Mentoring Week 4
•Download as PPTX, PDF•
0 likes•263 views
This document provides guidance on developing sales skills through a repeatable process. It discusses creating an initial benefit statement to capture attention, probing techniques, giving an effective presentation addressing features and benefits, overcoming objections, and closing the sale. Key points include outlining the client's needs, explaining how the proposed solution meets those needs, getting all objections on the table, and securing a commitment. The document also examines traits of top salespeople like empathy, goal orientation, and honesty. Homework involves practicing an opening statement and scripting an objection handling approach.
Report
Share
Report
Share
Recommended
Handling Resistance: The Sale Begins When the Customer Says No
When a customer raises objections they are providing salespeople with useful although negative information about the purchase. Objections generally fall into two categories: misunderstandings and drawbacks. The misunderstandings and drawbacks salespeople encounter become “stumbling blocks” or “stepping stones” depending on how they are handled.
This fast-paced seminar teaches a six-step process for handling resistance to ensure that drawbacks and misunderstandings become “stepping stones” to the close.
How to handle sales objections
This document discusses how to handle sales objections by asking questions to better understand customers' needs and pain points. It recommends asking high-value questions early in the sales process to gain insight, position your solution's value, and eliminate objections. Some key questions mentioned include asking what is most important to the customer, why it's important, what impact current problems are having, and what solving those problems would mean to them. The deeper you dig with questions, the more insight you'll have to position your solution and overcome objections.
Closing: A Natural Step in the Sales Process
If you don’t ask for the order, you won’t make the sale
That statement is one of the basic truths of the sales profession. Because when you ask for the order you provide the momentum for a client to say yes. Though you may feel closing a sale is a magic moment, in reality, closing is simply following closing principles and then asking for a decision when you feel certain the prospective buyer is going to say yes. This fast-paced seminar teaches you how to ask for the order.
Objection Handling in Sales
The document provides tips on overcoming common sales objections by listening to prospects' concerns, validating them, asking follow-up questions, and setting up specific times to follow-up. It discusses strategies like anticipating objections, leveraging social proof, and using the LAER method to build trust and address objections. Finally, it provides examples of handling objections about price, competition, authority to buy, and need/fit and emphasizes treating objections as requests for more information.
Negotiation Tips
This document provides negotiation tips for contract negotiations. It discusses the most commonly negotiated areas of price and legal terms and conditions. It recommends seeking collaboration and understanding both your and your prospect's perspectives. The person with the best alternative to a negotiated agreement has the most leverage. Key tips include establishing trust, managing gains and losses strategically, not accepting counterparts' offers too quickly, and not gloating over gains in a way that alienates the counterpart. It also suggests overcoming objections through value-based selling and leveraging industry standard terms. The goal should always be seeking win-win outcomes through positive thinking.
PowerSales handling objections and closing the sale
a short module on basic handling objections and closing the sale
Call 0917-5555639 or 02-75030000 for booking or consultation
Selling during tough times world of asphalt - 90 minutes - nashville 2016
Selling during tough times for the Asphalt Industry - tactics and strategies complete with tons of examples and questions to ask prospects - preferred keynote speaker - World of Asphalt - Nashville, 2016
Be the best in overcoming customers' objections
From Yair Schoenfeld's on-line course at Udemy: https://www.udemy.com/be-the-best-in-overcoming-customers-objections/learn/v4/overview
Recommended
Handling Resistance: The Sale Begins When the Customer Says No
When a customer raises objections they are providing salespeople with useful although negative information about the purchase. Objections generally fall into two categories: misunderstandings and drawbacks. The misunderstandings and drawbacks salespeople encounter become “stumbling blocks” or “stepping stones” depending on how they are handled.
This fast-paced seminar teaches a six-step process for handling resistance to ensure that drawbacks and misunderstandings become “stepping stones” to the close.
How to handle sales objections
This document discusses how to handle sales objections by asking questions to better understand customers' needs and pain points. It recommends asking high-value questions early in the sales process to gain insight, position your solution's value, and eliminate objections. Some key questions mentioned include asking what is most important to the customer, why it's important, what impact current problems are having, and what solving those problems would mean to them. The deeper you dig with questions, the more insight you'll have to position your solution and overcome objections.
Closing: A Natural Step in the Sales Process
If you don’t ask for the order, you won’t make the sale
That statement is one of the basic truths of the sales profession. Because when you ask for the order you provide the momentum for a client to say yes. Though you may feel closing a sale is a magic moment, in reality, closing is simply following closing principles and then asking for a decision when you feel certain the prospective buyer is going to say yes. This fast-paced seminar teaches you how to ask for the order.
Objection Handling in Sales
The document provides tips on overcoming common sales objections by listening to prospects' concerns, validating them, asking follow-up questions, and setting up specific times to follow-up. It discusses strategies like anticipating objections, leveraging social proof, and using the LAER method to build trust and address objections. Finally, it provides examples of handling objections about price, competition, authority to buy, and need/fit and emphasizes treating objections as requests for more information.
Negotiation Tips
This document provides negotiation tips for contract negotiations. It discusses the most commonly negotiated areas of price and legal terms and conditions. It recommends seeking collaboration and understanding both your and your prospect's perspectives. The person with the best alternative to a negotiated agreement has the most leverage. Key tips include establishing trust, managing gains and losses strategically, not accepting counterparts' offers too quickly, and not gloating over gains in a way that alienates the counterpart. It also suggests overcoming objections through value-based selling and leveraging industry standard terms. The goal should always be seeking win-win outcomes through positive thinking.
PowerSales handling objections and closing the sale
a short module on basic handling objections and closing the sale
Call 0917-5555639 or 02-75030000 for booking or consultation
Selling during tough times world of asphalt - 90 minutes - nashville 2016
Selling during tough times for the Asphalt Industry - tactics and strategies complete with tons of examples and questions to ask prospects - preferred keynote speaker - World of Asphalt - Nashville, 2016
Be the best in overcoming customers' objections
From Yair Schoenfeld's on-line course at Udemy: https://www.udemy.com/be-the-best-in-overcoming-customers-objections/learn/v4/overview
Nothing Happens Until Something Gets Sold - World of Asphalt Conference - Bal...
The document provides information on personal selling and the sales process. It discusses targeting customers, asking questions to understand needs, overcoming objections, and closing the sale. The key points are:
1) Personal selling involves presenting products and services to customers through persuasive conversations to match their needs and motivate a purchase.
2) It is important to understand customers by asking questions, identify their problems and desires, and focus on satisfying their needs over your own goals.
3) Overcoming objections requires listening, confirming concerns, answering questions to eliminate fears, and building value and trust in your solution.
4) The goal of any sales interaction is to guide the customer through the process until they are ready to make a
Overcoming objections
The document discusses objections in sales and how to handle them effectively. It defines an objection as a customer concern or question rather than an excuse. Objections are opportunities to provide information and address customer needs. While many salespeople see objections as bad, they are actually good signs that the customer is engaged and giving the salesperson a chance to respond. The document provides tips on distinguishing real from fake objections, techniques for responding like using "feel, felt, found", turning objections into benefits, and common objections and strategies to overcome them like breaking down costs, facilitating decision meetings, building trust with experience and references, and making the decision to hire easy.
