Module no.1 advance selling strategies psychology of selling

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An "Advance Selling Strategies" training module, designed and adapted from the book of the same title authored by Brian Tracy

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Module no.1 advance selling strategies psychology of selling

  1. 1. ADVANCE SELLING STRATEGIES:THE PSYCHOLOGY OF SELLING<br />March 08, 2010<br />Engr. Andrei John Cantilleps<br />DCPITraining & Development <br />http://www.slideshare.net/andreijohncantilleps ADVANCE SELLING STRATEGIES: Module No. 1<br />
  2. 2. Overview<br />Attitude Versus Aptitude<br />Self-Concept: The Mastery Program of Performance<br />Your Mental Makeup: Self-Ideal, Self-Image, Self-Esteem<br />The Major Obstacles to Sales Success<br />Job Number One<br />Self-Modification: 7 ways of renewing the mind<br />Observation & Insights<br />DCPITraining & Development <br />http://www.slideshare.net/andreijohncantilleps ADVANCE SELLING STRATEGIES: Module No. 1<br />
  3. 3. Attitude Versus Aptitude<br />“The quality of your thinking determines the quality of your life” <br />If you improve the quality of your thinking, in any area, you will improve the quality of your life in that area.<br />80% Attitude<br />20% Aptitude<br />80/20 Rule<br />DCPITraining & Development <br />http://www.slideshare.net/andreijohncantilleps ADVANCE SELLING STRATEGIES: Module No. 1<br />
  4. 4. Self Concept: The Master Program of Performance<br />Your Self-concept is the bundle of beliefs that you have about yourself and your world.<br />Mini-Self Concept<br />Move out of your comfort zone<br />DCPITraining & Development <br />http://www.slideshare.net/andreijohncantilleps ADVANCE SELLING STRATEGIES: Module No. 1<br />
  5. 5. Your Mental Make-up<br />Self-Ideal<br />Self-Image<br />Self- Esteem<br />DCPITraining & Development <br />http://www.slideshare.net/andreijohncantilleps ADVANCE SELLING STRATEGIES: Module No. 1<br />
  6. 6. The Major Obstacles to Sales Success<br />Low Self-Esteem translates into feeling of inferiority, unworthiness, and undeserving<br />Fear of Rejection<br />“Fear of rejection is an acquired fear. No one is born with it.”<br />Rejection is not personal, It has nothing to do with you as a person.<br />DCPITraining & Development <br />http://www.slideshare.net/andreijohncantilleps ADVANCE SELLING STRATEGIES: Module No. 1<br />
  7. 7. Job Number One:<br />For you to achieve great success in selling, eradication of fear as an influence in your life is job number one.<br />“Do the thing you fear and the death of fear is certain” – Ralph Waldo Emerson<br />One way to overcome fear of rejection is to learn to speak on your feet.<br />DCPITraining & Development <br />http://www.slideshare.net/andreijohncantilleps ADVANCE SELLING STRATEGIES: Module No. 1<br />
  8. 8. Self-Image Modification: 7 ways of renewing the mind<br />1. See yourself as self-employed.<br />DCPITraining & Development <br />http://www.slideshare.net/andreijohncantilleps ADVANCE SELLING STRATEGIES: Module No. 1<br />
  9. 9. Self-Image Modification: 7 ways of renewing the mind<br />2. See yourself as Consultant.<br />DCPITraining & Development <br />http://www.slideshare.net/andreijohncantilleps ADVANCE SELLING STRATEGIES: Module No. 1<br />
  10. 10. Self-Image Modification: 7 ways of renewing the mind<br />3. Become a Doctor of Selling.<br />DCPITraining & Development <br />http://www.slideshare.net/andreijohncantilleps ADVANCE SELLING STRATEGIES: Module No. 1<br />
  11. 11. Self-Image Modification: 7 ways of renewing the mind<br />4. Becoming a Strategic Thinker in Sales<br />DCPITraining & Development <br />http://www.slideshare.net/andreijohncantilleps ADVANCE SELLING STRATEGIES: Module No. 1<br />
  12. 12. Self-Image Modification: 7 ways of renewing the mind<br />5. Getting the Job Done<br />DCPITraining & Development <br />http://www.slideshare.net/andreijohncantilleps ADVANCE SELLING STRATEGIES: Module No. 1<br />
  13. 13. Self-Image Modification: 7 ways of renewing the mind<br />6. Being the Best<br />DCPITraining & Development <br />http://www.slideshare.net/andreijohncantilleps ADVANCE SELLING STRATEGIES: Module No. 1<br />
  14. 14. Self-Image Modification: 7 ways of renewing the mind<br />7. Practice the Golden Rule of Selling<br />DCPITraining & Development <br />http://www.slideshare.net/andreijohncantilleps ADVANCE SELLING STRATEGIES: Module No. 1<br />
  15. 15. Summary<br />Attitude Versus Aptitude<br />Self-Concept: The Mastery Program of Performance<br />Your Mental Makeup: Self-Ideal, Self-Image, Self-Esteem<br />The Major Obstacles to Sales Success<br />Job Number One<br />Self-Modification: 7 ways of renewing the mind<br />DCPITraining & Development <br />http://www.slideshare.net/andreijohncantilleps ADVANCE SELLING STRATEGIES: Module No. 1<br />
  16. 16. Observation And Insights<br />DCPITraining & Development <br />http://www.slideshare.net/andreijohncantilleps ADVANCE SELLING STRATEGIES: Module No. 1<br />
  17. 17. ADVANCE SELLING STRATEGIES:THE PSYCHOLOGY OF SELLING<br />March 08, 2010<br />Engr. Andrei John Cantilleps<br />DCPITraining & Development <br />http://www.slideshare.net/andreijohncantilleps ADVANCE SELLING STRATEGIES: Module No. 1<br />

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