selling and negotiation -brian tracy audio
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this presentation is based on the audio high performance selling by brian tracyTRANSCRIPT
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HIGH PERFORMANCE SELLING
PRESENTED BYMEGHA MALVIYARAHUL BOHRA
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Most valuable thing/asset -‘ Earning Ability’
Most precious resource you have
Ability to earn ‘Money’
‘Time’
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80% of the time must go for creating the customers 20% to keeping the customers
Sales person needs to focus on- 80% on prospecting & presenting 20% on follow up
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Start earlier & stay later Get better with the key tasks
Improve your skills
Must not feel dejected
Be enthusiastic & motivated
Must for a Sales Person
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We need to ask the questions like….. why some customers buy faster than others. why some buy slower & some don’t buy at all.
Every business influences customer behaviour
We can either be influencer or influencee.
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Every customer have
deep sub-conscious needs.
customers are lazy & can be
uninterested.
Buying influence
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1. Reciprocity
or Obligation.
2. Commitmen
t & consistency.
3. Social proof.
4. Liking.5. Authority.
6. Scarcity.
7. Contrast principle.
Buying influence
s or triggers
….
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Selling techniques
Remember all sales
person are unemployed until they sell
Always ask the question where is my next sales
Going to come from & what
am i doing towards it
Begin with a story
Know what makes people
tick
Increase your skills
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Short circuit the decision
process
Find the Trigger
The more you know about the customer
more easy it becomes
Make your own sales
pitch
Ask Questions &
listen
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Different Styles for different people
Identify their needs
Direct Customers
Indirect Customers
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THANK YOU