2010 Fortune Sales & Marketing Summit Takeaways
The document summarizes key points from various presentations at a sales and marketing summit. It focuses on putting customers first, measuring outcomes for both the customer and business, and building value early in the sales process. It also discusses challenges in complex sales, the stages of a purchase process, and strategies for creating remarkable customer experiences and persuasive proposals.
Handling objection
This document discusses objection handling in sales. It begins by outlining the objectives of understanding and addressing objections. It defines objections as customer statements that indicate unwillingness to buy. Common objections include issues with price, product, time or competition. The document then details a five-step process for handling objections: 1) listen completely without interrupting, 2) probe to isolate the real objection, 3) answer using a scripted response, 4) confirm the answer resolved the objection, and 5) ask for the deal. Finally, it explains several popular objection handling techniques like boomerang, chunking, deflection, and feel-felt-found.
Objection handling
The document discusses objection handling and closing sales. It defines objections as opportunities to understand customer needs rather than rejections. Common objections are around affordability, relationships, and need. Techniques for handling objections include spotlighting the real concern, using feel-felt-found to acknowledge concerns and provide examples of others' experiences, and reversing the answer to reframe objections as reasons for purchasing. The key points for closing a sale are that the customer is satisfied with the product and explanation, can afford the purchase, all objections are addressed, and there are no remaining questions. Adaptability of the sales process is also emphasized.
Closing the sale
This document provides tips and techniques for successfully closing sales. It discusses when is the right time to close a sale based on buyer signals. It also covers overcoming objections by using multiple closes and asking questions. Finally, it outlines 12 keys to closing a sale, including being enthusiastic, confirming needs, overcoming objections, summarizing benefits, and asking for the order.
Sales objection
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.
Chapter 13 Closing the Call
The document discusses various techniques for closing a sale, including reading buying signals, using multiple closes, handling objections, and leaving the door open if a sale is not made. It provides examples of specific closing techniques like alternative choice closes and outlines a process of closing, addressing objections, and closing again if needed using a multiple close sequence. The key is determining when a prospect is ready to buy and having different closing strategies prepared.
11. sales training account review
This document provides questions for salespeople to analyze recent sales opportunities they have won or lost through an account review. It includes over 50 questions organized into sections on the sales opportunity details, decision making process, understanding the customer's needs, competition, pricing, referrals, timelines, warning signs, and an overall summary. The questions are meant to help identify patterns that will minimize future losses and maximize future wins by learning from both successful and unsuccessful sales experiences.
How to Close a Sale (Without Being Obnoxious)
How does a salesperson ‘ask the customer for the business’ without sounding obnoxious? How does one close the sale without being or feeling like a jerk? How should salespeople conduct themselves at the crucial 'close' stage' of the sale, so that they do not inadvertently end up causing the customer to shut them out?
This post examines the reasons the 'close' often turns into an unpleasant, if not an outright nightmare, situation for both customer and salesperson.
It also suggests how salespeople can effectively close the sale.
The secret to closing the sale
This document provides techniques for improving sales closing skills. It discusses that enthusiasm, belief in the product, and persistence are key to success. Specific closing techniques include finding the "hot button" benefit for each customer, using suggestive language to imply the purchase decision has been made, inviting customers to "give it a try", and telling relevant stories about how others benefited from the product. Qualifying customers and addressing their fears around purchase decisions are also important. The overall message is that sales is a skill developed through practice of different closing approaches.
Selling in a matrix
Selling in a Matrix is a tutorial on conceptual selling.
--Cover page is not the first slide-click- and you will see the title page.
Overcoming Objections
This document provides guidance on overcoming common objections from prospects. It begins by listing some common objections like "I would like to think about it" or "Now is not the best time." It then outlines the key steps to overcoming objections, which are to uncover, isolate, address, and overcome the objection. Specific techniques are provided for uncovering like asking "What specifically would you like to think about?" and for isolating like assuming the objection is not an issue and asking if there are any other reasons. Sample dialogs are given for addressing common objections. The document emphasizes learning the objections in advance and having proven responses prepared.
Closing the Sale
This document provides guidance on closing sales, including when to close, techniques for closing, common mistakes to avoid, and what to do if a sale is not made. It recommends closing a minimum of 3 times using techniques like alternative choice, assumptive, compliment, and summary of benefits closes. The document also emphasizes recognizing buying signals, overcoming objections, leaving the door open if a sale is not made, and staying positive.
6. sales training negotiation 1
The document provides tips and strategies for effective negotiation. It discusses:
1) The difference between selling and negotiating, and how they are both important parts of closing a deal.
2) Strategies like acting as a reluctant buyer or seller to maintain leverage, and never disclosing desperation around needing a deal.
3) How professional negotiators make large concessions first to set appropriate expectations and avoid endless negotiations.
4) The importance of deciding what can be negotiated, like price reductions in exchange for other concessions, to feel both sides have achieved a win.
Overcoming objections jim duffy
Objections are a normal part of any sales process and can be either true concerns or false objections meant to stall or delay the sale. The document outlines that objections should initially be treated as false and postponed or ignored, but if raised again are likely true concerns. It recommends isolating the specific objection, re-explaining to address misunderstandings or overcoming genuine disadvantages with more benefits. The overall goal is to keep control of the conversation, understand the root cause of the objection, and then close the sale once satisfied.
Overcoming Objections - What to Say and How To Say It
This document provides guidance and sample responses for overcoming common objections that may arise when selling real estate. It discusses the importance of clearly understanding the objection, avoiding interrupting the client, and having a positive mental approach to see objections as opportunities. It then provides examples of potential objections like reducing commission, questioning the listed price, concern over attention from the agent due to their number of listings, wanting to find a new home first before selling, selling outside an agent's typical price range, needing to net a certain amount from the sale, and the need to make a difficult financial decision in a challenging housing market. For each objection, it offers multiple sample responses and strategies for addressing the client's concerns.
Social Style Selling Skills
This document discusses adapting your sales style to different social styles. It introduces the four social styles - analytical, expressive, amiable, and driver. For each style, it provides characteristics and recommendations on how to best adapt your selling approach to be most effective. The goal is to establish rapport, decrease tension, and be seen positively by understanding and meeting the different needs of each social style. It encourages salespeople to utilize these principles to improve their close ratios and become better at adapting their style.
Chapter 5 -Relationshp Building
The document discusses effective communication techniques for salespeople, including using words, body language, visual aids, and listening. It emphasizes the importance of nonverbal communication and outlines factors that can act as barriers to communication like differences in perception and information overload. It also provides tips for maintaining control in a sales presentation through persuasive communication, empathy, feedback, and creating trust with customers.
carls sales training book
This document provides an overview of common sales objections and strategies for overcoming them. It discusses 5 main categories of objections: value/ROI, urgency, credibility, lack of pain, and lack of authority. For each objection, it identifies the underlying belief and gives examples of how it may be expressed. The document also explains how to distinguish objections from outright refusals and discusses when objections typically arise in the sales process, such as during cold calls, initial meetings, presentations, and negotiations. Overall, the document aims to help salespeople better understand objections and prepare effective responses.
