habilidadde ventas

1. Professional Selling
Customer First
Believe in Proposal
Sell at the right level

2. Topics for Discussion
Opinion vs. Decision
Emotion vs. Logic
Money Authority Need
Dominant Buying Motive
Call Reluctance
Why prospect does not buy
High Pressure Rep
PMA

3. Attention
Interest
Conviction
Desire
Close
5 Key Steps to Sales Skills

4. ATTENTION
Mutual Interest
Sample
Referral
Stories
Compliment

5. Interest
Startling Statement
General Benefit Claim
Free Service
Exhibits
Name Drop

6. CONVICTION
Convinced Logically
Concerns

7. DESIRE
Point Tell Paint
Time Machine
Dominant Buying Motive
End Results
Concrete Language

8. CLOSE
Minor Point
Alternative
Instruction
Assumptive
Weighting

9. Units of Conviction
Because of
Which means to you
And the real benefit is

10. Defeat Disbelief
Demonstration
Example
Facts
Exhibits
Analogy
Testimonials
Statistics

11. Purpose Permission
Do you feel (state buyers benefit) is very important
Do you feel (state advantage) is very helpful
Do you feel (fact) would have to be available

12. Objection Handling
Obviously You Just Supposing
Magic Question
Purpose Permission

13. Obviously You
Obviously you have a reason for saying that do you mind
if I ask what it is?

14. Just Suppose
Just Suppose that were not a concern then in your
opinion would you like to proceed.

15. EMPATHY CUSHION
I can understand you saying that other have felt the
same way before they invested

16. Treated Question
That bring up a question and the question is:
Would you benefit more then your concern???

17. Create Desire
Point at DBM tell prospect your product will do it and
paint a visual picture
OK the form and you can begin to achieve your goal !

18. CLOSE
When the prospect has given a physical or vocal signal
of ownership
When you addressed the DBM