This document outlines an introduction to sales and the basic sales cycle presented by Duane Weaver. It discusses overcoming sales fears, the definition of selling and professionalism. The basic sales cycle is explained as a 5 step process: 1) Needs analysis, 2) Recommendation, 3) Preparing the close by handling objections, 4) Closing, 5) Building repeat/referral business. It also covers listening skills and knowing your personality type using the True Colors assessment method.
"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.
When you want to get started building a super sales team, what are things you want to tell them. Sales is not about just numbers or just saying Yes/No and Next. Sales is about building relationships, It is about creating that trust in the minds of your prospects. That can happen only when you listen.. actively. And then get into their shoes and provide them a solution. Your product or service may or may not be a 100% fit. But if you are sure that you are true to your customers, you will be a great sales guy!
Dominica EsonoCOMM 526SPRING2022TASK 1&21. What is DustiBuckner14
Dominica Esono
COMM 526
SPRING2022
TASK 1&2
1. What is your personal interest or issue?
My personal interest or issue would be why is harder for black entertainers being successful in the Music Industry.
2. What are the component parts of this interest?
The components part would be: Lack of recognition, Inequality treatment, are Record Labels taking action?.
3. Why did you become curious about this question?
I become curious about this question for professional experience.
4.What previous knowledge do you have about your interest.
What I know so far, is that this issue has been going on since music has been created, but this has never been ‘’trendy’’ because is not convenient for some people.
5.What personal experience do you have that influences you about this interest.
I do not have any experience so far , but as a black person, I already this issues is something that sooner or later , I will have to deal with .
6.What are your beliefs , biases, and opinions about this interest or issue ?
I have emotional opinions about it . The fact that black people going through a lot in order to get an opportunity to show their talent to the world , it is something that as a black person and human being, emotionally affect me .
7. What predisposes you to certain conclusions about the issue or concern of study?
The undeniable reality of the situation exposed daily both in television as social media.
8.How will you identify and isolate your personal bias, opinion, feelings, and intuition to preserve a neutral position as a researcher?
Being totally and strictly objective on the issue following real events and researches.
9. Clearly identify the subject of the study interest
Sociology
10. Are you looking at individuals , groups or organizations?
I would say group since I am talking about an specific racial group.
11.Specifically name the individuals, groups , or organizations that you plan to study.
Black Americans , black Hispanics and Africans musicians.
12. What academic fields best lend themselves to your subject and perspective for research?
Sociology perspective
13. What are the specific knowledge areas of this academic field that will best help in exploring and defining the research subject?
-Sociological Social Psychology (health,race,ethnicity)
- Social change ( causes and effects / “what is “ & “what changes” / Technology)
-Population and Demographics (Population number and quality)
- Sociological Methods & Research (People’s actions and behaviors)
14.What additional knowledge of this academic filed do you need to acquire to have a solid foundation to address this interest?
Applied Sociology , finding and addressing the issue.
BUS 8303, Entrepreneurship and Innovative Business Development 1
Course Learning Outcomes for Unit VI
Upon completion of this unit, students should be able to:
2. Analyze the role of an entrepreneurial mindset in opportunity recognition.
2.1 Analy ...
Sales is, at its core, a communication-based business. After all, if customers could make an informed purchase decision without communication, there would be no sales people. Learn five essential strategies for success in sales communication that you can apply to improve sales results today.
This book has been written to assist entrepreneurs, especially those who have no sales experience, to gain a better understanding of sales. It is one of the elements of setting up a business that many entrepreneurs dislike. However, with the right positive mental attitude selling is not as daunting as many people believe. This book is the result of 20 years practice, research and discussion on the subject of sales. It is a guide and starting point for readers who wish to begin their journey on the road of sales and negotiating
Learn the A to Z of How to Sell in Today's World - 2023
Today’s Market
Today's marketplace has changed dramatically. Buyers are more cautious and sophisticated.
The environment is competitive, challenging and constantly shifting
To grow and compete you need a new set of sales strategies and a new approach to growth.