Apptivo CRM Capabilities - Managing Leads
Apptivo provides complete Customer Relationship Management functionality through its Sales Module.
Sales module implements functions of lead generation, opportunity conversion, order placement, order scheduling, shipping, invoicing.
Leads refer to an individual or organization that shows interest in your firm’s services by responding through direct marketing channels like advertisements.
Herramientas informatica
El documento describe varias herramientas web y ofimáticas como Microsoft Word, Excel, PowerPoint, Access, YouTube, Blogger, Facebook, Outlook, Prezi, Adobe Flash que pueden aplicarse a la educación y enfermería. Explica brevemente las funciones de cada herramienta y cómo pueden usarse para organizar y compartir información de manera efectiva.
More Related Content
What's hot
Nothing Happens Until Something Gets Sold - World of Asphalt Conference - Bal...
The document provides information on personal selling and the sales process. It discusses targeting customers, asking questions to understand needs, overcoming objections, and closing the sale. The key points are:
1) Personal selling involves presenting products and services to customers through persuasive conversations to match their needs and motivate a purchase.
2) It is important to understand customers by asking questions, identify their problems and desires, and focus on satisfying their needs over your own goals.
3) Overcoming objections requires listening, confirming concerns, answering questions to eliminate fears, and building value and trust in your solution.
4) The goal of any sales interaction is to guide the customer through the process until they are ready to make a
Overcoming objections
The document discusses objections in sales and how to handle them effectively. It defines an objection as a customer concern or question rather than an excuse. Objections are opportunities to provide information and address customer needs. While many salespeople see objections as bad, they are actually good signs that the customer is engaged and giving the salesperson a chance to respond. The document provides tips on distinguishing real from fake objections, techniques for responding like using "feel, felt, found", turning objections into benefits, and common objections and strategies to overcome them like breaking down costs, facilitating decision meetings, building trust with experience and references, and making the decision to hire easy.
2010 Fortune Sales & Marketing Summit Takeaways
The document summarizes key points from various presentations at a sales and marketing summit. It focuses on putting customers first, measuring outcomes for both the customer and business, and building value early in the sales process. It also discusses challenges in complex sales, the stages of a purchase process, and strategies for creating remarkable customer experiences and persuasive proposals.
Handling objection
This document discusses objection handling in sales. It begins by outlining the objectives of understanding and addressing objections. It defines objections as customer statements that indicate unwillingness to buy. Common objections include issues with price, product, time or competition. The document then details a five-step process for handling objections: 1) listen completely without interrupting, 2) probe to isolate the real objection, 3) answer using a scripted response, 4) confirm the answer resolved the objection, and 5) ask for the deal. Finally, it explains several popular objection handling techniques like boomerang, chunking, deflection, and feel-felt-found.
Objection handling
The document discusses objection handling and closing sales. It defines objections as opportunities to understand customer needs rather than rejections. Common objections are around affordability, relationships, and need. Techniques for handling objections include spotlighting the real concern, using feel-felt-found to acknowledge concerns and provide examples of others' experiences, and reversing the answer to reframe objections as reasons for purchasing. The key points for closing a sale are that the customer is satisfied with the product and explanation, can afford the purchase, all objections are addressed, and there are no remaining questions. Adaptability of the sales process is also emphasized.
Closing the sale
This document provides tips and techniques for successfully closing sales. It discusses when is the right time to close a sale based on buyer signals. It also covers overcoming objections by using multiple closes and asking questions. Finally, it outlines 12 keys to closing a sale, including being enthusiastic, confirming needs, overcoming objections, summarizing benefits, and asking for the order.
Sales objection
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.
Chapter 13 Closing the Call
The document discusses various techniques for closing a sale, including reading buying signals, using multiple closes, handling objections, and leaving the door open if a sale is not made. It provides examples of specific closing techniques like alternative choice closes and outlines a process of closing, addressing objections, and closing again if needed using a multiple close sequence. The key is determining when a prospect is ready to buy and having different closing strategies prepared.
11. sales training account review
This document provides questions for salespeople to analyze recent sales opportunities they have won or lost through an account review. It includes over 50 questions organized into sections on the sales opportunity details, decision making process, understanding the customer's needs, competition, pricing, referrals, timelines, warning signs, and an overall summary. The questions are meant to help identify patterns that will minimize future losses and maximize future wins by learning from both successful and unsuccessful sales experiences.
How to Close a Sale (Without Being Obnoxious)
How does a salesperson ‘ask the customer for the business’ without sounding obnoxious? How does one close the sale without being or feeling like a jerk? How should salespeople conduct themselves at the crucial 'close' stage' of the sale, so that they do not inadvertently end up causing the customer to shut them out?
This post examines the reasons the 'close' often turns into an unpleasant, if not an outright nightmare, situation for both customer and salesperson.
It also suggests how salespeople can effectively close the sale.
The secret to closing the sale
This document provides techniques for improving sales closing skills. It discusses that enthusiasm, belief in the product, and persistence are key to success. Specific closing techniques include finding the "hot button" benefit for each customer, using suggestive language to imply the purchase decision has been made, inviting customers to "give it a try", and telling relevant stories about how others benefited from the product. Qualifying customers and addressing their fears around purchase decisions are also important. The overall message is that sales is a skill developed through practice of different closing approaches.
Selling in a matrix
Selling in a Matrix is a tutorial on conceptual selling.
--Cover page is not the first slide-click- and you will see the title page.
Overcoming Objections
This document provides guidance on overcoming common objections from prospects. It begins by listing some common objections like "I would like to think about it" or "Now is not the best time." It then outlines the key steps to overcoming objections, which are to uncover, isolate, address, and overcome the objection. Specific techniques are provided for uncovering like asking "What specifically would you like to think about?" and for isolating like assuming the objection is not an issue and asking if there are any other reasons. Sample dialogs are given for addressing common objections. The document emphasizes learning the objections in advance and having proven responses prepared.
Closing the Sale
This document provides guidance on closing sales, including when to close, techniques for closing, common mistakes to avoid, and what to do if a sale is not made. It recommends closing a minimum of 3 times using techniques like alternative choice, assumptive, compliment, and summary of benefits closes. The document also emphasizes recognizing buying signals, overcoming objections, leaving the door open if a sale is not made, and staying positive.
6. sales training negotiation 1
The document provides tips and strategies for effective negotiation. It discusses:
1) The difference between selling and negotiating, and how they are both important parts of closing a deal.
2) Strategies like acting as a reluctant buyer or seller to maintain leverage, and never disclosing desperation around needing a deal.
3) How professional negotiators make large concessions first to set appropriate expectations and avoid endless negotiations.
4) The importance of deciding what can be negotiated, like price reductions in exchange for other concessions, to feel both sides have achieved a win.
