17-selling skills summary
TRANSCRIPT
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By: Dr. Yehia Elboraie
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Attitude
Attitude is the way you look at things
mentally
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Sales Field
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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
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Selling Cycle
Pre-call(objective)
Call
Post callanalysis
Feed back
Data
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Preparation
Setting objective
Prospecting
Pre- Call
Closing
Persentation
Approach
During- Call
Follow- up
Reporting
Analysis
Post- Call
Sales Plan
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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
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Remember
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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
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Your Success Factors
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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
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Skills and Ability X Willing and Hard work =
Success
Sales Success
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“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