Selling skills summary
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This document discusses key aspects of sales and success in sales. It outlines the sales process including pre-call preparation, the call itself, and post-call analysis. It also discusses different salesperson styles and emphasizes the importance of building relationships, satisfying customers, and getting true commitments to achieve sales success. Finally, it notes that success requires skills, ability, and hard work and that one should not give up after facing defeat, as many successful people found their greatest success just after overcoming defeat.
Selling skills summary
- 1. By: Dr. Yehia Elboraie
- 2. Attitude Attitude is the way you look at things mentally
- 4. Your impact Collecting data Convert data to information Planning, Preparation and SMART objectives Call: Opening Dialogue Knowledge Satisfy the customer need Handle objections Negotiation Ask for business, get commitment Follow up Building Rapport Selling Steps
- 6. Preparation Settingobjective Prospecting Pre- Call Closing Persentation Approach During- Call Follow- up Reporting Analysis Post- Call SalesPlan
- 7. LOW RESPONSIVE HIGH RESPONSIVE HIGH ASSERTIVE LOW ASSERTIVE •Supportive •Follower •Easy going (AMIABLE) D C B A 1 2 3 4 ANALYTICAL DRIVER Support Social (DRIVER) •Results oriented •Dominating •Fast decision maker (ANALYTICAL) •Details oriented •Logical •Systematic •Initiative •Enthusiastic •Enjoyable to be around (EXPRESSIVE) ControlTechnical EXPRESIVEAMIABLE
- 8. Remember
- 9. Selling is not telling. Knowledge is power. Planning is a half way to success. Your call is not finished till you get a true commitment. Selling Facts
- 13. In a very basic terms, - The more relationships and satisfied customers you built based on convincing customers about your products and by building rapport, the more potential customers you will have, and the more sales you will make. - So your business's sales process, matched with good product and on time service and promises delivery, will determine your profits and both sales success and your carrier development. Remember to Sell and not to tell Sales Success
- 14. Skills and Ability X Willing and Hard work = Success Sales Success
- 15. “Before success comes in any man’s life, he is sure to meet with much temporary defeat, and, perhaps, some failure. When defeat overtakes a man, the easiest and most logical thing to do is to quit. That is exactly what the majority of men do. More than five hundred of the most successful men this country ( U.S.A) has ever known told the author their greatest success came just one step beyond the point at which defeat had overtaken them.” “Quotes” Do not Give-Up