Sales resistance is one of the causes of defeat for new sales hands. However, understanding the concept and how to handle the objections can turn a reluctant even adamant resistor into your best sales partner.
Slides to accompany a bite-size training session on overcoming objections in a sales situation. Full training materials including Session Leaders Notes, Delegate Workbook and any Activity handouts can be purchased licence-free from http://www.power-hour.co.uk/trainingmaterialsshop. Prices start from £30 + VAT
Leland Sandler and the Sandler Group discuss effective consultative selling techniques through the use of key sales skills, customer interactions, leadership behaviors, negotiating strategies and more that will help increase the success of your business.
Follow Leland:
WEBSITE: http://lelandsandler.com/
THE SANDLER GROUP: http://sandlergroup.net/
TWITTER: https://twitter.com/lelandsandler
FACEBOOK: http://facebook.com/thesandlergroup
Sales resistance is one of the causes of defeat for new sales hands. However, understanding the concept and how to handle the objections can turn a reluctant even adamant resistor into your best sales partner.
Slides to accompany a bite-size training session on overcoming objections in a sales situation. Full training materials including Session Leaders Notes, Delegate Workbook and any Activity handouts can be purchased licence-free from http://www.power-hour.co.uk/trainingmaterialsshop. Prices start from £30 + VAT
Leland Sandler and the Sandler Group discuss effective consultative selling techniques through the use of key sales skills, customer interactions, leadership behaviors, negotiating strategies and more that will help increase the success of your business.
Follow Leland:
WEBSITE: http://lelandsandler.com/
THE SANDLER GROUP: http://sandlergroup.net/
TWITTER: https://twitter.com/lelandsandler
FACEBOOK: http://facebook.com/thesandlergroup
Sales skills presentation just for free Sales skills presentation just for free Sales skills presentation just for free Sales skills presentation just for free Sales skills presentation just for free Sales skills presentation just for free Sales skills presentation just for free Sales skills presentation just for free
A very simple six stage system that explores how the product moves through the sales channel and more importantly how current customers are retained and new customers are won. This presentation is derived from the new employee sales orientation program at Teleco Supply. It is geared towards B2C wireless sales and is of value to any retail salesperson, front line/store manager, training manager or senior sales leadership. This was recently presented at the 2015 Canadian Wireless Trade Show.
HERE , THIS PPT IS IN DETAIL TELLING ABOUT ALL THE STEPS INCLUDING IN PERSONAL SELLING PROCESS... GO THROUGH IT FOR BETTER UNDERSTANDING ........#PERSONAL SELLING PROCESS #ADVERTISING #PRINCIPLES OF MARKETING .....
IF YOU LIKE IT THEN PLS SHARE WITH YOUR FRIENDS...
To understand psychology in selling, buying decision process and buying situations
To learn communication skills, sales knowledge, and sales related marketing policies
To understand personal selling process
To learn about negotiation
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
As a business owner in Delaware, staying on top of your tax obligations is paramount, especially with the annual deadline for Delaware Franchise Tax looming on March 1. One such obligation is the annual Delaware Franchise Tax, which serves as a crucial requirement for maintaining your company’s legal standing within the state. While the prospect of handling tax matters may seem daunting, rest assured that the process can be straightforward with the right guidance. In this comprehensive guide, we’ll walk you through the steps of filing your Delaware Franchise Tax and provide insights to help you navigate the process effectively.
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Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
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Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
India Orthopedic Devices Market: Unlocking Growth Secrets, Trends and Develop...Kumar Satyam
According to TechSci Research report, “India Orthopedic Devices Market -Industry Size, Share, Trends, Competition Forecast & Opportunities, 2030”, the India Orthopedic Devices Market stood at USD 1,280.54 Million in 2024 and is anticipated to grow with a CAGR of 7.84% in the forecast period, 2026-2030F. The India Orthopedic Devices Market is being driven by several factors. The most prominent ones include an increase in the elderly population, who are more prone to orthopedic conditions such as osteoporosis and arthritis. Moreover, the rise in sports injuries and road accidents are also contributing to the demand for orthopedic devices. Advances in technology and the introduction of innovative implants and prosthetics have further propelled the market growth. Additionally, government initiatives aimed at improving healthcare infrastructure and the increasing prevalence of lifestyle diseases have led to an upward trend in orthopedic surgeries, thereby fueling the market demand for these devices.
