1. 3) Selling techniques

2. Qualities needed to be a good salesperson

3. Important things to take into account

4. Early selling techniques
• Dale Carnegie (1888-1955)
« People rarely succeed unless they have fun in
what they are doing »

5. AIDA
• Attention
• Interest
• Desire
• Action

6. the selling process
• Preparation
• Opening the sale
• Processing the sale: « CREWSADE »
• Comfort, Reliability, Ego, Worth, Self Esteem, Aesthetics,
Durability, Economy
• Sales presentation
• Objection handling
• Closing the sale

7. Some closing techniques
the
direct
close
The
alternate
close
The
negative
close
The
emotional
close
The
assumptive
close