doctor of selling

GREAT SALES PROCESS

BE A DOCTOR OF SELLINGBy Mohamed Al AbdMarketing Manager

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“Nothing happens until a sales takes place”

Mohamed Al Abd Purity Life

Red Motley

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Is There A Such Thing As A Natural Salesperson??!!


Who Should Be Better QualifiedSeller Or Buyer??!!

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Attitude Versus Aptitude

“The Quality Of Your Thinking Determines The Quality Of Your Life”

80/20 Rule80% Attitude 20% AptitudeMohamed Al Abd Purity Life

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The Major Obstacles Of Sales Success

1)LOW SELF-ESTEEM

2)FEAR OF REJECTION


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Low Self-esteem

Translates into feeling of inferiority, unworthiness, and undeserving.

Overcome:1- Be Authentic2- Say what you mean and mean what you say. Mohamed Al Abd Purity Life

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Fear Of Rejection IT IS an acquired fear. No one is born with it.You can not achieve any success in selling until you

eradicate you fear.Overcome1- Do the thing you fear and the death of fear is certain2- The best way to overcome fear of rejection is to learn to speak on your feet.Mohamed Al Abd Purity Life

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SELF- Image Modification

1. See your self as self-employed

2. Become a strategic thinker in sales

3. Get the job done

4. Be the bestMohamed Al Abd Purity Life

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SELF- Image Modification5- Practice the golden rule of selling:

“sell to others as you like them to sell to you”Golden rule attitudeGolden rule sales professionals try to take care of clients by treating them the way that they would like to be treated Golden rule principlesGolden rule salesperson doesn't help clients because she expects clients to help her. She does it because it's the way she does business.The great harvest lawBeing unselfish enough, helps you to achieve your selfish goals.Mohamed Al Abd Purity Life

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Levels Of SellingI. Commodity

II. Serving the want

III.Enhancing the need

IV.The experience with your business

V. The transformation of customer life styleMohamed Al Abd Purity Life

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THE REALITIES OF TODAY’S SELLING ENVIRONMENT

The secret to selling is never in the selling. Instead, it is always in the continuous act of prospecting

You must position yourself, your organization, and your product correctly in the mind of the buyer

Prospects are busyMohamed Al Abd Purity Life

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To sell successfully, you must be in front of qualified prospect when she is ready to buy, not when you need to make a sale.

Prospects must believe you have something important to offer

Being trusted is more important than being likedMohamed Al Abd Purity Life

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Prospects will buy to solve their problems, not yours

Prospects will try to make your product a commodity

There is less margin for error than ever before


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CUSTOMER TYPES

I. Consumers

II. Wholesalers or retailers

III.Business customer


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Business customer• SHE WANTS ANSWERS OF FOUR QUESTIONS BEFORE COMMITTING TO BUY:1- WHAT IS THE VALUE EQUATION?2- HOW MUCH DO I GET BACK?(ROI)3- HOW SOON DO I GET BACK?(TIME TO PAYBACK)4- HOW SURE CAN I BE THAT I WILL ACTUALLY ENJOY THE BOTTOM-LINE FINANCIAL BENEFITS THAT YOU ARE OFFERING?( RISK MANAGEMENT)YOUR JOB IS TO CONVINCE THE DECISION MAKER THAT YOUR PRODUCT IS “FREE, PLUS A PROFIT”Mohamed Al Abd Purity Life

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DOCTOR OF SELLING


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DOCTOR OF SELLING

• Any doctor follows an established procedure consists of three steps

1. The examination

2. The diagnosis

3. The prescription


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DOCTOR OF SELLING

1- The Examination Just as a doctor would insist upon doing a complete examination

before drawing any conclusion or making any recommendation , you must do the same thing with your prospect.

During the information-gathering process, discipline yourself to hold back form talking about your product or making any recommendation.


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DOCTOR OF SELLING

2- The diagnosis In this stage, you take all information that the customer has

given to you and double-check it with him. You then share with the customer what you believe his real want

or need is, and how it could be satisfied.


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DOCTOR OF SELLING3- The prescription Only after have done a thorough examination, and both discussed

and agreed upon the diagnosis with the customer, do your move to the third phase( prescription)

Recommend your product as the ideal treatment.(solution for customer problem or need)


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IMPACT SYSTEM1) INVESTIGATE2) MEET YOUR PROSPECT3) PROBE4) APPLY YOUR SOLUTION5) CONVINCE6) TIE IT UPMohamed Al Abd Purity Life

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1) INVESTIGATE

• GATHER SUFFICIENT INFORMATION ABOUT YOUR MARKET EX.:1. COMPETITORS2. NUMBER OF POSSIBLE PROSPECTS• GATHER INFORMATION ABOUT YOUR PROSPECTS EX.1. BUFFERS2. USERS3. INTERNAL ADVOCATOR4. DECISION MAKERMohamed Al Abd Purity Life

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1) INVESTIGATE

• GET A FACE-TO-FACE APPOINTMENT WITH QUALIFIED PROSPECT.:

• MAKE A PRE-CALL PLAN.

• POSITION YOURSELF PROPERLY


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2) MEET YOUR PROSPECT• TO SET THE FACE-TO-FACE SALES PROCESS IN MOTION.

• THIS THE INTERACTION THAT LAUNCHES THE SALES PROCESS. IT TAKES ABOUT 20-40 SECONDS

• IT IS CRITICAL TO THE SALES PROCESS


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2) MEET YOUR PROSPECT

Your approach

positive

TrustOpen-

minded

negative

MistrustClosed-minded


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2) MEET YOUR PROSPECT• EXAMPLES OF BAD APPROACHESRESULTS BASED ON STUDY OF 6852 DECISION MAKERS:o UNSOLICITED SMALL TALK(95%)o BENEFIT CLAIM(98%)o PRODUCT REFERENCE(85%)o TIE-DOWN QUESTION(84%)o QUALITY CLAIM(71%)Mohamed Al Abd Purity Life

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2) MEET YOUR PROSPECT

• Best approach is statement of intention followed by primary bonding statement

REMEMBER“If You Can Not Sell Yourself You Will Not Sell Anything”Mohamed Al Abd Purity Life

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3) PROBE• Objective:To have your prospect identify, verbalize, and discuss her needs, wants, and desires.

“Different people buy the same products for different reasons”


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3) PROBE• Types of questions:1- Problem-resolution questions.2- Agitation questions.3- Solution and feeling based questions.4- Feature-benefit questions.5- Yes/No questions. Mohamed Al Abd Purity Life

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4) APPLY YOUR SOLUTION• Objective:To recommend and present your product in a way that clearly matches the solution your prospect is trying to achieve.

“Different people buy the same products for different reasons”


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HANDLING PREMATURE PRICE QUESTION

I. The Delay strategy

II. The Range strategy


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5) CONVINCING

•OBJECTIVE:TO PROVIDE POWERFUL PROOF OF YOUR CLAIMS


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6) TIE IT UP

• Objective:To empower your prospect to buy, solidifying the sale.

“Without securing a commitment, you won’t have sale”


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HANDLING OBJECTION


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BE SMART


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THANK YOU