2. PRINCIPLES OF
SCCESSFUL SALES
CONTINUE By: Anton Buravkov
3. Content
1. Personal aims
2. Introduction to sales
3. What is a real success?
4. Basic rules of sale success
5. The phrase “AHA!” – as a sales formula
6. How much do you have as a sales-person?
7. Commercial Delivery Process
8. Ways of making prospect sure to buy
9. Words and phrases to avoid
4. Content 2
10. Sales signals of success
11. The closing question or “Shut Up!”
12. The concept of 7 “NO”
13. The most common mistakes of a sales-person
14. When your career is failed?
15. Leadership as a basic characteristics
16. Important models
17. Executive conclusion
6. 1. Personal aims
Understanding Giving a view on core Describing principles
principles of effective factors of success of communication
selling with prospects
Researching of sales Learning ethical Understanding of a
models norms and morals of right decision making
a sales-person process
7. 2. Introduction to sales
• What is it?
Selling - it is the act of selling of products or services in
return for money or other compensation.
• Who?
Seller - the provider of the goods or services, might be a
person working for a provider.
• How?
By a selling process - this includes communications,
advertizing, suggestion, and introduction.
8. 3. What is a real success?
The golden rule of selling is that:
“WITHOUT SUCCESS – PROFITABILITY IS IMPOSSIBLE”
Success means:
• A level of social status
• Achievement of an objective or goal
• The opposite of failure
Handling all Choosing the
the problems right product
and difficulties
when Delivering
communicating values
9. 4. Basic rules of sale success
• It’s the relationship, not the price
• Network more than you have ever networked
• Spend more time figuring out solutions than whining
about problems
• Create a difference between you and anyone else
• Study creativity
• Learn the joy of rejection
• Work while others sleep
• Study attitude
10. 5. The phrase “AHA!” – as a
sales formula
Attitude --- Humor --- Acton
• Attitude – is a driving force to success in every endeavor
of your life. Positive attitude is a discipline and a
commitment. It makes you feel good all the time on the
inside, no matter what the circumstance is on the
outside
• Humor – is not just being funny. Humor is a perspective
for effective living and a successful career in sales
• Action – always walking your talk. It is a science of
making the last call. Waking up in the morning with
special goals
11. 6. How much do you have as a
sales-person?
• Knowledge of the • The habit of observation
prospective buyer
• The habit of rendering
• Ability to close a sale more service than is
expected/more value than
• Self-control cost
• Initiative • Profiting by failures and
• Tolerance mistakes – doesn’t see
failures as lost
• Accurate thinking efforts, nothing learned
nothing gained.
• Persistence
12. 7. Commercial Delivery Process
• Be brief
• Be to the point
• Be remembered
• Be prepared
• Have some questions and statements ready
• Get the information you needed by probing first
• Show how you solve problems
• Pin the prospect down to the next action
• Have fun
• Time’s up
13. 8. Ways of making prospect sure
to buy
Be completely prepared
Involve prospects early in the presentation
Have something in writing
Tell a story of how you helped to another
customer
Use a referral source if possible
Drop names of larger customers or the buyer’s
competitors
14. Have a printed list of satisfied customers
Have a notebook of testimonial letters
Don’t bombard a prospect
Emphasize service after the sale
Emphasize long-term relationships
Sell to help, not for commissions
15. 9. Words and phrases to avoid
To get the sale, you must use superior word crafting to
avoid sound like an insincere salesperson:
• Frankly
• Quite frankly
• Honestly
• And I mean that
• Are you prepared to order today?
• How are you doing today?
• Can I help you with something?
16. 10. Sales signals of success
Any question asked by a prospect must be considered a
buying signal:
• Questions about availability or time
• Questions about delivery
• Specific questions about rates, price, or statements
about affordability
• Any questions or statements about money
• Positive questions about your business
• Wanting something repeated
• Statements about problems with previous vendors
• Questions about features and options
17. • Questions about quality
• Questions about guarantee or warrantee
• Questions about qualifications
• Specific positive questions about the company
• Specific product/service questions
• Specific statements about ownership of your product or
service
• Questions to confirm unstated decisions or seeking
support
• Wanting to see a sample or demo again
• Asking about other satisfied customers
• Asking for a reference
• Buying notes
19. 11. The closing question or “Shut
Up!”
There should be two steps when closing your sale:
Ask the closing question Use the golden rule of
sailing – Shut Up!
Do not give possibility to The next who speaks
say no loses
20. 12. The concept of 7 “NO”
Most sales are made after the seventh NO. It’s overcoming!
• Know your prospect’s hot button and push it in time
• Present new information relative to the sale
• Be creative in your style and presentation manner
• Be sincere about your desire to help the customer first ,
and put your commission second
• Be direct in your communication. Beating around the
bush will only frustrate the prospect
• Be friendly. People like to buy from friends
• Use humor. Be funny. People love to laugh
• When in doubt sell benefits
21. Don’t be afraid to ask for the sale
There is a good formula of success:
new information + creative + sincere + direct+ friendly + humor =
SALE
22. 13. The most common mistakes
of a sales-person
• Prejudging the prospect
• Poor prospect qualification
• Not listening
• Condescension
• Pressure to buy today
• Not addressing needs
• Telegraphing closes and hard selling
• Making the buyer doubt your intentions
• Lack of sincerity
• Poor attitude
23. 14. When your career is failed?
• You don’t believe in yourself
• You don’t believe in your product
• Failure to set and achieve goals. Failure to plan
• You are lazy to make a sale
• Failure to understand how to accept rejection
• Failure to master the total knowledge of your product
• Failure to know and execute the fundamental of sales
• Failure to understand the customer and meet his or her
needs
• Failure to overcome objections
24. • Can’t cope with change
• Can’t follow rules
• Can’t get along with others
• Too damn greedy
• Failure to deliver what you promised
• Failure to establish long-term relationships
• Failure to understand that hard work makes luck
• Blaming others when the failure is yours
• Lack of persistence
• Failure to establish a positive attitude
25. 15. Leadership as a basic
characteristics
You may ask yourself several questions:
• If you want to lead, where to start?
• Are leaders born or made?
• What are the leadership skills you need to develop?
• Are you tired of being a follower?
The answer is nearby:
26. • Maintain a positive attitude
• Embrace change
• Deploy courage
• Take a risk
• Listen
• Communicate
• Delegate and empower
• Understand others, yourself and situation
• Commitment
27. 16. Important models
Here are some model which might help you understand
overall sales processes and concepts:
SHOW
ME
MODELS
