SlideShare une entreprise Scribd logo
1  sur  73
Télécharger pour lire hors ligne
The Sales Bibleby Jeffrey Gitomer,[object Object],[object Object]
Featured on PersonalMBA.com’sRecommended Reading listPrepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Slideshow put together by: ,[object Object],	Colin Postpost.colin@gmail.comWeb development and e-marketing campaignsImport / export management for US-South AmericaInmersionesingleses en CundinamarcaFreelance writingwww.expat-chronicles.com,[object Object],I hope Gitomer approves. Buy his book.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Why is a salesperson the most important person in the world of business?,[object Object],Nothing happens until someone sells something.,[object Object],*  A sale is always made – either you sell the customer on YES or he sells you on NO.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
The Rules,[object Object],Say it in terms of what the customer wants, needs, and understands … Not in terms of what you’ve got to offer.,[object Object],Gather personal information.,[object Object],Build friendships, a relationship shield that no competitor can pierce.,[object Object],Establish common ground … golf, kids, etc.,[object Object],Have fun and be funny … If you can make your prospects laugh, you can make them buy.,[object Object],Never get caught selling … Don’t sound like a salesperson.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
New Economy Strategies (selected),[object Object],Guard customers with your life.,[object Object],It’s the relationship – not the price.,[object Object],Eliminate anything that isn’t BEST in class.,[object Object],Network more than anyone, ever.,[object Object],Make decisions based on what you want to become.,[object Object],Study attitude – and no whining.,[object Object],Create a real (and perceived) difference between competition.,[object Object],Study creativity – WOW!,[object Object],Learn the joy of rejection.,[object Object],Repeat aloud your goals twice a day.,[object Object],Bet on yourself – Invest in your mental self. ATTITUDE,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Post-It Note your way to success,[object Object],Write down big and small goals on Post-It notes,[object Object],Stick to bathroom mirror,[object Object],You HAVE TO repeat them aloud every time you look at them.,[object Object],Doubles the affirmation,[object Object],    Seeing the note every day makes you think about acting on it every day.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Rules for Sales Success, pt 1,[object Object],Establish a positive attitude – believe in yourself.,[object Object],Set & achieve short- and long-term goals.,[object Object],Learn & execute the fundamentals of sales.,[object Object],Understand customer & his needs – sell to help.,[object Object],Establish long-term relationships.,[object Object],Believe in your product.,[object Object],Qualify the buyer.,[object Object],Be on time and look professional,[object Object],Establish rapport and buyer confidence,[object Object],Use humor,[object Object],Master total knowledge of your product,[object Object],Sell benefits, not features – in customer’s terms.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Rules for Sales Success, pt 2,[object Object],Tell the truth, keep promises.,[object Object],Don’t down the competition.,[object Object],Use testimonials.,[object Object],Listen for buying signals.,[object Object],Anticipate objections – rehearse answers.,[object Object],Get down to real objection, answer it.,[object Object],ASK FOR THE SALE.,[object Object],After asking a closing question, SHUT UP.,[object Object],If no sale, make appointment to return.,[object Object],Follow up, follow up, follow up.,[object Object],Redefine rejection.,[object Object],Harness the power of persistence.,[object Object],Find success formula through numbers,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Sales Success Formula: AHA!,[object Object],				A: Attitude,[object Object],				H: Humor,[object Object],				A: Action,[object Object],Attitude – positive attitude is a daily commitment,[object Object],Humor – makes others look forward to talking to you,[object Object],Action – or nothing happens,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Reasons for Attitude Failure,[object Object],Watching / reading the news every day,[object Object],Saying you’ve had a bad day, all day,[object Object],Saying your job is a drag,[object Object],Getting angry for an hour or more,[object Object],Talking to negative people,[object Object],Blaming others,[object Object],Telling others when something goes wrong,[object Object],Bringing personal problems to work,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
“That guy’s a born salesman.”,[object Object], BULLSHIT!  That is one of the biggest fallacies in sales. Selling is a science. An acquired skill. The salesperson you thought was born to sell painstakingly developed the traits and characteristics to do so, then went about learning and applying the science of selling.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Personal Inventory - ATTITUDE,[object Object],I’ve set my goals in writing.,[object Object],I have good self-discipline.,[object Object],I am self-motivated.,[object Object],I want to be more knowledgeable.,[object Object],I want to build relationships.,[object Object],I am self-confident.,[object Object],I like myself.,[object Object],I love people.,[object Object],I love a challenge, and I love to win.,[object Object],I can accept rejection with a positive attitude.,[object Object],I can handle the details.,[object Object],I am loyal.,[object Object],I am enthusiastic.,[object Object],I am observant and perceptive.,[object Object],I am a good listener.,[object Object],I am a skillful communicator.,[object Object],I am a hard worker.,[object Object],I want to be financially secure.,[object Object],I am persistent.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
How the Customer Wants to be Treated,[object Object],Just give me the facts – no long spiel.,[object Object],Tell me the truth; don’t use the word ‘honestly’.,[object Object],Give me a good reason why this product is perfect for me.,[object Object],Show me proof – stats, testimonials, etc.,[object Object],Tell me about someone in a similar situation as me.,[object Object],Tell me and show me the price is fair.,[object Object],Show me the best way to pay.,[object Object],Reinforce my choice, make me feel confident.,[object Object],Don’t argue with me, even if I’m wrong.,[object Object],Don’t confuse me. The more complicated, the less likely I am to buy.,[object Object],Don’t tell me negative things about anything.,[object Object],Don’t talk down to me.,[object Object],Listen to me when I talk.,[object Object],Make me feel special and make me laugh.,[object Object],Take an interest in what I do, be sincere.,[object Object],Don’t use time-worn sales techniques. Be a friend.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
The Elusive Hot Button,[object Object],Ask questions about status and situation – where he vacationed, where his kid goes to college, how business is performing.,[object Object],Ask questions about issues of pride – biggest success, biggest goal.,[object Object],Ask questions about personal interests – hobbies, free time, sports.,[object Object],Ask what he’d do if he didn’t have to work.,[object Object],Ask goal-related questions – career, company, etc.,[object Object],Look at everything in the office for something outstanding. Awards, pictures, etc.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Listening for the Hot Button,[object Object],Listen to the 1st thing said or alluded to – it’s foremost in his mind.,[object Object],Listen for the tone of 1st responses – depicts urgency or importance.,[object Object],Listen for immediate, emphatic responses. Knee-jerk reactions are hot subjects.,[object Object],Listen for a long, drawn-out explanation or story – if told in detail, it’s hot.,[object Object],Listen to repeated statements – repetition indicates it’s at the front of the mind.,[object Object],Look for emotional responses.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Push the Hot Button,[object Object],Ask questions about importance or significance – How will that impact you?,[object Object],Ask questions about the area you think is hot – take notes on what has generated heat.,[object Object],Ask questions in a subtle way – offer solutions for the hot button.,[object Object],Don’t be afraid to bring up the hot button throughout the presentation.,[object Object],Use “If I (offer solution) …, would you (commit / buy) … ?” – hit the hot button with solution.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Hot Button Caution,[object Object],The hot button is sometimes a very sensitive issue.,[object Object],The hot button is elusive – the hot button, as a bridge to the sale, is a prize you can win if you listen with care.,[object Object],The hot button is an elevator – it goes all the way to the top floor (the sale) only if you push the button.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
   The old business adage: “All things being equal, people want to do business with their friends. And all things NOT being so equal, people STILL want to do business with their friends.”,[object Object],People don’t like to be sold – but they love to buy.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Your best new prospects are your present customers.,[object Object],Ideas to boost business from current customers:,[object Object],Sell them something new – immersions.,[object Object],Sell them an upgrade or enhancement.,[object Object],Sell them more of the same in a different place.,[object Object],Sell them additional products and services.,[object Object],Get your customers to meet you for lunch.,[object Object],Get them to give you one referral a month.,[object Object],Give them one referral a month.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Easiest way to sell: Top-Down Selling,[object Object],4-Step Plan to contact and score a CEO appointment,[object Object],Get ready for your one shot:,[object Object],Have a written game plan,[object Object],Be totally prepared w/ pitch, concept, samples,[object Object],Identify leader by name and get as much info as possible,[object Object],Use the right tactics:,[object Object],Ask for help, get secretary’s name and use it,[object Object],Polite but firm, professional, and persistent,[object Object],Get all personal info possible,[object Object],When you get him on the phone, shoot quickly:,[object Object],Have your opening line ready and get to the point,[object Object],Make it COMPELLING, ask for no more than 5 minutes,[object Object],Have five (5) comebacks ready if you’re rebuffed,[object Object],Make your 5-minute meeting the best ever:,[object Object],Have a proposal in writing ready,[object Object],Have notes on everything you want to cover,[object Object],Have a list of anticipated questions and answers,[object Object],Have samples and something to demonstrate,[object Object],Have credibility builders,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
