Selling In A Week By Christine H Arvey

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Selling In A Week By Christine H Arvey

  1. 1. BY CHRISTINE HARVEY SELLING IN A WEEK
  2. 2. CHRISTINE HARVEY <ul><li>Author of six best-selling business books in 22 languages </li></ul><ul><li>A popular conference speaker </li></ul><ul><li>She is also a trainer to the US military </li></ul>
  3. 3. ABOUT THE BOOK <ul><li>This book includes the seven steps for successful selling </li></ul><ul><li>Each step has been given in the form of a day of a week </li></ul><ul><li>Mainly written for the sales people </li></ul>
  4. 4. PLAN YOUR FORMULA FOR SUCCESS <ul><li>Set overall goal </li></ul><ul><li>Create daily segments </li></ul><ul><li>Measure your results </li></ul>SUNDAY
  5. 5. <ul><li>The rule of forty </li></ul><ul><li>Finding sources of knowledge </li></ul><ul><li>Plan your personal strategy </li></ul><ul><li>Learn at every appointment </li></ul>GAINING PRODUCT AND SERVICE EXPERTISE MONDAY
  6. 6. <ul><li>The correct way to find motives </li></ul><ul><li>Check your assumptions </li></ul><ul><li>The time to present benefit of our product </li></ul><ul><li>Present motives linked to benefits </li></ul>DISCOVER THE BUYING MOTIVES TUESDAY
  7. 7. <ul><li>The 3 part process </li></ul><ul><li>Mastering price objections </li></ul><ul><li>Be prepared to face the objections </li></ul>OVERCOME OBJECTIONS WEDNESDAY
  8. 8. SUCCESSFUL PRESENTATION AND CLOSING <ul><li>Ask-customer’s personal buying motive </li></ul><ul><li>Know-product expertise </li></ul><ul><li>Know-competition strength and weakness </li></ul><ul><li>Tell-how you overcome objections </li></ul><ul><li>Ask-for their decision </li></ul>THURSDAY
  9. 9. ACTION-PROVOKING SYSTEMS <ul><li>Proper follow up should be there </li></ul><ul><li>Record systems for prospecting </li></ul>FRIDAY
  10. 10. SELF-MOTIVATION AND SUPPORT SYSTEMS <ul><li>Creating personal support </li></ul><ul><li>Staying positive </li></ul><ul><li>Daring to be different </li></ul><ul><li>Overcoming roadblocks & moving quickly to your goal </li></ul>SATURDAY
  11. 11. CONCLUSION <ul><li>Selling is not a mystical process </li></ul><ul><li>Improvements will only happen if u make them happen </li></ul>
  12. 12. CRITICISM <ul><li>Easy to understand </li></ul><ul><li>Highly a practical book </li></ul><ul><li>Concepts are simple to refer back </li></ul>

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