Overcoming objections jim duffy
Objections are a normal part of any sales process and can be either true concerns or false objections meant to stall or delay the sale. The document outlines that objections should initially be treated as false and postponed or ignored, but if raised again are likely true concerns. It recommends isolating the specific objection, re-explaining to address misunderstandings or overcoming genuine disadvantages with more benefits. The overall goal is to keep control of the conversation, understand the root cause of the objection, and then close the sale once satisfied.
Overcoming Objections - What to Say and How To Say It
This document provides guidance and sample responses for overcoming common objections that may arise when selling real estate. It discusses the importance of clearly understanding the objection, avoiding interrupting the client, and having a positive mental approach to see objections as opportunities. It then provides examples of potential objections like reducing commission, questioning the listed price, concern over attention from the agent due to their number of listings, wanting to find a new home first before selling, selling outside an agent's typical price range, needing to net a certain amount from the sale, and the need to make a difficult financial decision in a challenging housing market. For each objection, it offers multiple sample responses and strategies for addressing the client's concerns.
Social Style Selling Skills
This document discusses adapting your sales style to different social styles. It introduces the four social styles - analytical, expressive, amiable, and driver. For each style, it provides characteristics and recommendations on how to best adapt your selling approach to be most effective. The goal is to establish rapport, decrease tension, and be seen positively by understanding and meeting the different needs of each social style. It encourages salespeople to utilize these principles to improve their close ratios and become better at adapting their style.
Chapter 5 -Relationshp Building
The document discusses effective communication techniques for salespeople, including using words, body language, visual aids, and listening. It emphasizes the importance of nonverbal communication and outlines factors that can act as barriers to communication like differences in perception and information overload. It also provides tips for maintaining control in a sales presentation through persuasive communication, empathy, feedback, and creating trust with customers.
carls sales training book
This document provides an overview of common sales objections and strategies for overcoming them. It discusses 5 main categories of objections: value/ROI, urgency, credibility, lack of pain, and lack of authority. For each objection, it identifies the underlying belief and gives examples of how it may be expressed. The document also explains how to distinguish objections from outright refusals and discusses when objections typically arise in the sales process, such as during cold calls, initial meetings, presentations, and negotiations. Overall, the document aims to help salespeople better understand objections and prepare effective responses.
What's hot (20)
Nothing Happens Until Something Gets Sold - World of Asphalt Conference - Bal...
Nothing Happens Until Something Gets Sold - World of Asphalt Conference - Bal...
Overcoming Objections - What to Say and How To Say It
Overcoming Objections - What to Say and How To Say It
Viewers also liked
Apptivo CRM Capabilities - Managing Leads
Apptivo provides complete Customer Relationship Management functionality through its Sales Module.
Sales module implements functions of lead generation, opportunity conversion, order placement, order scheduling, shipping, invoicing.
Leads refer to an individual or organization that shows interest in your firm’s services by responding through direct marketing channels like advertisements.
Herramientas informatica
El documento describe varias herramientas web y ofimáticas como Microsoft Word, Excel, PowerPoint, Access, YouTube, Blogger, Facebook, Outlook, Prezi, Adobe Flash que pueden aplicarse a la educación y enfermería. Explica brevemente las funciones de cada herramienta y cómo pueden usarse para organizar y compartir información de manera efectiva.
Benjamin_Newton_CV-2
Benjamin Newton is a PhD candidate at Southern Illinois University studying sustainability. He has over 15 years of experience in environmental consulting, research, and teaching. Currently, he is the Trade Adjustment Assistance Grant Coordinator at Triton College, where he also serves on the Green Committee and advises the Environmental Science program. His research focuses on climate assessments, sustainable energy, and food security.
3 11 Light & Temperature
The document provides information about begonias, including that they are an annual plant, usually grow 6 to 24 inches tall and 8 to 12 inches wide, prefer shade to partial shade, and come in pink, red, and white colors blooming from late spring to early fall. It also notes that begonias are a common landscaping plant due to their low maintenance requirements.
The Geeza'S
Three working class friends in West London borrow £100,000 from a loan shark to enter a high-stakes illegal poker game run by a crime lord. After losing heavily, they now owe £600,000 and only have one week to repay the debt. The film will follow how the friends try to get the money to pay off the loan shark and avoid serious consequences, playing on their desperation and questionable plans. It aims to be an entertaining crime/comedy for male audiences looking for an evening of beers and a movie.
Proyecto 5
Este documento presenta varias herramientas ofimáticas como Word, Excel, PowerPoint, Access, Outlook, Edmodo, Mendeley, Linux, Dropbox y Google Drive. Describe sus funciones principales como la edición de documentos, hojas de cálculo, presentaciones y bases de datos. También explica cómo algunas como Edmodo, Mendeley y Dropbox facilitan la comunicación, gestión de referencias bibliográficas y almacenamiento en la nube.
Vergara Air CIRAD 2010
The document discusses agricultural risk modeling and management. It describes how traditional approaches for estimating crop losses have significant weaknesses by not fully accounting for changes in technology, price volatility, market information and weather variability. An improved approach uses a probabilistic agricultural risk model that incorporates weather data, yield trends adjusted for technology, price modeling and generation of potential crop loss outcomes to better estimate risks under different conditions. The model can help farmers, donors and others strengthen risk management and decision making.
The BC Spatial Project – Integrating BC’s Cadastre with FME Server
BC Spatial is an initiative of the Integrated Cadastral Information Society (ICIS) to establish integration services for and one-stop access to the best available cadastral data for the province. This presentation will demonstrate ICIS’ use of FME Server as the key technology at the center of the society’s data sharing framework. Data contributors will learn how ICIS is using FME to streamline data delivery, standardize data handling and provide quality assurance feedback to its members. Data consumers will learn how FME is powering data integration from many disparate sources, capturing data quality characteristics and reporting them in real time. FME developers will learn about the software customizations and scripting standards that are being deployed to achieve the greatest maintainability and flexibility of design. All attendees will hear how ICIS uses FME to facilitate collaborative success among its members – from all levels of government, utilities and the private sector – for the sharing of geospatial data.
Bike ride
The history of motorcycles began in the late 19th century with the invention of a steam-powered velocipede by Sylvester Roper in 1867. By the early 20th century, Harley-Davidson had become the largest motorcycle manufacturer, selling their motorcycles in 67 countries by 1920 after being founded in 1903 by William Harley and the Davidson brothers. Indian and Harley-Davidson were the last remaining American motorcycle manufacturers by 1931, in a two-company rivalry that lasted until 1953 when Indian closed and Royal Enfield took over the Indian name.
3 9 Design Unity & Limonium
The document provides information about delphinium flowers for floral design including their availability, color, longevity and cost. It discusses the concept of unity in design and prompts the reader to review sample arrangements based on whether they demonstrate unity, balance, proportion, rhythm and identify the focal flower. The document also announces an upcoming field trip to a local farm and greenhouse to see cut flower and vegetable gardens.