“If you can get the prospect to laugh, you can get him to buy.”,[object Object],Humor is one of the most important communication strengths needed to master in the selling process.,[object Object],Nothing builds rapport faster than humor.,[object Object],When you’re on sales calls and prospects tell you no, start thanking them. Tell them that by saying no, they’re helping you get one step closer to yes. Tell them how much you appreciate it. Tell them it takes you five no’s to get one yes and you still need three more no’s. Ask them if they know anyone else who might not be interested, so that you can get the three more no’s before someone says yes.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
The WOW Factor,[object Object],The WOW factor is what separates you from everyone.,[object Object],If you don’t WOW ‘em, it’s likely you won’t sell ‘em.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
10 Components of WOW,[object Object],Be totally persistent – “No” is a challenge,[object Object],Be totally knowledgeable about prospect,[object Object],Be totally prepared – presentation, tools, etc.,[object Object],Be 10 minutes early,[object Object],Be totally professional – clothing, cards, etc.,[object Object],Get to the point quickly – 5 minutes, then listen,[object Object],Totally separate yourself from the competition,[object Object],Be totally confident in speaking and acting,[object Object],Don’t be afraid to use sales tactics – get tie-downs, approvals, commitments, next steps.,[object Object],Be WOW yourself – positive, polished, enthusiastic.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Separate Yourself / Be Memorable,[object Object],How memorable are you?,[object Object],Do something that says, “I took the time to get to know you AND I’m acknowledging my appreciation for your business.”,[object Object],Spend money on business cards, differentiate them.,[object Object],No Gmail email addresses. Invest in a website.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Questioning: The Most Important Skill,[object Object],The proper questions will make the prospect tell you everything you need to sell him or her.,[object Object],The most effective sales call is 25% questioning / talking and 75% listening.,[object Object],Questions are to sales as breath is to life.,[object Object],Do you have 10 or 12 different closing questions written down to rehearse and use as the occasion arises?,[object Object],(If not, make a list now),[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Types / Styles of Good Sales Questions,[object Object],Ask questions that:,[object Object],Require productive thinking that puts prospect on the path toward your product / service,[object Object],Force the prospect to evaluate new information / concepts,[object Object],Make you seem more knowledgeable than competitors (separate yourself),[object Object],Make them share things they are proud of,[object Object],Provide a tie-down answer that move closer to the close (don’t you, isn’t it, shouldn’t you),[object Object],Relate directly to the prospect’s business / situation / objectives,[object Object],Draw information about how product / service will be used / expectations,[object Object],Create an atmosphere positive and conducive to sale,[object Object],CLOSE!,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
3-Stage Question Set-Up,[object Object],Make an inarguable factual statement.,[object Object],Make a personal observation that reflects your experience and establishes credibility.,[object Object],Ask an open-ended question that incorporates the 1st two stages.,[object Object],Example: (1) You know, Mr. Jones, sales staffs rarely meet the sales goals and quotas set for them by their boss or manager. (2) My experience has shown me that when there is a lack of training there is often poor staff attitude and an absence of goal-setting and goal-achievement skills. Interestingly the staff tends to blame their inability to sell on other things and other people rather than take the responsibility themselves. (Now, and only now, is it time to drop the question): (3) How are you ensuring that your sales reps meet their goals and maintain a positive attitude?,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Close a Sale in 5 Questions,[object Object],Identify the prospect’s real needs and harmonize with his concerns.,[object Object],Sequence Template:,[object Object],How do you choose your products? - [Power Question lead-in],[object Object],How do you define [feature]?,[object Object],What makes [feature] important to you?,[object Object],- Key here is to find out what is important and why,[object Object],If I [deliver on feature], would you [commit]?,[object Object],When can we begin / when is your next project?,[object Object],- Key is to pin prospect down on date, time, or quantity to start doing business.  Pin him down.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Power Question Lead-Ins,[object Object],What do you look for … ?,[object Object],What have you found … ?,[object Object],How do you propose … ?,[object Object],What has been your experience … ?,[object Object],How have you successfully used … ?,[object Object],How do you determine … ?,[object Object],Why is that a deciding factor … ?,[object Object],What makes you choose … ?,[object Object],What do you like about … ?,[object Object],What is one thing you would improve … ?,[object Object],What would you change about … ?,[object Object],NOT ‘What don’t you like about … ?’,[object Object],Are there other factors … ?,[object Object],What does your competitor do about … ?,[object Object],How do your customers react to … ?,[object Object],Make list of 15 – 25 questions that uncover needs. Then make a list of 15 – 25 more questions that create prospect commitment.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Power Statements,[object Object],“Power statements make your product or service outstanding, credible, understandable, and buyable.”,[object Object],Power statements:,[object Object],Are nontraditional,[object Object],Use an energetic group of words,[object Object],Persuade and motivate to ACT,[object Object],Relates product in terms of benefits to prospect,[object Object],Give a reason to buy,[object Object],Are memorable opening lines,[object Object],Generate interest and get appointments,[object Object],Create Power Statements for your brand. See examples on pages 90 – 92,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
30-second Personal Commercial,[object Object],States who you are,[object Object],States who your company is,[object Object],Creatively tells what you do,[object Object],Asks one or a series of Power Questions,[object Object],Makes a Power Statement that shows how you help others,[object Object],Ends with why the prospect should act now,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Personal Commercial Delivery Rules,[object Object],Be brief and to the point: 30 – 60 sec.,[object Object],Be remembered – stay in the prospect’s mind.,[object Object],Be prepared – rehearsed, practiced and polished.,[object Object],Have Power Questions and Statements ready.,[object Object],Get needed info by probing first.,[object Object],Show how you solve problems in customer’s terms.,[object Object],Pin the prospect down to the next action.,[object Object],Have fun and move on.,[object Object],IMPORTANT: Don’t say any words that aren’t integral to your commercial, or not in customer’s terms.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Rules for Handling Referrals,[object Object],Go slow – don’t appear anxious.,[object Object],Arrange a 3-way meeting – having the referrer present inspires trust.,[object Object],You don’t have to sell at 1st meeting – the less selling you do in this situation, the more credible you appear.,[object Object],Don’t send too much info via mail / email.,[object Object],Follow up with a personal note within 24 hours.,[object Object],Write your customer / referrer a note of thanks.,[object Object],Overdeliver,[object Object],The referral is the easiest prospect in the world to sell … Professionals who get 100% of their business from referrals aren’t capable of making sales calls and rely on the fall-in-your-lap method of selling.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
On Cold-Calling,[object Object],Do they listen to your pitch with a friendly ear, or pitch you out on your rear?,[object Object],Are you a sales professional or a professional visitor?,[object Object],If you can’t open, you can’t close.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Getting the Decision Maker,[object Object],The key to getting the decision-maker in cold calls is to make an indirect and nonassertive request for information only.,[object Object],Ask double-confirming questions, “So you’re the person who decides on computers?”,[object Object],Be gentle but persistent until you get the name.,[object Object],“Hi, my name is [1st name only] and I was wondering if you could help me. [Everyone wants to help.] I want to leave some information about [my product/service]. Who decides on that type of thing?”,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Opening is as Important as Closing,[object Object],Your delivery, sincerity, and creativity set the tone for the rest of the conversation.,[object Object],The faster you get to the point, the better.,[object Object],Opening lines on a face-to-face cold call:,[object Object],Can you help me? ,[object Object],“by far the most effective way to begin a conversation”,[object Object],I’d like to leave (or mail) a brochure about (type of product/service). Who should I leave it for?,[object Object],I’d like to leave some information for the person who decides about (product/service). Who would that be?,[object Object],“bit more pushy, but actually seems to work better”,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
