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1. By Mr. Hari Srinivasan
CEO of Third Eye Books
17 May 2013

2. Prospecting
Qualifying
Presentation and Demonstration
Handling objectives
Closing the sale
17 May 2013

3. Ratio: 20 : 5 : 1,2,3
17 May 2013

4. Pyramid
S
P
A
Selling
Prospecting
Appointment
A  P  S
17 May 2013

5. Quote:
“ People want a
hole, not a drill”
17 May 2013

6. How will the problem be solved?
Match the requirement with the product
17 May 2013

7. I will think it over
Price is too high
Have to discuss
with my partner
Bad experience
with your company
17 May 2013

8. 17 May 2013
Trial close
Benjamin Franklin
close
Puppy dog close
Case history close
Reduction or
ridiculous close
Negative close
The various kinds of closing:

9. 17 May 2013
Three kinds of Sales
People
New
Business
Development
Customer
service
Non- Selling
activities
Beginners 65% 10% 25%
Middle level
performers
50% 25% 25%
Peak level
performers
5% 70% 25%

10. 17 May 2013
Responsibility for life
Reading
Purpose of goals
Visualization
Affirmations

11. 17 May 2013

12. 17 May 2013

13. 17 May 2013
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