congratulations on this achievement!  I am sure it will change the life of many if they take advantage of the wisdom contained in it.  My eye fell on page 15 where I read the words “...every day bring an opportunity to shine every day."  Every schoolboy in the US, nay students  all the world over,  should write these words of wisdom on the walls of their rooms: These words will inspire them to capture opportunities every day. What noble words are these only if we have the genius to measure their depth?   Opportunities come to many, but only a few seize them and prosper. B.M.Singh PhD Former Senator, Punjab University Chandigarh, India

22. Touchdown –New Book Release A New Book Release and Voice of Experience: An Interactive, Practical, and Stunning 21st century book on Selling Who must read and practice Eight Key Factors to Score Touchdown in Selling? For everyone who is engaged in the professional selling of a product and service in any sector, including Pharmaceutical Sales, Financial consultants, Stock brokers, Software and hardware sales, and retail sales. Even doctors, lawyers, and politicians are selling their servies. Touchdown can help sell effectively to your customers and clients.Score a Touchdown by Practicing Fundamentals of Selling • Master Product Knowledge • Recognize Customers Needs • Practice Selling Skills • Execute Marketing Plans • Flawless Execution • Sales Mantra • Fifteen Touchdown Platinum Rules

23. Touchdown • Touchdown: • Authored by D N Chadha • List Price: $18.50 • 5.25" x 8" (13.335 x 20.32 cm) Black & White on Cream paper104 pages • ISBN-13: 978-1448612345 (Create Space-Assigned) ISBN-10: 1448612349 BISAC: Business & Economics / General

24. Contact Us • Email: dnchadha786hopk@aol.com • Phone (617) 429-8507 • Web: www.dnchadha.com • Facebook Click Here to view the Facebook page • Twitter http://www.twitter.com/Stellarcloser

25. Q&A