The Cold Call is fun if you think it is,[object Object],Be exceptionally well-prepared.,[object Object],Don’t apologize for anything – never say “I’m sorry to interrupt”,[object Object],How you deliver your 1st line determines your success.,[object Object],Don’t pay attention to reluctance or fear.,[object Object],Not everyone you call is a sale. Be prepared for rejection.,[object Object],Learn from those who tell you no – find out what caused them to not be interested.,[object Object],Practice, practice, practice.,[object Object],HAVE FUN!,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Power Questions (again),[object Object],Power Questions:,[object Object],Make the prospect think.,[object Object],Let the prospect know you understand his or her business.,[object Object],Make a prospect answer in a way that reveals info that leads to qualification, appointment, or sale.,[object Object],Are OPEN-ENDED questions.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Power Statements (again),[object Object],Power Statements:,[object Object],Make a prospect think.,[object Object],Build your credibility.,[object Object],Are nontraditional (non-boring) statements that describe what you do and how you do it.,[object Object],State what you do in terms of what your prospect needs.,[object Object],Is MEMORABLE.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Cold-Calling Guidelines,[object Object],Opening lines / impressions are important:  be smooth and sincere.,[object Object],After the opener, make the prospect think with Power Questions & Statements.,[object Object],Get to the point FAST.,[object Object],If asked for a price, give it immediately.,[object Object],Determine needs.,[object Object],Be prepared for resistance.,[object Object],They’ll buy to solve a business problem or satisfy a need.,[object Object],Focus on negative prevention – get them to share dissatisfactions & discontent.,[object Object],Gain buyer confidence: testimonials, references, etc.,[object Object],Attitude, humor, action, and persistence will whip fears.,[object Object],Set goals: calls / day, appointments / day, etc.,[object Object],Visualize it happening; seeing is believing.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Checklist for establishing buyer confidence,[object Object],Was I on time?,[object Object],Was I prepared and organized?,[object Object],Could I answer all product questions?,[object Object],Did I make excuses or blame others?,[object Object],Was I apologizing?,[object Object],Did the prospect ask questions about my company?,[object Object],Did the prospect ask doubting questions about my product?,[object Object],Did the prospect ask doubting questions about me?,[object Object],Did I name drop other happy, loyal customers effectively?,[object Object],Did I feel as though I were on the defensive?,[object Object],Could I overcome all objections confidently?,[object Object],Did I down the competition?,[object Object],Was my prospect uninvolved in the presentation?,[object Object],Was I too anxious to make the sale?,[object Object],When the prospect says “NO,” it’s most likely a vote of “no confidence.”,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Establishing Buyer Confidence,[object Object],Be completely prepared.,[object Object],Involve prospects early in presentation.,[object Object],Have something in writing.,[object Object],Tell a story of how you helped another customer.,[object Object],Use a referral source if possible.,[object Object],Drop names of larger customers or the buyer’s competitors. (be careful w/ this though),[object Object],Have a printed list of satisfied customers.,[object Object],Have a notebook of testimonials.,[object Object],Don’t bombard the prospect.,[object Object],Emphasize service after the sale.,[object Object],Emphasize long-term relationships.,[object Object],Sell to help, not for commissions.,[object Object],Ask the right questions.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Group Sales,[object Object],Dramatically different than one-on-one,[object Object],Introduce yourself to everyone and learn their names.,[object Object],Get info about the group in advance.,[object Object],Find the power person, and the problem person.,[object Object],Uncover all objections by asking questions early.,[object Object],Anticipate objections and answer them in presentation.,[object Object],Get interaction early, and get someone in favor to talk early and often.,[object Object],Address numbers for analytical types.,[object Object],Win the group emotionally.,[object Object],Give good handouts that are clear, concise, and clean.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Top 10 Stalls / White Lies / Untrue Objections,[object Object],I want to think about it.,[object Object],We’ve spent our budget.,[object Object],I have to talk it over with [fill in blank].,[object Object],I need to sleep on it.,[object Object],I never purchase on impulse / I need to let it sink in.,[object Object],I’m not ready to buy yet.,[object Object],Get back to me in [enter #] days, months, etc. We’ll be ready then.,[object Object],Quality is not important to me.,[object Object],Business is slow right now.,[object Object],Our ad agency handles that.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Real Objections,[object Object],Doesn’t have the money or is too cheap.,[object Object],Can’t get credit.,[object Object],Can’t decide on his / her own.,[object Object],Doesn’t have authority to spend over budget.,[object Object],Thinks or knows he can get a better deal elsewhere.,[object Object],Has something else in mind but won’t tell you.,[object Object],Has a friend, connection, etc. in the business.,[object Object],Doesn’t want to change vendors.,[object Object],Wants to shop around.,[object Object],Too busy with other more important things.,[object Object],Doesn’t need (or thinks he doesn’t need) your product now.,[object Object],Thinks (or knows) your price is too high.,[object Object],Doesn’t like or have confidence in your product.,[object Object],Doesn’t like, trust or have confidence in you our your company.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Qualifying Objections is just as important as Overcoming them,[object Object],Listen carefully to objection and determine if it’s a stall. ,[object Object],Qualify it as the only true objection – question it.,[object Object],Confirm it again – “If not for __, you’d buy?”,[object Object],Qualify objection to set up close: “So if I can [satisfy objection somehow], would that make me a candidate?”,[object Object],Answer objection so it completely resolves issue.,[object Object],Ask a closing question, or assume it.,[object Object],Confirm answer and sale.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Objection Prevention,[object Object],Identify all possible objections and write them down.,[object Object],Script responses with closing questions.,[object Object],Develop sales tools to support responses.,[object Object],Rehearse scripts in role-play, and tweak scripts.,[object Object],Try them on customers.,[object Object],Make final revisions and document in master file.,[object Object],Meet regularly as a group to discuss revisions.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Overcoming “I want to think about it.”,[object Object],“Thinking it over” is a stall, not a true objection.,[object Object],“Is there anyone else you need to think it over with?”,[object Object],“Why don’t we think it over together so I can answer your questions? What was the main thing you wanted to think about?”,[object Object],- This should begin to get the real objection.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Overcoming “We spent our budget.”,[object Object],Only a real objection about half the time.,[object Object],Sometimes you can find another budget category or have a higher boss make an exception.,[object Object],Key is to qualify objection by:,[object Object],Offering deferred payment options,[object Object],Ask to modify budget to include product that solves prospect’s problem,[object Object],Ask to set up a meeting with the authority to exceed budget.,[object Object],“If budget wasn’t used, would you buy? … When is the next budget meeting? … What type of proposal should I submit? … Date due? Sample proposal? Letter of endorsement?”,[object Object],Key is to qualify that the prospect wants your product.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Overcoming “I need to check other suppliers”,[object Object],Probably not the true objection,[object Object],Your objective is to position prospect in a way to buy today OR state the true objection,[object Object],“Can you tell me what you’ll be comparing?”,[object Object],Have competition details prepared (anticipated objections w/ materials),[object Object],Or do comparison on your time,[object Object],Tell prospect you’ll file a written comparison, and whoever wins, wins.,[object Object],“Do you want to go ahead and sign up now or wait until the comparison is over?”,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Overcoming “The price is too high.”,[object Object],You must determine what prospect really means:,[object Object],I can’t afford it.,[object Object],I can buy it cheaper elsewhere.,[object Object],I don’t want to buy from you or your company.,[object Object],I’m not convinced.,[object Object],Prove affordability: “price is less than what you’ll lose on current course”,[object Object],Challenge: “What can you afford?”,[object Object],Get a feel for the difference: “By how much is it too high?”,[object Object],Talk about value and tomorrow: pennies per day over lifetime value.,[object Object],*   If price is true objection,  you must creatively find way to change terms, offer discount, offer credit, compare price to cost, etc.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Overcoming “I’m satisfied with present source.”,[object Object],Realize they’re saying the present source is the best they’ve been able to find.,[object Object],Find out how relationship began.,[object Object],Ask 2 open-ended questions:,[object Object],What do you like most about current vendor?,[object Object],What would you change if you could?,[object Object],Stress your own long-term relationships and willingness to slowly prove your performance.,[object Object],Go for a sample or trial order.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Overcoming “I need home office approval.”,[object Object],This is a lie more than half of the time it’s used.,[object Object],Ask pointed questions about approval process,[object Object],“How long?” “Does 1 person decide, or committee?”,[object Object],Challenge the prospect: “Can I contact decision maker? That way I can answer any questions.”,[object Object],If you don’t believe, go back to questioning to reveal true objection.,[object Object],“If you didn’t need approval, would you buy?”,[object Object],Prevent this objection by qualifying the buyer.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Overcoming “I have to talk this over w/ …”,[object Object],Realize you didn’t QUALIFY the BUYER!,[object Object],Four action steps for this objection:,[object Object],Get prospect’s personal approval.,[object Object],Price OK? Service OK? Product OK? I’m OK?,[object Object],You want the product/service?,[object Object],Get on the prospect’s team.,[object Object],What do WE have to do? When can WE meet them?,[object Object],Tell me about the other(s).,[object Object],Arrange a meeting with all decision-makers.,[object Object],Make entire presentation again.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Overcoming “Call me back in 6 months.”,[object Object],This is ALWAYS a stall because:,[object Object],You haven’t established rapport, buyer confidence, need, value, trust, desire, or urgency to buy today.,[object Object],The real reason may be the prospect:,[object Object],Isn’t the true decider,[object Object],Doesn’t have the money,[object Object],Doesn’t like you, your company, or your product,[object Object],Thinks your price is too high,[object Object],Has a friend in the business to buy from,[object Object],Ask the prospect:,[object Object],What will be different in 6 months?,[object Object],Why do you want me to come back in 6 months?,[object Object],What’s preventing you from taking action today?,[object Object],ARE YOU REALLY SAYING NO?,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
