selling techniques
TRANSCRIPT
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3) Selling techniques
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Qualities needed to be a good salesperson
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Important things to take into account
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Early selling techniques
• Dale Carnegie (1888-1955)
« People rarely succeed unless they have fun in what they are doing »
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AIDA
• Attention• Interest• Desire • Action
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the selling process
• Preparation • Opening the sale• Processing the sale: « CREWSADE »• Comfort, Reliability, Ego, Worth, Self Esteem, Aesthetics,
Durability, Economy
• Sales presentation • Objection handling • Closing the sale
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Some closing techniques
the direct close
The alternate close
The negative close
The emotional close
The assumptive close