In this high-energy workshop, we discover how to turn uncertainty into your competitive advantage. You will learn how to stay razor-like focused while remaining highly flexible, so you are prepared no matter what this marketplace does.
Sales Challenges
• Selling On-Line and Face 2 Face
• Failing to CLOSE Deals
• Inability to communicate VALUE to Buyers
• Hearing TIO - ‘think it over’ - all too often when you ask for the business
• Handling the Price Objection
Sales Modules
1. Understanding this VUCA world
2. Selling Face 2 Face
3. Prospecting & Cold Calling
4. Getting Qualified Appointments
5. Effective Telephone Techniques
6. Engaging the KDMs
7. Control with Questions and Active Listening
8. Open Questions to find the “PAIN”
9. Cross Sell & Up Sell
10. The Objection Handling System
11. Power Closes of a Champion
12. How to Motivate your way out of a Slump
13. Selling On Value and not Price
A short three part guide to developing a brand.
Part 1: Marketing Research & Defining your audience
Part 2: Developing your brand DNA and vision
Part 3: Brand name development
"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.
When you want to get started building a super sales team, what are things you want to tell them. Sales is not about just numbers or just saying Yes/No and Next. Sales is about building relationships, It is about creating that trust in the minds of your prospects. That can happen only when you listen.. actively. And then get into their shoes and provide them a solution. Your product or service may or may not be a 100% fit. But if you are sure that you are true to your customers, you will be a great sales guy!
Dominica EsonoCOMM 526SPRING2022TASK 1&21. What is DustiBuckner14
Dominica Esono
COMM 526
SPRING2022
TASK 1&2
1. What is your personal interest or issue?
My personal interest or issue would be why is harder for black entertainers being successful in the Music Industry.
2. What are the component parts of this interest?
The components part would be: Lack of recognition, Inequality treatment, are Record Labels taking action?.
3. Why did you become curious about this question?
I become curious about this question for professional experience.
4.What previous knowledge do you have about your interest.
What I know so far, is that this issue has been going on since music has been created, but this has never been ‘’trendy’’ because is not convenient for some people.
5.What personal experience do you have that influences you about this interest.
I do not have any experience so far , but as a black person, I already this issues is something that sooner or later , I will have to deal with .
6.What are your beliefs , biases, and opinions about this interest or issue ?
I have emotional opinions about it . The fact that black people going through a lot in order to get an opportunity to show their talent to the world , it is something that as a black person and human being, emotionally affect me .
7. What predisposes you to certain conclusions about the issue or concern of study?
The undeniable reality of the situation exposed daily both in television as social media.
8.How will you identify and isolate your personal bias, opinion, feelings, and intuition to preserve a neutral position as a researcher?
Being totally and strictly objective on the issue following real events and researches.
9. Clearly identify the subject of the study interest
Sociology
10. Are you looking at individuals , groups or organizations?
I would say group since I am talking about an specific racial group.
11.Specifically name the individuals, groups , or organizations that you plan to study.
Black Americans , black Hispanics and Africans musicians.
12. What academic fields best lend themselves to your subject and perspective for research?
Sociology perspective
13. What are the specific knowledge areas of this academic field that will best help in exploring and defining the research subject?
-Sociological Social Psychology (health,race,ethnicity)
- Social change ( causes and effects / “what is “ & “what changes” / Technology)
-Population and Demographics (Population number and quality)
- Sociological Methods & Research (People’s actions and behaviors)
14.What additional knowledge of this academic filed do you need to acquire to have a solid foundation to address this interest?
Applied Sociology , finding and addressing the issue.
BUS 8303, Entrepreneurship and Innovative Business Development 1
Course Learning Outcomes for Unit VI
Upon completion of this unit, students should be able to:
2. Analyze the role of an entrepreneurial mindset in opportunity recognition.
2.1 Analy ...
Sales is, at its core, a communication-based business. After all, if customers could make an informed purchase decision without communication, there would be no sales people. Learn five essential strategies for success in sales communication that you can apply to improve sales results today.