“Call me back in 6 months,” cont’d.,[object Object],“Do you see yourself buying in 6 months?”,[object Object],“How will the decision be made?”,[object Object],“Could you purchase now and pay in 6 months?”,[object Object],Show value earned back over 6 months.,[object Object],Show delay will cost more than paying now.,[object Object],Ask if he’s looked at the cost of delay.,[object Object],* The stall is due to your not having uncovered the true desire, need, or objection.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Closing,[object Object],The close is a delicate balance between your words and actions and the prospect’s thoughts and perceptions.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Signals the Prospect is Ready to Buy,[object Object],Questions about availability, time, or delivery,[object Object],Questions about rates, price, affordability, or any questions about money,[object Object],Positive questions about your business or company,[object Object],Wanting something repeated,[object Object],Statements about problems with previous vendors,[object Object],Questions about features and options, or quality,[object Object],Questions about guarantee or warranty,[object Object],Questions about qualifications,[object Object],Specific product/service questions,[object Object],Questions to confirm unstated decisions, seeking support,[object Object],Wanting to see a sample or demo again,[object Object],Asking about satisfied customers or references,[object Object],Buying noises: “I didn’t know that,” “Oh really?”, etc.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
	Recognizing buying signals is critical to your success as a salesperson. You will go past the sale if you fail to recognize them.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Avoid 2 Words: “Yes” and “No”,[object Object],When a prospect asks a question, it is often a buying signal. Your sales skills are called upon in how you respond. ,[object Object],Use the prospect’s question to confirm the sale with a follow-up question:,[object Object],Do you have this model? – “Is this the model you want?”,[object Object],Are these in stock? – “Do you need immediate delivery?”,[object Object],Or answer directly while posing a closing question immediately:,[object Object],Do you have references? – “Here’s the list. If our references are satisfactory, when would we be able to get our first assignment?”,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Closing on Buying Signals,[object Object],Recognizing a buying signal is the sales discipline.,[object Object],Being able to construct a response question (much more difficult) requires creativity and practice.,[object Object],Delivering the response soft and smooth is the mark of the master professional salesperson, and usually the one who makes the sale.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
How to ask a closing question,[object Object],Closing = asking a question, the answer to which confirms the sale.,[object Object],Formulate your closing question in a way that responds to the prospect’s main need or desire.,[object Object],Let the buyer decide, but don’t give ‘no’ as one of the choices.,[object Object],Ask for the sale in a sincere, friendly manner. Don’t push or use high pressure.,[object Object],After asking a closing question, SHUT UP!,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Examples of Closing Questions,[object Object],Would you like these T-shirts in light or dark colors?,[object Object],How many shirts do you want in the darker color you said you liked?,[object Object],Would you like delivery before or after the first of next month?,[object Object],When did you want these delivered?,[object Object],Are you paying by check or credit card?,[object Object],* Self-confidence is important. The buyer will buy if you believe he will.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Puppy Dog Close: Type 1,[object Object],The easiest way to sell a puppy is to let the owner take it home for the night “to see how they like it.” Examples:,[object Object],Test drive the car,[object Object],30-day trial membership,[object Object],1st issue is free,[object Object],*  Ownership before the sale breaks down resistance to the point of acceptance.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Puppy Dog Close: Type 2,[object Object],“If you chase the world, it runs from you. If you run from the world, it chases you.” – HariDass,[object Object],Often we are so eager to sell, we don’t give the prospect enough room to buy.,[object Object],The negative sale: stock salesman says “I believe all the shares are spoken for, but I’ll give my presentation and if anyone cancels then I’ll give you a call.” Unethical? Yes.,[object Object],The “Can you qualify?” sale: Instead of pushing prospects to buy, challenge them to qualify to buy.,[object Object],Type 2 sales were instrumental to the success of Bernie Madoff’s $50 billion Ponzi scheme,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Persistence,[object Object],Persistence, with the right attitude, is the key to success.,[object Object],If you believe in your product, and in yourself, then you march to success.,[object Object],Only you can stop you.,[object Object],Your persistence must be as relentless as the tides.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
No follow-up system? No sale!,[object Object],98% of sales are not made on the 1st call, so you must have an organized method of following up if you want to make the sale. Your options:,[object Object],ACT Database – all the bells and whistles,[object Object],PDA,[object Object],Card scanner – well worth the money over card file,[object Object],3x5 or 5x8 card file – good if many follow-ups are needed,[object Object],Day-Timer / planner – must be used in conjunction with something else,[object Object],Yellow pad – not a good system.,[object Object],Scraps of paper – guaranteed to lose sales and your career.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Vital Sales Tools in Follow-Up,[object Object],Personal note w/ company name and logo,[object Object],Testimonials – you’re not more persuasive than 3rd party endorsements,[object Object],Mutual friend endorsement – incredibly powerful,[object Object],Support articles – better if about prospect’s business, best if about personal interests,[object Object],Video supporting product/service,[object Object],Meeting at networking events,[object Object],Invitation to facility,[object Object],Lunch invitation,[object Object],After-work meetings,[object Object],Tickets: sports, concerts, etc. (Don’t give them away, go with!),[object Object],Letters and faxes,[object Object],Telephone calls,[object Object],Sales tools build sales … if you use them,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Most sales made after the 7th “NO”,[object Object],You better have what it takes to persevere through the follow-up process for 5 – 10 exposures and not quit (or take a job with a salary).,[object Object],Follow-up guidelines:,[object Object],Know prospect’s hot buttons,[object Object],Present new information relative to the sale,[object Object],Be creative in your style and presentation manner,[object Object],Be sincere in your desire to help, money comes second,[object Object],Be direct in communication; beating around the bush is annoying,[object Object],Be friendly; people like to buy from friends,[object Object],Use humor. If you can make him laugh, you can make him buy.,[object Object],When in doubt, sell benefits,[object Object],Don’t be afraid to ask for the sale. Often.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Commit Yourself!,[object Object],Maintain a positive attitude.,[object Object],Set goals and commit to achieving them.,[object Object],Dedicate yourself to master the science of selling.,[object Object],Design a networking plan and implement it.,[object Object],Be a leader.,[object Object],Get involved in your community.,[object Object],Know your prospect and your prospect’s business before you make the sales call.,[object Object],Be memorable in all you do.,[object Object],Help others.,[object Object],Stay focused and look for opportunity.,[object Object],Establish long-term relationships with everyone.,[object Object],Have fun!,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Listening Lessons,[object Object],2 biggest impediments to listening are:,[object Object],You have an opinion before you begin listening,[object Object],You have made up your mind before you begin listening, or before you hear the full story,[object Object],2 important rules of listening, in this order:,[object Object],First, listen with the intent to understand,[object Object],Second, listen with the intent to respond,[object Object],Think about the way you listen right now:,[object Object],Are you doing something else when someone is speaking?,[object Object],Do you have your mind on something else when someone is speaking?,[object Object],So you fake listening so you can get in your comments?,[object Object],Are you waiting for a pause to get in your response, because you already know the answer?,[object Object],At some point you stop listening. When does that occur?,[object Object],After you have formulated your response,[object Object],After you have been turned off by the speaker,[object Object],When you decide to interrupt someone to say something,[object Object],When the person speaking isn’t saying anything you want to hear,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]
Guidelines for Effective Listening,[object Object],Don’t interrupt.,[object Object],Ask questions. Concentrate on answers, not thoughts.,[object Object],Listen without prejudging.,[object Object],Use eye contact and listening noises.,[object Object],Don’t jump to the answer before you hear the ENTIRE situation.,[object Object],Listen for purpose, details, and conclusions.,[object Object],Active listening involves interpreting. Interpret quietly or take notes.,[object Object],Listen also to what is not said. Implied is often more important than spoken. HINT: tone.,[object Object],Think between sentences and during quiet times.,[object Object],Digest what is said (and not said) before engaging your mouth.,[object Object],Ask questions to be sure you understood what was said or meant.,[object Object],Ask questions to be sure the speaker said all he or she wanted to say.,[object Object],Demonstrate you’re listening by taking action.,[object Object],Prepared by Colin Post - see my blog at www.expat-chronicles.com,[object Object]