What are the main advantages of using HR recruiter services.pdfHumanResourceDimensi1
HR recruiter services offer top talents to companies according to their specific needs. They handle all recruitment tasks from job posting to onboarding and help companies concentrate on their business growth. With their expertise and years of experience, they streamline the hiring process and save time and resources for the company.
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
2. Linking Solutions to Needs
• How the buyer’s needs will be met or how an
opportunity can be realized as a result of a purchase.
• How the product features translate, in a functional
sense, into benefits for the buyer.
• Why the buyer should purchase from the salesperson as
opposed to a competitive salesperson.
Salespeople should strive to communicate to the
buyer;
3. Features and Benefits
Feature
A quality or characteristic of
a product.
Potential Benefit
The value a feature provides.
Confirmed Benefit
The value a feature provides that the
customer acknowledges as important.
This printer has two
separate paper trays.
Two separate paper trays
allows the user to print
letters and envelopes at
the same time.
Buyer:
“I want to be able to print
letters and envelopes at
the same time.”
4. The Importance of a “Selling Point”
A selling point is the combination of a
feature and meaningful benefit statement.
When used strategically, selling points are
powerfully persuasive because they
represent solutions addressing the buyer’s
most pressing needs.
5. Buying Motives
Major Buying Motives
These are the prospect’s most important concerns
and the salesperson should give them top priority.
Minor Buying Motives
These are peripheral concerns and the
salesperson should discuss these only after
addressing the major buying motives.
6. The SELL Sequence Model
Select &
describe a
feature
Explain
what the
feature does
Lead into the
benefit
Let the
customer talk
7. Examples:
Is that what you had in mind?
Does this make sense to you so far?
How does that sound to you?
Does that answer your concern?
Check-Backs and Response-Checks
Closed-ended questions designed to clarify,
check for understanding, confirm interest, or
confirm resolution of a concern.
8. Reasons for Using
Presentation Tools and Sales Aids
• Capture prospective buyer’s attention
• Generate interest in the recommended solution
• Make presentations more persuasive
• Increase the buyer’s participation and involvement
• Provide the opportunity for collaboration
and two-way communication
9. Sales Presentation Toolbox
Visual Aids
• Product Demonstrations
• Printed Materials
• Photographs and Illustrations
• Graphs and Charts
Sales Call Setting
• Location
• Positioning and Seating
Arrangements
• Disruptions
Verbal Support
• Voice Characteristics
• Examples and Anecdotes
• Comparisons and
Analogies
Electronic Media
• Computer-Based Presentations
• Video
• Slides
• Overhead Transparencies
Proof Providers
• Statistics
• Testimonials
• Case Histories
Presentation Tools
and
Sales Aids
11. Sales Aids: Proof Providers
• Statistics
• Testimonials
• Case Histories
“In January, Fortune
magazine recognized
CDW as the top rated
technology vendor
on the basis of
services provided to
the buying
customer.”
13. Sales Aids: Electronic Media
• Computer-Based Presentations
• Video
• Slides
• Overhead Transparencies
14. Group Sales Presentations
“When selling to groups, salespeople can
expect tough questions and should prepare
accordingly”
“When selling to a group, salespeople
should take every opportunity to pre-sell
individual group members prior to the
group presentation”
15. Sales Tactics for Selling to Groups
• Arrival – Arrive and setup before the buying
group
• Eye Contact – Make periodic eye contact with
each member of the buying group
• Communication – Solicit opinions and feedback
from each member of the buying group and
avoid taking sides
16. Handling Questions
in Group Presentation
• Listen carefully and maintain eye contact with the
person asking the question
• Repeat or restate the question as necessary to
ensure understanding
• Answer each question succinctly and convincingly
19. Reasons Why
Prospects Raise Objections
• The prospect wants to avoid the sales interview.
