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Transcript

  • 1. RUBY & VIC A Love Story
  • 2. Who is not in sales?• Who can benefit?• Great Resources--- Books Tapes Kindle• How do you get to Carnegie Hall?
  • 3. Everyones a salesperson“No matter what level of selling ability you possess, by continued practice, you can become better, and the more effective you are at selling, the more successful you will be in every area of your life.” Brian Tracy
  • 4. Problem Solver• Remember that people buy solutions to their problems, not products or services. In fact, as a salesperson, you need to be more of a problem finder than a vendor.• The more you focus on the problem, or the gap that exists between the real and the ideal in the customer situation, the faster you will find a place where your product or service can plug the gap.
  • 5. Why Do People Buy Drills?
  • 6. Problem Solver• The bigger the problem that the customer or prospect has, the bigger the potential sale. One of the most powerful questions you can ask a person is, “How much is that problem costing you?”• Help identify not only the obvious, direct costs, but also the not-so-obvious, indirect costs.• Ask , “What are the implications?• What is the meaning of that problem to you? What other things does it affect in your work or personal life?”
  • 7. Sales Cycle• Prospect• Approach Contact• Interview & Discover• Present and Agreement• Follow up• Referrals
  • 8. RUBY & VIC• R ecommend• U nderstanding• B ecause• Y our Concerns• V erify• I solate• C ushion with Feel, Felt. Found

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