Proyecto 3
Este documento describe varias herramientas ofimáticas y documentos web utilizados para la educación, incluyendo Word para la redacción de documentos, Excel para hojas de cálculo, PowerPoint para presentaciones, Access para bases de datos, YouTube y Google Drive para almacenamiento de archivos, Google Search para búsqueda en internet, WordPress para blogs, Dropbox y SkyDrive para almacenamiento en la nube, Wikipedia como enciclopedia en línea, SlideShare para compartir presentaciones, Prezi como herramienta de presentaciones alternativa, Facebook para comunicación y Blogger como pl
NEETINKHEDKAR CV 18 Feb 2016
Neetin Khedkar is a CEO with over 30 years of experience in construction project management. She has managed projects for various organizations including Challenge Project Managers, HSP, Structcon, SSNS, National Housing Bank, Reserve Bank of India, and Wadhwa Group. Some of her accomplishments include completing a 268-unit residential building in a record time of 2.68 days per flat, overseeing skywalk projects in Mumbai, and managing housing projects across India with a focus on housing for the poor. She has an engineering degree from IIT Mumbai and postgraduate qualifications in computer programming and structural design.
Recognition_and_discrimination_of_human
This study tested whether bottlenose dolphins could integrate information about human movements received through echolocation with their previous visual experiences of the same movements. Three dolphins were trained to respond to specific human movements they could see above water. They were then tested underwater and unable to see, to determine if they could identify movements based on echolocation alone. The dolphins quickly learned to correctly respond to underwater movements they could not see visually, demonstrating an ability to relate visual and echolocation representations of actions.
Evaluation Question 2
The magazine represents white, middle-class, heterosexual teenage boys who are interested in dance music. On the cover, a DJ is portrayed wearing hipster clothing associated with the genre to appeal to readers. In the contents, a dance music artist is also shown in skinny jeans and a reversed snapback cap, continuing the style reflective of the genre throughout the magazine.
Viewers also liked (16)
The BC Spatial Project – Integrating BC’s Cadastre with FME Server
The BC Spatial Project – Integrating BC’s Cadastre with FME Server
Similar to Mentoring Week 4
Handling objections
The document provides guidance on key concepts for salespeople, including defining selling as a process to bring about desired changes in customer behavior using needs-based techniques. It discusses the salesperson's role in disturbing complacency and uncovering dissatisfaction to offer solutions. It also covers understanding customers' motivations, building rapport, asking open-ended questions, handling objections, and using trial closes to have customers consider if a product meets their needs, interests, and budget. The overall message is that sales is about understanding customers and helping products meet their needs.
Sales
The document outlines the T.R.U.S.T. sales process in 5 steps: 1) Think - establish call objectives, 2) Relate - build trust and rapport, 3) Uncover Needs - identify customer needs, 4) Sell the Solution - present recommendations, 5) Take Action - manage objections and close the sale. It emphasizes establishing rapport, understanding customer needs through questioning, presenting benefits not features, and overcoming objections to make the sale.
Selling-skills
This document provides an overview of basic and advanced selling skills. It discusses key concepts like understanding customer needs and matching products to those needs. It also outlines the selling process from preparation to closing the sale. Specific skills discussed include active listening, overcoming objections, asking open and closed questions, and following up with customers after the sale. The goal is to help sellers understand customers, present solutions to problems, and build long-term customer relationships.
Pharma selling challenges
This document provides guidance on developing effective selling skills, from basic to advanced levels. It emphasizes the importance of understanding customer needs and focusing on benefits rather than just product features. The selling process involves preparation, building rapport, presenting solutions, overcoming objections, closing the sale, and following up for customer satisfaction. Key skills include active listening, asking open and closed questions, handling objections, suggesting additional products, and providing ongoing service. Mastering these skills can help salespeople succeed in matching customer needs and gaining sales.
Sales The New Need Of Life
"Sales - The new need of Life" represents my seniors experience. Many literature on sales are also used in our day to day experience, though its theoritical but its practical too and may lead to success if implemented accurately.
Sales Communication: 5 Tips For Enhancing Your Sales-Closing Capabilities In ...
Sales Communication: 5 Tips For Enhancing Your Sales-Closing Capabilities In ...iSmart Communications Pte Ltd
Sellers must adapt to changing consumer trends by enhancing their sales communication skills and sales-closing capabilities in the online marketplace.Monday morning meeting 022414
This document summarizes an online meeting for a district sales team. It includes an agenda with topics on handling objections, tools and resources, and a district contest winner. Representatives from the company will also provide a message. The document provides guidance on handling objections, including probing questions, connecting with customers, presenting solutions, and moving the conversation forward. It emphasizes preparing by researching the customer's business and needs. Practicing skills like listening and asking follow up questions is encouraged to fully understand objections and opportunities.
Getting to Product Market Fit - An Overview of Customer Discovery & Validation
An overview of the first two stages of Steve Blank's Four Steps to the Epiphany: Customer Discovery and Customer Validation. Includes in depth advice on the customer development interview as well.
I'm writing a book on How to Build Customer Driven Products based on tactics like the ones in this presentation. You can sign up to learn more here: http://eepurl.com/RZoO9
Creating Customer Value Selling
The document provides guidance on creating customer value through effective sales skills like planning sales calls, engaging customers, conducting dialogues, and closing value. It discusses setting clear and obtainable call objectives, having contingency plans, positioning objectives to customers, asking probing questions, paraphrasing to verify understanding, framing value, and using commitment drivers like scarcity and deadlines to influence customers. The overall aim is helping salespeople understand customer needs and communicate value effectively.
Basic Selling Skills Final
1. The document discusses various aspects of selling, including definitions of salesmanship, obstacles to selling, qualifications for success in sales, and techniques for handling objections.
2. It provides advice for sales representatives on how to plan calls, conduct presentations, and overcome objections by anticipating, evaluating, and timing responses to objections.
3. The document emphasizes developing strong preparation, communication, and objection handling skills to enable sales representatives to qualify prospects and move sales forward successfully.
Sales Training Complete-HKPC145.pptx
The document discusses the five steps of consultative selling technique, including break the ice, need analysis, sales pitch, objection handling, and closing. It focuses on objection handling, describing the different types of objections, reasons for objections, and strategies for addressing objections. These include acknowledging the objection, using buffer phrases, answering objections immediately based on the prospect's personality type, comparing products, and providing case histories or testimonials from other students. The key is to listen carefully, confirm understanding, acknowledge the perspective, and select a technique to answer the objection while still attempting to close.
IPS Selling Skills Presentation Slideshow
This presentation introduces the basics of needs-based selling processes. If you or your sales team is struggling to achieve your objectives, then this presentation is a must view. For more information contact us at dave.gregory@inspiredperformancesolutions.com
The psychology of selling
The psychology of selling by Mehdi Mahfoud
using JB Selling method in addition to great ideas about selling
Solution telling beats solution selling
Research proves that the peak performers in complex solution sales lead with authentic insight. Clients have become immune to relationship based Q&A and want to be told rather than sold.
Selling 101 by Keith 10-9-09
The document provides tips for salespeople to effectively close sales in 3 steps:
1) Agree - Find common ground with the customer
2) Clarify - Lock onto a key word and ask follow up questions to understand the customer's concerns
3) Legitimize - Ask the customer what they will do next if their concerns are addressed
It emphasizes listening to understand the customer, being positive, delivering on promises to build trust, and assuming the sale.