Contenu connexe

Tendances

Chapter 8 handling objections sp12
Chapter 8 handling objections sp12Chapter 8 handling objections sp12
Chapter 8 handling objections sp12alexishoey
 
Sales Training - Sales Coaching
Sales Training - Sales CoachingSales Training - Sales Coaching
Sales Training - Sales CoachingCharlie Anderson
 
Sales Objections
Sales ObjectionsSales Objections
Sales ObjectionsAkash Shah
 
Advanced Professional Selling Skills
Advanced Professional Selling SkillsAdvanced Professional Selling Skills
Advanced Professional Selling SkillsTom Shay
 
The art of selling by Zig Ziglar
The art of selling by Zig ZiglarThe art of selling by Zig Ziglar
The art of selling by Zig ZiglarVarun Nigam
 
20 Best Sales Objections Handling Techniques - Slides
20 Best Sales Objections Handling Techniques - Slides20 Best Sales Objections Handling Techniques - Slides
20 Best Sales Objections Handling Techniques - SlidesAndriy Popov
 
Consultative Sales Skills-Presented by Jeffrey Mesquita
Consultative Sales Skills-Presented by Jeffrey MesquitaConsultative Sales Skills-Presented by Jeffrey Mesquita
Consultative Sales Skills-Presented by Jeffrey MesquitaSCORE Atlanta
 
Closing: A Natural Step in the Sales Process
Closing: A Natural Step in the Sales ProcessClosing: A Natural Step in the Sales Process
Closing: A Natural Step in the Sales ProcessBob Hafer
 
Relationship Selling Presentation
Relationship Selling PresentationRelationship Selling Presentation
Relationship Selling PresentationSilicon Halton
 
How to Handle Sales Objections in 5 Steps
How to Handle Sales Objections in 5 StepsHow to Handle Sales Objections in 5 Steps
How to Handle Sales Objections in 5 StepsCriteria for Success
 
Effective selling techniques
Effective selling techniquesEffective selling techniques
Effective selling techniquesweetong
 
