Professional Documents
Culture Documents
PART ONE Seven Characteristics of Top Salespeople ......................................................................1 PAGE TWO Relationship Selling ........................................................................................................2 PART THREE Handling Objections .......................................................................................................4 PART FOUR Closing The Sale .............................................................................................................6 PART FIVE Seven Secrets to Success in Selling ................................................................................8
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1 PART ONE
SEVEN CHARACTERISTICS OF TOP SALESPEOPLE 1. Ambitious being the best 2. Top 20 % of salespeople make : they see themselves as capable of . 80 % of the sales. fears
Courageous
that hold most salespeople back. 3. Committed : they believe in their companies, their
products/services, and their customers. 4. Caring Professional not salespeople. 5. Prepared each sales call. 6. learners Continuous audio programs Responsible : they and take additional read , listen to training . Presidents . : they review every detail before is the critical element in successful selling. : they see themselves as consultants
7.
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3. 4.
relationship
rst.
Because of product/service complexity, the relationship is more important than the product/service. Antidote: New Model of Selling:
5.
6. 7.
Rule:
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b) c) d) 8.
Key differentiator in selling the quality of the that exists between you and your customer. NOTES
trust bond
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4 PART THREE HANDLING OBJECTIONS 1. There are no interest Successful sales have Law of Six sales . twice
2. 3. 4.
as many objections.
5. 6. 7. 8.
requests
the objection; encourage more. ; be patient. have a good reason for saying that.
Do you mind if I ask what it is?" 9. "I understand exactly how you "Others felt "But this is what they found feel the same way." ." ."
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10.
Responding to price objections: a) b) c) d) "Why do you "Why do you "Is "How far price apart price say feel that?" that way?" your only concern?" are we?" is important to you. May I come
11.
12.
13.
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6 PART FOUR CLOSING THE SALE 1. 2. Product/services are Top salespeople in advance. 3. Preparing to ask for the order: a) b) Does this make Do you have any sense questions sold plan , not their
bought closes
that I haven't covered so far? 4. 5. 6. 7. 8. 9. Invitational Close: Alternative Close: Secondary Close: Directive Close: Sharp Angle Close: Authorization Close:
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10.
I Want To Think It Over Close: That's a good This is an important Obviously you have a good think it over; Do you mind if I ask what it is?; Is it the price ? idea ; decision reason ; for wanting to
11.
The most important word in successful selling is the word, ask " ." NOTES
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8 PART FIVE
SEVEN SECRETS TO SUCCESS IN SELLING 1. 2. 3. 4. 5. " Get serious ," make a decision to go all the way to the top. limiting skill people . physical health . " to sales success.
6.
7.
Positive
"The quality of your life will be determined by the depth of your commitment to excellence more than any other factor." Vince Lombardi
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