Sell Value
The document provides information from the Selling Skills Institute about improving sales performance. It discusses changing negative thinking patterns, examining beliefs, and practicing possibility thinking. It also covers sales strategies like establishing rapport, identifying decision-makers and approval processes, understanding buying and change motives, proving value, and closing sales. The document emphasizes that value is unique to each customer and is defined by resolving business issues and benefits. It also provides tips on influencing and persuading others, defining value propositions, and maximizing profits by understanding the difference between costs, prices, and customer value.
Sm10
This document discusses sales objections and how to handle them effectively. It defines an objection as anything that slows down or stops the buying process. Objections should be viewed as opportunities to provide more information to prospects. The document outlines different types of objections including related to need, price, features, time, and source. It provides techniques for handling objections such as boomerang, chunking, conditional close, and LAARC. After addressing objections, salespeople should use a trial close to determine if further objections exist before proceeding to close the sale. If objections cannot be overcome, the presentation should be focused on key benefits before attempting to close.
The 7 Traits of Successful Sales Hunters
Most sales reps are mediocre. Others know what it takes to get a leg up, and consistently outperform the crowd.
Which category do you fall into?
Discover the winning behaviors of successful sales reps in this presentation from Business Wise Insiders, your local networking and biz-dev ideas group for Atlanta, Charlotte, and Dallas-Fort Worth.
Sales Webinar
The document outlines the sales cycle and fundamentals presented by Paul Kearley from Dale Carnegie Business Group. It discusses building rapport, generating interest, creating solutions, uncovering motives and securing commitments. It provides guidance on understanding the customer's perspective, asking questions, presenting benefits and evidence, overcoming objections, and gaining agreements to move the sales process forward. The overall goal is to understand the customer's needs and interests in order to provide a solution that creates value for the customer.
Words That Sell Paicr9.08
The document provides tips for effective marketing writing based on a presentation given by Debra A. Mackey. Some key tips include knowing your audience and their needs, focusing on the client/reader rather than yourself, using feelings and benefits over features to motivate action, keeping messages simple, being positive, and including a clear call to action. The overall message is that marketing should put the client/reader first and motivate them using simple, authentic language tailored to their needs and feelings.
Similar to Mentoring Week 4 (20)
Sales Communication: 5 Tips For Enhancing Your Sales-Closing Capabilities In ...
Sales Communication: 5 Tips For Enhancing Your Sales-Closing Capabilities In ...
Getting to Product Market Fit - An Overview of Customer Discovery & Validation
Getting to Product Market Fit - An Overview of Customer Discovery & Validation
More from Don Connelly
Success Manual
The document contains Rick Yeatts' 2011 Success Manual, which provides strategies, goals, budgets and notes for personal and professional growth. It includes sections on positive affirmations, daily habits, monthly personal goals, vision boards, and annual sales and income targets. The overall document offers a comprehensive framework to help the reader achieve success through planning and accountability.
GoToWebinar Attendee Guide
A quick guide for using Go To Webinar, the platform Camp Connelly uses for Coaching Calls and Webinars.
Mentoring, Week 8
- The document provides advice and reminders for financial advisors, including tips on prospecting, client relationships, fees, expectations, and market volatility.
- Some key points are to embrace change, not overpromise which destroys relationships, become friends with clients, choose optimism, understand that advice is difficult to sell, and manage client expectations.
- It emphasizes the importance of client service, communication, and focusing on the client's goals and needs above all else.
The law of cultural cognitive dissonance and performance
Cognitive dissonance occurs when there are conflicting beliefs, thoughts or memories, causing discomfort. To reduce this, people will modify beliefs, compromise standards, or deny conflicts. The three most common effects are modifying beliefs, compromising standards, and denying conflicts. To eliminate cognitive dissonance, the document outlines six steps: gain clarity, change approach, reestablish focus, think outside the box, commit to a daily routine, and find someone who can help.
The Law of Cultural Cognitive Dissonance & Performance
Cognitive dissonance occurs when one's beliefs or actions conflict, causing discomfort. To reduce this, people will modify beliefs, compromise standards, or deny the conflict. Common effects are anxiety and unhealthy behaviors. The document outlines six steps to eliminate cognitive dissonance, including gaining clarity, changing one's approach, reestablishing focus, thinking outside the box, committing to a routine, and finding help.
Mentoring Week 6
This document contains a collection of stories, analogies, and financial advice that are intended to simplify complex topics and influence or persuade clients. It discusses using simple stories and analogies to explain concepts like diversification, dollar cost averaging, fees and commissions. Several examples of analogies are provided on topics like buying low, gathering assets, managing expectations. The document concludes by asking the reader to submit their best analogy.
Tapping into the hidden power of your dpm
This document discusses tapping into one's dominant performance motive (DPM), which is the emotional reason for why someone takes action or seeks to succeed. It introduces Susie, a salesperson who discovered that making money was a means to an end for her, not the end itself. Her DPM provided the deeper motivation. The document recommends surrounding oneself with reminders of one's true desires to reflect one's DPM and inspire action. Discovering one's DPM involves asking questions about facts, feelings, and deepest emotional desires. The greatest benefits of tapping into one's DPM are increased engagement, energy, and satisfaction.
Becoming transformational (growing your thinking)
The document discusses how to create transformational change through a 5 step sequential process of thinking, beliefs, expectations, attitude, and performance. It states that true change begins with identifying where one wants to change and how to change. The 5 steps are explained as: 1) changing one's thinking by changing the words and thoughts that give life to thinking patterns, 2) allowing new beliefs to form from changed thinking, 3) having new expectations based on changed beliefs, 4) exhibiting a changed attitude as the outward evidence of changed thinking, and 5) achieving changed performance derived from changed thoughts. The assignment is to identify a past failed change attempt and the thinking preventing it, then write new words reflecting a transformational thought pattern to meditate
Mentoring week 2
This document provides guidance on achieving excellence in business through developing a repeatable process. It emphasizes mastering the basics through hard work over relying on natural talent alone. A key part of the process involves setting goals and creating a business plan and marketing plan to guide actions. Relationship building, communication, and sticking to fundamentals are also emphasized. The document concludes by assigning homework to participants to submit their mission statement and marketing plan.
More from Don Connelly (9)
The law of cultural cognitive dissonance and performance
The law of cultural cognitive dissonance and performance
The Law of Cultural Cognitive Dissonance & Performance
The Law of Cultural Cognitive Dissonance & Performance
Recently uploaded
Satta Matka Dpboss Matka Guessing Kalyan Chart Indian Matka Kalyan panel Chart
Satta Matka Dpboss Matka Guessing Kalyan Chart Indian Matka Kalyan panel Chart➒➌➎➏➑➐➋➑➐➐Dpboss Matka Guessing Satta Matka Kalyan Chart Indian Matka
SATTA MATKA SATTA FAST RESULT KALYAN TOP MATKA RESULT KALYAN SATTA MATKA FAST RESULT MILAN RATAN RAJDHANI MAIN BAZAR MATKA FAST TIPS RESULT MATKA CHART JODI CHART PANEL CHART FREE FIX GAME SATTAMATKA ! MATKA MOBI SATTA 143 spboss.in TOP NO1 RESULT FULL RATE MATKA ONLINE GAME PLAY BY APP SPBOSSThe APCO Geopolitical Radar - Q3 2024 The Global Operating Environment for Bu...
