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JAHANGIR HAYAT KHAN 11108007MUZZAMIL RANA 11108009

This book is written by 6 most successful sale people in world. this book tell unheard tatistics and selling strategies .

Buying back the sale

(how consumer will buy the commodity again )Its all about the perception,dealing style conformability of consumer with branddemand fullfiment , So brand positioning matter more than anyone's guessHere I will give you example of most intelligent friend of you whenever you hear his name from all of your friends a smile will come on your face this is exact a perception also created in customer mind which will change his buy back decision

Power framing for sales This chapter is about how you will achieve your sales by creating a successful interaction environment with you consumers , by judging customer nature.You have to check Authority wile you interacting with consumer that particular person is right or not (example )Receptionist: "Good morning, how may I help?"Seller : "Hello, I'm jahangir from ABC Print. I have an appointment at 10:30 with mr. muzamil (ceo)Receptionist: "Ok, I'll just inform him that you are here and waiting. STOP stop stop !!! This is going exactly the way all of your presentations have gone. Youneed to ask a very simple question BEFORE she contacts mr .muzamil can I just check that mr. muzamil is the CEO isn't he?"So this is exact a successful way through you can frame the accurate start of presentation See how successfully you have change the frame of sale presentation.

FOCUSING CUSTOMER THOUGHTSThis chapter is about when you are going to make a deal with customer focus on following points:Mind reading : wile interaction with customer you have to analyze his want by his body gesture and by the way of his communication.Manipulating you just have to change the thought of consumer and mold him to think what you want him to think. when you got clue you transaction is going to be risky give him Second suggestion because given alternative is better than cancelation of deal .

Role projection assigning a position to some oneWe remember Our school and university life examples our teachers assign us positions we keep in mind and travels throughout life with us Similarly Sales output depends on role projection. insurance update example customer:" hello Gary I thought I recognized the name, You're only person who didn't use insurance jargon or over inflate the price. so you see how role has been projected to a insurance employee that he is a trustable and very cooperative .. your extreme sale eventsAn Extreme Sales Event is "word of mouth that travels from one prospect to another. This is an event that creates memories and separate you from the competition I'm not talking about a "SALE! SALE! ! I'm talking about using your imagination to produce an event that will create lasting memories for your clientsLike we have example of coke studioFueling sales with value driven sellingFueling sales mean boosting you sale share of market:

In order to maximize sales , your daily sales priorities need to be based on your values. Values are subjective beliefs about what is important to you and that you see as acceptable to others. Some people actually come to believe that their goals are their values. So to achieve your fueling sale you have plant your values that what you want to doSet a action plan Divide main mission on daily basisAppraisal on daily basis

certainty(knowingness) the most undeveloped factorGenerally what happen in our daily business that we do not properly know our customers we gave no importance to certaintyHow we can eliminate uncertainty Asking great questions eliminates all of the post sales doubt and clearly identifies customer motives and creates true opportunity and probability to use. Asking great questions will~ Build trust, confidence, credibility.

Types of question we must ask:Personal questions to warm up the conversational(poltics, religious)Customer service questionsFinancial Past, present ,future