Qualities of a Sales man - Business training ppt series 5 from James Joseph Adhikarathil Kottayam - Trainer and Coach - mob 9447464502

1. 4. The winning salesman.
To be successful you need friends
and customers…but to be very
successful you need enemies and
competitors also.
James Adhikaram.

2. RECAP I- The branded sales man.
1. Why training…? Learn- Relearn- Unlearn.
2. A salesman should be balanced.
3. What is S-A-L-E…?
4. Ingredients of professional success KSA
5. Knowledge- Self /product/customer/company/competition.
6. Types of customers. Cheap/Difficult/Educated/Emotional.
7. Qualities of a salesman.
8. Skills required for a salesman.

3. RECAP II
9. WIN WIN Growth-
Customer..suspect..prospect..customer..client…advocate..promoter.
10. Salesman..Branded ..knowledge..skill…attitude
..qualities...connectivity
11. Organisation…..one…..noted…..major….leading..
12. Red Brain of the customer- Fear centre..Logical centre…Emotional
Centre.
13. Green Brain of the customer-
15. Red Brain of the salesman- Fear centre..Logical centre…Emotional
Centre.
16. Green Brain of the Salesman
17. Make things YES….No factors….Need…Trust …Money…..Hurry…..Time.
18. Training for change..Break your comfort zone..Think out of the box.III

4. RECAP III -You cannot live a positive life
with a negative attitude.
1. You will not have the desire to display your skills
before the customer.
2. You will not have the desire to update.
3. You will be frustrated by the smallest obstacles.
4. You will not be able to accept challenges.
5. You will find excuses for anything and eveything.
6. You will not take risks.
7. You will not have power over the circumstances.
8. You will not have smart goals in life.
9. You will not have the ability to focus.

6. The winning strategy.
 Set your Goals….
 Achieve your Goals….
 Maintain Success…..

7. The winning strategy. 5 P’s
1. Plan
2. Prepare.
3. Practice.
4. Positive.
5. Passion.

8. PLAN
1. Plan your work and work your plan.
2. Do not plan your future with people
having no future plan.

9. PREPARE
1. By failing to prepare you are preparing
to fail..

10. PRACTICE.
1. Practice make a perfect man

11. PRACTICE.
1. Practice make a perfect man

12. POSITIVE.
1. Be +

13. PASSION.
1. Interest – Commitment – Passion.

14. Your Goal- THE DREAM 100
1. Keep and objection diary.
2. Keep a prospect diary.
3. Analysis of the objection.
4. Presentation in the TEAM meeting.
5. Finding solution..
6. Add to your presentation.
7. Make your dream 100.

15. Your mental blocks……

16. Your Mental Blocks
1. Mind reading .
2. Mental filtering.
3. Black and white thinking.
4. Emotional thinking .
5. Generalisation.
6. Perfectionist.
7. Personalisation.

17. The top 7
1. Mind reading.
1. Prejudices.
2. Judges.
3. Wrong assessments

18. The top 7
2. Mental filtering ..
1. Hell is empty all the devils are
here.
2. Pessimists. Never approach a bull
from the front , a horse from the
back……and a pessimist from any
direction.
3. Quitters..
4. Energy vampires..

19. The top 7
3. Black and white thinking ..
1. For the beauty of roses we need
to water the thorns also.
1. Unbalanced people.

20. The top 7
4. Emotional thinking ..
1. Logical/rational thinking is
disrupted.
2. It is impossible to have rational
conversation with an irrational
person.
3. Anger,affection,hate……..

21. The top 7
5. Generalisation..
1. Stray incidents will be
generalised.

22. The top 7
6. perfectionist.
1. No productivity.
2. Lacks

23. The top 7
7. personalisation..
`1. Stray incidents will be
personalised.

24. What can we do……
`1. Burning desire.
2. Learn the principles.
3. Practice, practice & practice….

25. Thank you….
James joseph
Adhikarathil
Mob 9447464502