The Radar reflects input from APCO’s teams located around the world. It distils a host of interconnected events and trends into insights to inform operational and strategic decisions. Issues covered in this edition include:
How are Lilac French Bulldogs Beauty Charming the World and Capturing Hearts....
“After being the most listed dog breed in the United States for 31
years in a row, the Labrador Retriever has dropped to second place
in the American Kennel Club's annual survey of the country's most
popular canines. The French Bulldog is the new top dog in the
United States as of 2022. The stylish puppy has ascended the
rankings in rapid time despite having health concerns and limited
color choices.”
Authentically Social by Corey Perlman - EO Puerto Rico
Authentically Social by Corey Perlman - EO Puerto RicoCorey Perlman, Social Media Speaker and Consultant
Social media for business Easily Verify Compliance and Security with Binance KYC
Use our simple KYC verification guide to make sure your Binance account is safe and compliant. Discover the fundamentals, appreciate the significance of KYC, and trade on one of the biggest cryptocurrency exchanges with confidence.
The Heart of Leadership_ How Emotional Intelligence Drives Business Success B...
Leaders who possess self-awareness deeply understand their emotions, strengths, and weaknesses.
Digital Transformation Frameworks: Driving Digital Excellence
[To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
This presentation is a curated compilation of PowerPoint diagrams and templates designed to illustrate 20 different digital transformation frameworks and models. These frameworks are based on recent industry trends and best practices, ensuring that the content remains relevant and up-to-date.
Key highlights include Microsoft's Digital Transformation Framework, which focuses on driving innovation and efficiency, and McKinsey's Ten Guiding Principles, which provide strategic insights for successful digital transformation. Additionally, Forrester's framework emphasizes enhancing customer experiences and modernizing IT infrastructure, while IDC's MaturityScape helps assess and develop organizational digital maturity. MIT's framework explores cutting-edge strategies for achieving digital success.
These materials are perfect for enhancing your business or classroom presentations, offering visual aids to supplement your insights. Please note that while comprehensive, these slides are intended as supplementary resources and may not be complete for standalone instructional purposes.
Frameworks/Models included:
Microsoft’s Digital Transformation Framework
McKinsey’s Ten Guiding Principles of Digital Transformation
Forrester’s Digital Transformation Framework
IDC’s Digital Transformation MaturityScape
MIT’s Digital Transformation Framework
Gartner’s Digital Transformation Framework
Accenture’s Digital Strategy & Enterprise Frameworks
Deloitte’s Digital Industrial Transformation Framework
Capgemini’s Digital Transformation Framework
PwC’s Digital Transformation Framework
Cisco’s Digital Transformation Framework
Cognizant’s Digital Transformation Framework
DXC Technology’s Digital Transformation Framework
The BCG Strategy Palette
McKinsey’s Digital Transformation Framework
Digital Transformation Compass
Four Levels of Digital Maturity
Design Thinking Framework
Business Model Canvas
Customer Journey Map
Understanding User Needs and Satisfying Them
https://www.productmanagementtoday.com/frs/26903918/understanding-user-needs-and-satisfying-them
We know we want to create products which our customers find to be valuable. Whether we label it as customer-centric or product-led depends on how long we've been doing product management. There are three challenges we face when doing this. The obvious challenge is figuring out what our users need; the non-obvious challenges are in creating a shared understanding of those needs and in sensing if what we're doing is meeting those needs.
In this webinar, we won't focus on the research methods for discovering user-needs. We will focus on synthesis of the needs we discover, communication and alignment tools, and how we operationalize addressing those needs.
Industry expert Scott Sehlhorst will:
• Introduce a taxonomy for user goals with real world examples
• Present the Onion Diagram, a tool for contextualizing task-level goals
• Illustrate how customer journey maps capture activity-level and task-level goals
• Demonstrate the best approach to selection and prioritization of user-goals to address
• Highlight the crucial benchmarks, observable changes, in ensuring fulfillment of customer needs
Top mailing list providers in the USA.pptx
Discover the top mailing list providers in the USA, offering targeted lists, segmentation, and analytics to optimize your marketing campaigns and drive engagement.
The 10 Most Influential Leaders Guiding Corporate Evolution, 2024.pdf
In the recent edition, The 10 Most Influential Leaders Guiding Corporate Evolution, 2024, The Silicon Leaders magazine gladly features Dejan Štancer, President of the Global Chamber of Business Leaders (GCBL), along with other leaders.
Taurus Zodiac Sign: Unveiling the Traits, Dates, and Horoscope Insights of th...
Dive into the steadfast world of the Taurus Zodiac Sign. Discover the grounded, stable, and logical nature of Taurus individuals, and explore their key personality traits, important dates, and horoscope insights. Learn how the determination and patience of the Taurus sign make them the rock-steady achievers and anchors of the zodiac.
❼❷⓿❺❻❷❽❷❼❽ Dpboss Matka Result Satta Matka Guessing Satta Fix jodi Kalyan Fin...
❼❷⓿❺❻❷❽❷❼❽ Dpboss Matka Result Satta Matka Guessing Satta Fix jodi Kalyan Fin...❼❷⓿❺❻❷❽❷❼❽ Dpboss Kalyan Satta Matka Guessing Matka Result Main Bazar chart
❼❷⓿❺❻❷❽❷❼❽ Dpboss Matka Result Satta Matka Guessing Satta Fix jodi Kalyan Final ank Satta Matka Dpbos Final ank Satta Matta Matka 143 Kalyan Matka Guessing Final Matka Final ank Today Matka 420 Satta Batta Satta 143 Kalyan Chart Main Bazar Chart vip Matka Guessing Dpboss 143 Guessing Kalyan night Part 2 Deep Dive: Navigating the 2024 Slowdown
Introduction
The global retail industry has weathered numerous storms, with the financial crisis of 2008 serving as a poignant reminder of the sector's resilience and adaptability. However, as we navigate the complex landscape of 2024, retailers face a unique set of challenges that demand innovative strategies and a fundamental shift in mindset. This white paper contrasts the impact of the 2008 recession on the retail sector with the current headwinds retailers are grappling with, while offering a comprehensive roadmap for success in this new paradigm.
Building Your Employer Brand with Social Media
Presented at The Global HR Summit, 6th June 2024
In this keynote, Luan Wise will provide invaluable insights to elevate your employer brand on social media platforms including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok. You'll learn how compelling content can authentically showcase your company culture, values, and employee experiences to support your talent acquisition and retention objectives. Additionally, you'll understand the power of employee advocacy to amplify reach and engagement – helping to position your organization as an employer of choice in today's competitive talent landscape.