Tips and Techniques for Closing the Sales
Tips and Techniques for Closing the SalesTips and Techniques for Closing the Sales
Tips and Techniques for Closing the SalesRobin Singh Gill
 
Selling Skills
Selling SkillsSelling Skills
Selling SkillsRavi Reddy
 

Tendances (20)

Chapter 8 handling objections sp12
Chapter 8 handling objections sp12Chapter 8 handling objections sp12
Chapter 8 handling objections sp12
 
Improving Your Selling Skills
Improving Your Selling SkillsImproving Your Selling Skills
Improving Your Selling Skills
 
Sales Training - Sales Coaching
Sales Training - Sales CoachingSales Training - Sales Coaching
Sales Training - Sales Coaching
 
Sales Objections
Sales ObjectionsSales Objections
Sales Objections
 
Selling techniques
Selling techniquesSelling techniques
Selling techniques
 
Selling skills
Selling skillsSelling skills
Selling skills
 
Advanced Professional Selling Skills
Advanced Professional Selling SkillsAdvanced Professional Selling Skills
Advanced Professional Selling Skills
 
The art of selling by Zig Ziglar
The art of selling by Zig ZiglarThe art of selling by Zig Ziglar
The art of selling by Zig Ziglar
 
20 Best Sales Objections Handling Techniques - Slides
20 Best Sales Objections Handling Techniques - Slides20 Best Sales Objections Handling Techniques - Slides
20 Best Sales Objections Handling Techniques - Slides
 
Consultative Sales Skills-Presented by Jeffrey Mesquita
Consultative Sales Skills-Presented by Jeffrey MesquitaConsultative Sales Skills-Presented by Jeffrey Mesquita
Consultative Sales Skills-Presented by Jeffrey Mesquita
 
Selling Techniques
Selling TechniquesSelling Techniques
Selling Techniques
 
Closing: A Natural Step in the Sales Process
Closing: A Natural Step in the Sales ProcessClosing: A Natural Step in the Sales Process
Closing: A Natural Step in the Sales Process
 
Objection handling
Objection handlingObjection handling
Objection handling
 
Relationship Selling Presentation
Relationship Selling PresentationRelationship Selling Presentation
Relationship Selling Presentation
 
How to Handle Sales Objections in 5 Steps
How to Handle Sales Objections in 5 StepsHow to Handle Sales Objections in 5 Steps
How to Handle Sales Objections in 5 Steps
 
Effective selling techniques
Effective selling techniquesEffective selling techniques
Effective selling techniques
 
Tips and Techniques for Closing the Sales
Tips and Techniques for Closing the SalesTips and Techniques for Closing the Sales
Tips and Techniques for Closing the Sales
 
Awesome Sales Closing Techniques
Awesome Sales Closing Techniques Awesome Sales Closing Techniques
Awesome Sales Closing Techniques
 
Selling Skills
Selling SkillsSelling Skills
Selling Skills
 
Handling objection
Handling objectionHandling objection
Handling objection
 

En vedette

Basic sales training 2013
Basic sales training 2013Basic sales training 2013
Basic sales training 2013Jasmin Pesayco
 
ERRP=Addendum to resettlement action plan - package - 2 & 3
ERRP=Addendum to resettlement action plan - package - 2 & 3ERRP=Addendum to resettlement action plan - package - 2 & 3
ERRP=Addendum to resettlement action plan - package - 2 & 3zubeditufail
 
Frederick County Office of Economic Development 2015 Annual Report
Frederick County Office of Economic Development 2015 Annual ReportFrederick County Office of Economic Development 2015 Annual Report
Frederick County Office of Economic Development 2015 Annual ReportSandy Wagerman
 
GFS Chemicals Introduction
GFS Chemicals IntroductionGFS Chemicals Introduction
GFS Chemicals IntroductionGFS Chemicals
 
GTRI Splunk Overview - Splunk Tech Day
GTRI Splunk Overview - Splunk Tech DayGTRI Splunk Overview - Splunk Tech Day
GTRI Splunk Overview - Splunk Tech DayZivaro Inc
 
World Wide Technology Tec37 Webinar - Deploy and Manage Windows 10 at Scale v1
World Wide Technology Tec37 Webinar -  Deploy and Manage Windows 10 at Scale v1World Wide Technology Tec37 Webinar -  Deploy and Manage Windows 10 at Scale v1
World Wide Technology Tec37 Webinar - Deploy and Manage Windows 10 at Scale v1World Wide Technology
 
reliance steel & aluminum 2006_AnnualReport
reliance steel & aluminum  2006_AnnualReportreliance steel & aluminum  2006_AnnualReport
reliance steel & aluminum 2006_AnnualReportfinance32
 
Odroid Magazine March 2014
Odroid Magazine March 2014Odroid Magazine March 2014
Odroid Magazine March 2014Nanik Tolaram
 
nextcomputing-radius-edge
nextcomputing-radius-edgenextcomputing-radius-edge
nextcomputing-radius-edgeTommy Labadini
 
McLister, John- Resume Updated_03.16-2
McLister, John- Resume Updated_03.16-2McLister, John- Resume Updated_03.16-2
McLister, John- Resume Updated_03.16-2John McLister
 
People as sensors - mining social media for meaningful information
People as sensors - mining social media for meaningful informationPeople as sensors - mining social media for meaningful information
People as sensors - mining social media for meaningful informationTom Raftery
 
Red Hat JBOSS Data Virtualization
Red Hat JBOSS Data VirtualizationRed Hat JBOSS Data Virtualization
Red Hat JBOSS Data VirtualizationDLT Solutions
 
SOW for Ironbow ACS project
SOW for Ironbow ACS projectSOW for Ironbow ACS project
SOW for Ironbow ACS projectDoug Blagriff
 
Carahsoft technology interview questions and answers
Carahsoft technology interview questions and answersCarahsoft technology interview questions and answers
Carahsoft technology interview questions and answersKeisukeHonda66
 
Snr Systems Engineer ArthitK_CVMar2016
Snr Systems Engineer ArthitK_CVMar2016Snr Systems Engineer ArthitK_CVMar2016
Snr Systems Engineer ArthitK_CVMar2016Arthit Kliangprom
 
TheLadders’ Top 200 Agency Recruiters of Q4 2012
TheLadders’ Top 200 Agency Recruiters of Q4 2012TheLadders’ Top 200 Agency Recruiters of Q4 2012
TheLadders’ Top 200 Agency Recruiters of Q4 2012TheLaddersRecruiter
 

En vedette (20)

Basic sales training 2013
Basic sales training 2013Basic sales training 2013
Basic sales training 2013
 
Swati Dubey QA 6 Yrs
Swati Dubey QA 6 YrsSwati Dubey QA 6 Yrs
Swati Dubey QA 6 Yrs
 
ERRP=Addendum to resettlement action plan - package - 2 & 3
ERRP=Addendum to resettlement action plan - package - 2 & 3ERRP=Addendum to resettlement action plan - package - 2 & 3
ERRP=Addendum to resettlement action plan - package - 2 & 3
 
Frederick County Office of Economic Development 2015 Annual Report
Frederick County Office of Economic Development 2015 Annual ReportFrederick County Office of Economic Development 2015 Annual Report
Frederick County Office of Economic Development 2015 Annual Report
 
