Definition of Sales
Types Of Sales
What Could be Sold ?
Sales elements
Power of perception
Why do people buy?
Value & Cost
Selling process
Handling objections
Closing, buying signals
Cross & up selling
You can touch & see You can’t touch & see
PRODUCT SERVICE & IDEA
1. Customer
2. Sales person
3. Product / Service / Idea
Desire
Fear
of loss & for gain
Its how the features will satisfy a certain need for the
buyer
Benefits
Preparation
The follow-up
Call
Through:
1. Listening
2. Asking questions
• Patience
• Concentration
• Understanding
• Focus
• Never assume
• When you feel like, you need time to think pause but do
not add “ahh” or “Mmm”
• Ex: you said you left your company 3 years ago, can I
ask you why?
• Ex: if I can save you 10% would you sign with me right
now?
Remember…
Value
=
Benefit - Cost
Why Objections?
• 1st step:
2nd step
• Confirm the objection you heard (if possible)
3rd step:
4th step:
5th step:
Give the Customer a Choice:- E.G. "Do you like the red
color or blue color?" or "Will this be cash or on your
account?"
• Cross / Up Selling
• Listen carefully
• Take notes
• Silence is powerful
• Use POSITIVE LANGUAGE “I am sure” or “I am certain” or “I
know”, Not “maybe”, “perhaps” or “possibly”
• Use closing questions like “wouldn’t you?”, “isn’t it?” and “won’t
you?”