3 Simple Steps To Buy Verified Payoneer Account In 2024
Buy Verified Payoneer Account: Quick and Secure Way to Receive Payments
Buy Verified Payoneer Account With 100% secure documents, [ USA, UK, CA ]. Are you looking for a reliable and safe way to receive payments online? Then you need buy verified Payoneer account ! Payoneer is a global payment platform that allows businesses and individuals to send and receive money in over 200 countries.
If You Want To More Information just Contact Now:
Skype: SEOSMMEARTH
Telegram: @seosmmearth
Gmail: seosmmearth@gmail.com
Hamster Kombat' Telegram Game Surpasses 100 Million Players—Token Release Sch...
Hamster Kombat' Telegram Game Surpasses 100 Million Players—Token Release Schedule Unveiled
Industrial Tech SW: Category Renewal and Creation
Every industrial revolution has created a new set of categories and a new set of players.
Multiple new technologies have emerged, but Samsara and C3.ai are only two companies which have gone public so far.
Manufacturing startups constitute the largest pipeline share of unicorns and IPO candidates in the SF Bay Area, and software startups dominate in Germany.
-- June 2024 is National Volunteer Month --
Check out our June display of books on voluntary organisations
Digital Marketing with a Focus on Sustainability
Digital Marketing best practices including influencer marketing, content creators, and omnichannel marketing for Sustainable Brands at the Sustainable Cosmetics Summit 2024 in New York
Recently uploaded (20)
Satta Matka Dpboss Matka Guessing Kalyan Chart Indian Matka Kalyan panel Chart
Satta Matka Dpboss Matka Guessing Kalyan Chart Indian Matka Kalyan panel Chart
The APCO Geopolitical Radar - Q3 2024 The Global Operating Environment for Bu...
The APCO Geopolitical Radar - Q3 2024 The Global Operating Environment for Bu...
How are Lilac French Bulldogs Beauty Charming the World and Capturing Hearts....
How are Lilac French Bulldogs Beauty Charming the World and Capturing Hearts....
Authentically Social by Corey Perlman - EO Puerto Rico
Authentically Social by Corey Perlman - EO Puerto Rico
Easily Verify Compliance and Security with Binance KYC
Easily Verify Compliance and Security with Binance KYC
The Heart of Leadership_ How Emotional Intelligence Drives Business Success B...
The Heart of Leadership_ How Emotional Intelligence Drives Business Success B...
Digital Transformation Frameworks: Driving Digital Excellence
Digital Transformation Frameworks: Driving Digital Excellence
The 10 Most Influential Leaders Guiding Corporate Evolution, 2024.pdf
The 10 Most Influential Leaders Guiding Corporate Evolution, 2024.pdf
Taurus Zodiac Sign: Unveiling the Traits, Dates, and Horoscope Insights of th...
Taurus Zodiac Sign: Unveiling the Traits, Dates, and Horoscope Insights of th...
❼❷⓿❺❻❷❽❷❼❽ Dpboss Matka Result Satta Matka Guessing Satta Fix jodi Kalyan Fin...
❼❷⓿❺❻❷❽❷❼❽ Dpboss Matka Result Satta Matka Guessing Satta Fix jodi Kalyan Fin...
3 Simple Steps To Buy Verified Payoneer Account In 2024
3 Simple Steps To Buy Verified Payoneer Account In 2024
Hamster Kombat' Telegram Game Surpasses 100 Million Players—Token Release Sch...
Hamster Kombat' Telegram Game Surpasses 100 Million Players—Token Release Sch...
Mentoring Week 4
- 3. Don’s Recap Three things must happen if people are going to do business with you A Repeatable Process trumps talent Set reasonable goals Create a mission statement Create a marketing plan Create a business plan A little bit about prospecting The three rules of selling commodity-type products Why so few Advisors escape the curse of the bell curve
- 4. A few thoughts for today: Passion “To play without passion is inexcusable” - Ludwig van Beethoven “Great dancers are not great because of their technique. They're great because of their passion” - Martha Graham “The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but a lack of will” - Vince Lombardi
- 5. Determination The hardest decision is deciding to get good. Once that decision is made, the rest is putting knobs on the radio. Most people just dream about being successful. Successful people do what unsuccessful people won’t do. “If you haven't the strength to impose your own terms upon life, you must accept the terms it offers you” - Poet T. S. Eliot
- 6. Toughness “If you don't go after what you want, you'll never have it. If you don't ask, the answer is always no. If you don't step forward, you're always in the same place” Nora Roberts
- 7. Choice “The measure of your success usually comes down to who wins the battle that rages between the two of you. The ‘you’ who wants to stop, give up, or take it easy and the ‘you’ who chooses to beat back that which would stand in the way of your success – complacency. “ Chris Widener, Consultant
- 8. Finally, good habits over bad “The successful person has the habit of doing the things failures don’t like to do. They don’t like doing them either necessarily. But their disliking is subordinated to the strength of their purpose.” - E.M Gray
- 9. The shared traits of top sales people
- 10. According to Harvard Business School “Most people can be top sellers if they are willing to study, concentrate and focus on their performance.” The Selling Advantage “
- 11. The Eight Shared Qualities according to HBS -as reported in The Selling Advantage #1: They did not take “no” personally and allow it to make them feel like a failure. They had high levels of confidence and self-esteem. They were not devastated by rejection. #2: They took 100% acceptance of responsibility for results. They didn’t point the finger when times got tough. The worse things got, the harder they worked. The used negatives to their advantage.
- 12. The Eight Shared Qualities according to HBS-as reported in The Selling Advantage #3: They had above average ambition and desire to succeed. This quality enabled them to determine proper priorities. It also determined with whom they associated and how they spent their time on and off the job. #4: They had high levels of empathy. They were able to put themselves into their clients’ shoes and appropriately respond to their needs.
- 13. The Eight Shared Qualities according to HBS-as reported in The Selling Advantage #5: They were intensely goal-oriented. They knew exactly where they were going and were able to minimize distractions. #6: They had above average will power and determination. The always persist toward their goals.
- 14. The Eight Shared Qualities according to HBS-as reported in The Selling Advantage #7: They were impeccably honest with themselves and their clients. This allows them to gain each client’s trust. #8: They had an ability to approach strangers even if it was uncomfortable.
- 15. Today’s mission: Learn how to …. Make a compelling opening statement Address your client’s needs Explain the features and benefits of the solution to those needs Determine how they feel about the solution you are recommending Get all the objections on the table Overcome those objections Secure a commitment
- 17. Professional Selling Skills (PSS)
- 18. The Presentation Something set forth for the attention of the mind A descriptive or persuasive account
- 20. Probing
- 21. The Presentation
- 24. Make a general reference to the product
- 26. State the importance of the product
- 29. Determine client’s familiarity with product
- 30. If familiar, determine feelings toward product
- 31. State three specific features
- 32. Relate the benefits of those features to client’s need
- 35. Provide the additional information he is lacking
- 38. Restate the specific benefits of this particular product
- 40. State the most common objection you encounter and the words you will use to overcome it from now ondon@donconnelly.com yeattspg@msn.com