Touchdown
D.N. Chadha
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
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
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
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
Football & Selling
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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).
Football & Selling
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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 Key Factors to Score Touchdown
in Selling
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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
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
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
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.
Master Selling Skills
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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
Sales Mantra
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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
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 Selling Touchdowns
Platinum 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.
15 Selling Touchdowns
Platinum Rules
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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-NChadha/dp/1448612349/Face book: LinkWebsite: dnchadha.com
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.
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 News
http://www.milforddailynews.com/archive/x2114544530/BusinessDigest-for-Saturday-Feb-26-2011#ixzz1JMaitIMW
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.
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
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
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
Touchdown
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Touchdown:
Authored by D N Chadha
List Price: $18.50
5.25" x 8" (13.335 x 20.32 cm)
Black & White on Cream paper
104 pages
• ISBN-13: 978-1448612345 (Create SpaceAssigned)
ISBN-10: 1448612349
BISAC: Business & Economics / General
Contact Us
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Email: dnchadha786hopk@aol.com
Phone (617) 429-8507
Web: www.dnchadha.com
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Q&A