• The salesperson has failed to prospect and qualify
properly.
• Objecting is a matter of custom.
• The prospect resists change.
• The prospect fails to recognize a need.
• Prospect lacks information.
20. Examples
Major Categories of Objections
• Need
• Product or Service
Features
• Company or Source
• Price
• Time
I have all I can use.
I don’t need any.
The equipment I have is still
good.
I’m satisfied with the company
we use now.
We have no room for your line.
I don’t like the design, color, or
style.
Maintenance agreement should
be included.
Performance of product is
unsatisfactory.
Packaging is too bulky.
Specifications don’t match what
we have now.
The product is poor quality.
Your company is too small to
meet my needs.
I’ve never heard of your
company.
Your company is too big; I’ll get
lost in the shuffle.
How do I know you’ll be around
to take care of me in the future?
Your company was recently in
the newspaper. Are you having
problems?
We can’t afford it.
I can’t afford to spend that
much right now.
That’s 30% higher than your
competitor’s comparable
model.
We have a better offer from
your competitor.
I need something a lot cheaper.
Your price is not different
enough to change suppliers.
I need time to think it over.
Ask me again next month when
you stop by.
I’m not ready to buy yet.
I haven’t made up my mind.
I don’t want to commit myself
until I’ve had a chance to talk to
engineering.
Category
22. Other Methods for
Handling Buyer Resistance
• Forestall
• Direct Denial
• Indirect Denial
• Translation or Boomerang
Introduce the source of the objection
before the prospect brings it up.
Respond to the objection by telling the
prospect s/he is wrong.
Respond to the objection by providing
evidence that helps the prospect realize
s/he is mistaken.
Turn a reason not to buy (the source of the
objection) into a reason to buy.
23. Other Methods for
Handling Buyer Resistance
• Compensation
• Question
• Third Party Reinforcement
Counterbalance the objection with an
offsetting benefit.
Ask the buyer assessment questions to
gain a better understanding of the source
of the objection.
Use the opinion or data from a third party
source to help overcome the objection and
reinforce the salesperson’s points.
24. Commitment
• The creation of an obligation between the
seller and buyer.
• The seller obtains the buyer’s obligation to a
specific action.
• The specific action is usually linked directly to
one of the sales call objectives.
26. Guidelines for Earning Commitment
• Resolve “Red Light” Statements Made by
the Prospect
– I’m not sure that will work.
– The price is higher than I though it would be.”
– Your delivery schedule does not work for us.
– I don’t see the advantage of going with your
proposal.
27. Guidelines for Earning Commitment
• Look for Commitment Signals
– “That will get the job done”
– “I didn’t realize you delivered everyday.”
– “The price is lower than I thought it would be.”
• Ask Trial Commitment Questions
– “What do you think about the what we’ve
discussed?”
– “Do you see how this will help your
organization?”
28. Techniques to Earn Commitment
• Ask for the Order/Direct Commitment
– Simply Ask for the Order
• Legitimate Choice/Alternative Choice
– Give the Prospect a Limited Number of Choices
• Summary Commitment
– Summarize All the Confirmed Benefits That Have Been
Agreed To
29. Techniques to Earn Commitment
• T-Account or Balance Sheet Commitment
– Summary Close on Paper
• Success Story Commitment
– Salesperson Tells a Story of a Business That
Successfully Solved a Problem by Buying His or Her
Product.
30. Dealing with Yes!
• Obtain the customer’s signature
• Provide a plan of action (i.e., answer the
question “now what?”)
• Answer any remaining questions.
• Assure the buyer you will follow-up
• Thank the customer for the business
31. Dealing with No!
• Evaluate the customer’s explanation
• Maintain the relationship foundation
• Understand rejection is a fact of life
• Evaluate your performance
• Learn from the situation
• Make improvements