PPT D-DataSource
PPT D-DataSourcePPT D-DataSource
PPT D-DataSource
 
Websphere - Introduction to jdbc
Websphere - Introduction to jdbcWebsphere - Introduction to jdbc
Websphere - Introduction to jdbc
 
GFS Chemicals Introduction
GFS Chemicals IntroductionGFS Chemicals Introduction
GFS Chemicals Introduction
 
GTRI Splunk Overview - Splunk Tech Day
GTRI Splunk Overview - Splunk Tech DayGTRI Splunk Overview - Splunk Tech Day
GTRI Splunk Overview - Splunk Tech Day
 
World Wide Technology Tec37 Webinar - Deploy and Manage Windows 10 at Scale v1
World Wide Technology Tec37 Webinar -  Deploy and Manage Windows 10 at Scale v1World Wide Technology Tec37 Webinar -  Deploy and Manage Windows 10 at Scale v1
World Wide Technology Tec37 Webinar - Deploy and Manage Windows 10 at Scale v1
 
reliance steel & aluminum 2006_AnnualReport
reliance steel & aluminum  2006_AnnualReportreliance steel & aluminum  2006_AnnualReport
reliance steel & aluminum 2006_AnnualReport
 
Odroid Magazine March 2014
Odroid Magazine March 2014Odroid Magazine March 2014
Odroid Magazine March 2014
 
nextcomputing-radius-edge
nextcomputing-radius-edgenextcomputing-radius-edge
nextcomputing-radius-edge
 
McLister, John- Resume Updated_03.16-2
McLister, John- Resume Updated_03.16-2McLister, John- Resume Updated_03.16-2
McLister, John- Resume Updated_03.16-2
 
People as sensors - mining social media for meaningful information
People as sensors - mining social media for meaningful informationPeople as sensors - mining social media for meaningful information
People as sensors - mining social media for meaningful information
 
Red Hat JBOSS Data Virtualization
Red Hat JBOSS Data VirtualizationRed Hat JBOSS Data Virtualization
Red Hat JBOSS Data Virtualization
 
Ch10 instructor
Ch10 instructorCh10 instructor
Ch10 instructor
 
SOW for Ironbow ACS project
SOW for Ironbow ACS projectSOW for Ironbow ACS project
SOW for Ironbow ACS project
 
Carahsoft technology interview questions and answers
Carahsoft technology interview questions and answersCarahsoft technology interview questions and answers
Carahsoft technology interview questions and answers
 
Snr Systems Engineer ArthitK_CVMar2016
Snr Systems Engineer ArthitK_CVMar2016Snr Systems Engineer ArthitK_CVMar2016
Snr Systems Engineer ArthitK_CVMar2016
 
TheLadders’ Top 200 Agency Recruiters of Q4 2012
TheLadders’ Top 200 Agency Recruiters of Q4 2012TheLadders’ Top 200 Agency Recruiters of Q4 2012
TheLadders’ Top 200 Agency Recruiters of Q4 2012
 

Similaire à The Sales Bible

21 great ways to sell more, faster
21 great ways to sell more, faster21 great ways to sell more, faster
21 great ways to sell more, fasterSara Haidar
 
The Five Point Close
The Five Point CloseThe Five Point Close
The Five Point Closemlmner
 
5 traits money making entrepreneurs pose
5 traits money making entrepreneurs pose5 traits money making entrepreneurs pose
5 traits money making entrepreneurs poseArikrishnan Subramanian
 
What I've learnt along the way - 10 tips from 25 years in Sales by Nick Cuff
What I've learnt along the way - 10 tips from 25 years in Sales by Nick CuffWhat I've learnt along the way - 10 tips from 25 years in Sales by Nick Cuff
What I've learnt along the way - 10 tips from 25 years in Sales by Nick CuffNick Cuff
 
Creating Urgency Report
Creating Urgency ReportCreating Urgency Report
Creating Urgency ReportRon Killian
 
How i-raised-from-faulire-to-success-in-selling-frank-bettger
How i-raised-from-faulire-to-success-in-selling-frank-bettgerHow i-raised-from-faulire-to-success-in-selling-frank-bettger
How i-raised-from-faulire-to-success-in-selling-frank-bettgerCorina Grigore
 
How to Close Every Sale: Learn How to Increase Your Bottom Line Profits
How to Close Every Sale: Learn How to Increase Your Bottom Line ProfitsHow to Close Every Sale: Learn How to Increase Your Bottom Line Profits
How to Close Every Sale: Learn How to Increase Your Bottom Line ProfitsTerri Levine
 
Pharma selling challenges
Pharma selling challenges Pharma selling challenges
Pharma selling challenges Taleb Hammad
 
How to be The Perfect Sales Pro
How to be The Perfect Sales ProHow to be The Perfect Sales Pro
How to be The Perfect Sales ProDan Blaze
 
Stop%20 Selling
Stop%20 SellingStop%20 Selling
Stop%20 Sellingmoxie2007
 
Snsw group 4 fictional salesmen (or) saleswomen
Snsw group 4   fictional salesmen (or) saleswomenSnsw group 4   fictional salesmen (or) saleswomen
Snsw group 4 fictional salesmen (or) saleswomenEZHILAZHAGAN
 
Vince Stanzione Millionaire Dropout Sildes From Biz Start Up Show London
Vince Stanzione Millionaire Dropout Sildes From Biz Start Up Show LondonVince Stanzione Millionaire Dropout Sildes From Biz Start Up Show London
Vince Stanzione Millionaire Dropout Sildes From Biz Start Up Show LondonVince Stanzione
 
Vince Stanzione Business Start Up Show Wiley May 2014 Slides
Vince Stanzione Business Start Up Show Wiley May 2014 SlidesVince Stanzione Business Start Up Show Wiley May 2014 Slides
Vince Stanzione Business Start Up Show Wiley May 2014 SlidesVince Stanzione
 
Selling in Tough Times: Secrets to Selling When No One is Buying (Part 1)
Selling in Tough Times: Secrets to Selling When No One is Buying (Part 1)Selling in Tough Times: Secrets to Selling When No One is Buying (Part 1)
Selling in Tough Times: Secrets to Selling When No One is Buying (Part 1)Tom Hopkins
 
Mvt spark module objecttion handling
Mvt spark module objecttion handlingMvt spark module objecttion handling
Mvt spark module objecttion handlingBhoy Carpio
 
The little red book of selling
The little red book of sellingThe little red book of selling
The little red book of sellingJosé Campos
 

Similaire à The Sales Bible (20)

21 great ways to sell more, faster
21 great ways to sell more, faster21 great ways to sell more, faster
21 great ways to sell more, faster
 
Business Success Steps
Business Success StepsBusiness Success Steps
Business Success Steps
 
The Five Point Close
The Five Point CloseThe Five Point Close
The Five Point Close
 
5 traits money making entrepreneurs pose
5 traits money making entrepreneurs pose5 traits money making entrepreneurs pose
5 traits money making entrepreneurs pose
 
What I've learnt along the way - 10 tips from 25 years in Sales by Nick Cuff
What I've learnt along the way - 10 tips from 25 years in Sales by Nick CuffWhat I've learnt along the way - 10 tips from 25 years in Sales by Nick Cuff
What I've learnt along the way - 10 tips from 25 years in Sales by Nick Cuff
 
Creating Urgency Report
Creating Urgency ReportCreating Urgency Report
Creating Urgency Report
 
