This document discusses strategies for successful sales prospecting and closing deals. It emphasizes the importance of understanding customer needs and linking the product's benefits to meet those needs. The document also stresses active listening, overcoming objections, recapping discussions, and following up with customers to ensure satisfaction and obtain referrals.

2. is Change
• Transforming the goods and services from useless
to valuable
• Changing Customers from not in need to
demanders
• Turning Prospect from competitors’ customers to
organizations’ customers

3. What if we don’t know well our product??
USP of
Products
Product
Training
Installation
and
Operation
Conceptual
Background
Market
Solution
Selling
Ideas
Information

4. Targeted customer that meets buying Criteria
Buying criteria doesn’t mean suitability
Being prospect doesn’t necessarily mean showing
interest in the product

5. Prospecting
Approach
Interview
Presentation
Overcome
Objections
Follow Up
Closing Deal
Recapping
Sales Life
Cycle

7. • Call reason is always an opportunity for prospect
• Presenting benefits not features
• Highlight USP
• Ask closed questions
• Identify customer needs
• Link customer needs with product benefit

8. • Request feedback
• Listen Actively
• Clear Masteries
• Overcome Objections
• Recap and Verify Understanding
• Close Deal

9. • Follow up with customers
• Ensure satisfaction within solid loop
• Establish rapport with customer
• Requesting referrals from top customer