Making a change means learning something new. Being unprepared or untrained means doing something new. Make a start and do mit now.

1. How To Sell
The People you meet can be
identified first as a
Suspect
Then with a little
understanding a Prospect
Who after research becomes a
Qualified Prospect
After buying from you a Client
and as he buys more and more Taking off
he is described as an Active
Client

2. A WIN-WIN
SITUATION
THE SYSTEM

3. Knowing where you
are is half the battle
in achieving your
objectives.

4. What is a
SYSTEM?

5. THE SYSTEM:
• Why?
• What it achieves?
• When to use it?
• The Program
• Monitoring
• What if?

6. The answer lies in the
difference between the
two – in the existence,
or lack of, a system for
success.

7. Why People
Respond To A
System?

8. STAGES OF THE SALES PROCESS
GATHER NAMES & Because you are known to the
QUALIFY THEM prospect in a favorable light.
CONTACT THEM Because you approach the
prospect with an idea that fits
his/her needs and establish the
value of your service.
SALES INTERVIEW I Because you are diligent in
determining the facts about the
prospect and the prospect’s
motives.

9. STAGES OF THE SALES PROCESS
PREPARE Because you can pinpoint
RECOMMENDATIONS needs and solutions and
concentrate on basic needs.
SALES INTERVIEW II Because you can translate
features into benefits, appeal to
buying motives and make
specific recommendations
based on recognized
needs/wants.

10. STAGES OF THE SALES PROCESS
CLOSE THE SALE Because you provide
constructive information and tie
benefits to buying motives.
SEAL THE SALE Because you reinforce the sale
and remind the buyer why he or
she purchased the product, you
then give a future commitment
to continuous service.

11. If what you say is what
you think, that’s honesty;
If what you say is what
you feel, that’s sincerity;
If what you say is what
you do, that’s integrity.