How i-raised-from-faulire-to-success-in-selling-frank-bettger
How i-raised-from-faulire-to-success-in-selling-frank-bettgerHow i-raised-from-faulire-to-success-in-selling-frank-bettger
How i-raised-from-faulire-to-success-in-selling-frank-bettger
 
How to Close Every Sale: Learn How to Increase Your Bottom Line Profits
How to Close Every Sale: Learn How to Increase Your Bottom Line ProfitsHow to Close Every Sale: Learn How to Increase Your Bottom Line Profits
How to Close Every Sale: Learn How to Increase Your Bottom Line Profits
 
Pharma selling challenges
Pharma selling challenges Pharma selling challenges
Pharma selling challenges
 
Selling-skills
Selling-skillsSelling-skills
Selling-skills
 
How to be The Perfect Sales Pro
How to be The Perfect Sales ProHow to be The Perfect Sales Pro
How to be The Perfect Sales Pro
 
The Art of Sales
The Art of SalesThe Art of Sales
The Art of Sales
 
Stop%20 Selling
Stop%20 SellingStop%20 Selling
Stop%20 Selling
 
Snsw group 4 fictional salesmen (or) saleswomen
Snsw group 4   fictional salesmen (or) saleswomenSnsw group 4   fictional salesmen (or) saleswomen
Snsw group 4 fictional salesmen (or) saleswomen
 
Vince Stanzione Millionaire Dropout Sildes From Biz Start Up Show London
Vince Stanzione Millionaire Dropout Sildes From Biz Start Up Show LondonVince Stanzione Millionaire Dropout Sildes From Biz Start Up Show London
Vince Stanzione Millionaire Dropout Sildes From Biz Start Up Show London
 
Vince Stanzione Business Start Up Show Wiley May 2014 Slides
Vince Stanzione Business Start Up Show Wiley May 2014 SlidesVince Stanzione Business Start Up Show Wiley May 2014 Slides
Vince Stanzione Business Start Up Show Wiley May 2014 Slides
 
Selling in Tough Times: Secrets to Selling When No One is Buying (Part 1)
Selling in Tough Times: Secrets to Selling When No One is Buying (Part 1)Selling in Tough Times: Secrets to Selling When No One is Buying (Part 1)
Selling in Tough Times: Secrets to Selling When No One is Buying (Part 1)
 
Mvt spark module objecttion handling
Mvt spark module objecttion handlingMvt spark module objecttion handling
Mvt spark module objecttion handling
 
The little red book of selling
The little red book of sellingThe little red book of selling
The little red book of selling
 
Five strategies to become a successful salesperson
Five strategies to become a successful salespersonFive strategies to become a successful salesperson
Five strategies to become a successful salesperson
 

Dernier

Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdfTalent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdfCharles Cotter, PhD
 
Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Lviv Startup Club
 
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John MeulemansBCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John MeulemansBBPMedia1
 
MC Heights construction company in Jhang
MC Heights construction company in JhangMC Heights construction company in Jhang
MC Heights construction company in Jhangmcgroupjeya
 
NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023Steve Rader
 
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGUNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGlokeshwarmaha
 
Cracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxCracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxWorkforce Group
 
Intellectual Property Licensing Examples
Intellectual Property Licensing ExamplesIntellectual Property Licensing Examples
Intellectual Property Licensing Examplesamberjiles31
 
A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.mcshagufta46
 
Entrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsEntrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsP&CO
 
7movierulz.uk
7movierulz.uk7movierulz.uk
7movierulz.ukaroemirsr
 
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
 Building Your Personal Brand on LinkedIn - Expert Planet-  2024 Building Your Personal Brand on LinkedIn - Expert Planet-  2024
Building Your Personal Brand on LinkedIn - Expert Planet- 2024Stephan Koning
 
Project Brief & Information Architecture Report
Project Brief & Information Architecture ReportProject Brief & Information Architecture Report
Project Brief & Information Architecture Reportamberjiles31
 
PDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdfPDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdfHajeJanKamps
 
Live-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarLive-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarNathanielSchmuck
 
Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Winbusinessin
 
Fabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsFabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsWristbands Ireland
 
NewBase 25 March 2024 Energy News issue - 1710 by Khaled Al Awadi_compress...
NewBase  25 March  2024  Energy News issue - 1710 by Khaled Al Awadi_compress...NewBase  25 March  2024  Energy News issue - 1710 by Khaled Al Awadi_compress...
NewBase 25 March 2024 Energy News issue - 1710 by Khaled Al Awadi_compress...Khaled Al Awadi
 
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...AustraliaChapterIIBA
 

Dernier (20)

Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdfTalent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
 
Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)
 
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John MeulemansBCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
 
MC Heights construction company in Jhang
MC Heights construction company in JhangMC Heights construction company in Jhang
MC Heights construction company in Jhang
 
NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023
 
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGUNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
 
Cracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxCracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptx
 
Intellectual Property Licensing Examples
Intellectual Property Licensing ExamplesIntellectual Property Licensing Examples
Intellectual Property Licensing Examples
 
A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.
 
Entrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsEntrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizations
 
7movierulz.uk
7movierulz.uk7movierulz.uk
7movierulz.uk
 
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
 Building Your Personal Brand on LinkedIn - Expert Planet-  2024 Building Your Personal Brand on LinkedIn - Expert Planet-  2024
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
 
Project Brief & Information Architecture Report
Project Brief & Information Architecture ReportProject Brief & Information Architecture Report
Project Brief & Information Architecture Report
 
Investment Opportunity for Thailand's Automotive & EV Industries
Investment Opportunity for Thailand's Automotive & EV IndustriesInvestment Opportunity for Thailand's Automotive & EV Industries
Investment Opportunity for Thailand's Automotive & EV Industries
 
PDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdfPDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdf
 
Live-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarLive-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry Webinar
 
Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024
 
Fabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsFabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and Festivals
 
NewBase 25 March 2024 Energy News issue - 1710 by Khaled Al Awadi_compress...
NewBase  25 March  2024  Energy News issue - 1710 by Khaled Al Awadi_compress...NewBase  25 March  2024  Energy News issue - 1710 by Khaled Al Awadi_compress...
NewBase 25 March 2024 Energy News issue - 1710 by Khaled Al Awadi_compress...
 
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
 

The Sales Bible

  • 1.
  • 2.
  • 3.
  • 4.
  • 5.
  • 6.
  • 7.
  • 8.
  • 9.
  • 10.
  • 11.
  • 12.
  • 13.
  • 14.
  • 15.
  • 16.
  • 17.
  • 18.
  • 19.
  • 20.
  • 21.
  • 22.
  • 23.
  • 24.
  • 25.
  • 26.
  • 27.
  • 28.
  • 29.
  • 30.
  • 31.
  • 32.
  • 33.
  • 34.
  • 35.
  • 36.
  • 37.
  • 38.
  • 39.
  • 40.
  • 41.
  • 42.
  • 43.
  • 44.
  • 45.
  • 46.
  • 47.
  • 48.
  • 49.
  • 50.
  • 51.
  • 52.
  • 53.
  • 54.
  • 55.
  • 56.
  • 57.
  • 58.
  • 59.
  • 60.
  • 61.
  • 62.
  • 63.
  • 64.
  • 65.
  • 66.
  • 67.
  • 68.
  • 69.
  • 70.
  • 71.
  • 72.
  • 73.
  • 74.