This book has been written to assist entrepreneurs, especially those who have no sales experience, to gain a better understanding of sales. It is one of the elements of setting up a business that many entrepreneurs dislike. However, with the right positive mental attitude selling is not as daunting as many people believe. This book is the result of 20 years practice, research and discussion on the subject of sales. It is a guide and starting point for readers who wish to begin their journey on the road of sales and negotiating
Learn the A to Z of How to Sell in Today's World - 2023
Today’s Market
Today's marketplace has changed dramatically. Buyers are more cautious and sophisticated.
The environment is competitive, challenging and constantly shifting
To grow and compete you need a new set of sales strategies and a new approach to growth.
In this high-energy workshop, we discover how to turn uncertainty into your competitive advantage. You will learn how to stay razor-like focused while remaining highly flexible, so you are prepared no matter what this marketplace does.
Sales Challenges
• Selling On-Line and Face 2 Face
• Failing to CLOSE Deals
• Inability to communicate VALUE to Buyers
• Hearing TIO - ‘think it over’ - all too often when you ask for the business
• Handling the Price Objection
Sales Modules
1. Understanding this VUCA world
2. Selling Face 2 Face
3. Prospecting & Cold Calling
4. Getting Qualified Appointments
5. Effective Telephone Techniques
6. Engaging the KDMs
7. Control with Questions and Active Listening
8. Open Questions to find the “PAIN”
9. Cross Sell & Up Sell
10. The Objection Handling System
11. Power Closes of a Champion
12. How to Motivate your way out of a Slump
13. Selling On Value and not Price
A short three part guide to developing a brand.
Part 1: Marketing Research & Defining your audience
Part 2: Developing your brand DNA and vision
Part 3: Brand name development
Ang Chong Yi Navigating Singaporean Flavors: A Journey from Cultural Heritage...Ang Chong Yi
In the heart of Singapore, where tradition meets modernity, He embarks on a culinary adventure that transcends borders. His mission? Ang Chong Yi Exploring the Cultural Heritage and Identity in Singaporean Cuisine. To explore the rich tapestry of flavours that define Singaporean cuisine while embracing innovative plant-based approaches. Join us as we follow his footsteps through bustling markets, hidden hawker stalls, and vibrant street corners.
Roti Bank Hyderabad: A Beacon of Hope and NourishmentRoti Bank
One of the top cities of India, Hyderabad is the capital of Telangana and home to some of the biggest companies. But the other aspect of the city is a huge chunk of population that is even deprived of the food and shelter. There are many people in Hyderabad that are not having access to
At Taste Of Middle East, we believe that food is not just about satisfying hunger, it's about experiencing different cultures and traditions. Our restaurant concept is based on selecting famous dishes from Iran, Turkey, Afghanistan, and other Arabic countries to give our customers an authentic taste of the Middle East
3. 11/15/2023
3
Overcoming Sales Fears
What are the typical fears you have of
sales?
What is the primary purpose of selling?
What is the most important skill a
salesperson can have?
Why? Ethics
Match
?
Helping
Image
Professi
onal
$$$$
4. 11/15/2023
4
SELLING
Personal Selling:
“…involves person-to-person
communication with a prospect. It is a
process of developing relationships;
discovering needs; matching the
appropriate products [and services] with
those needs; and communicating benefits
through informing, reminding, or
persuading.”
Manning and Reece, Selling Today: creating
customer value, Pearson Education, Inc., 2007
5. 11/15/2023
5
Professional
“1.following an occupation as a means of livelihood
or for gain: a professional builder.
2. of, pertaining to, or connected with a profession:
professional studies.
3. appropriate to a profession: professional
objectivity.
4. engaged in one of the learned professions: A
lawyer is a professional person.
5. following as a business an occupation ordinarily
engaged in as a pastime: a professional golfer.
6. a business or constant practice of something not
properly to be regarded as a business: “A salesman,”
he said, “is a professional optimist.”
7. undertaken or engaged in as a means of livelihood
or for gain: professional baseball.”
6. 11/15/2023
6
Professional “continued”
8. of or for a professional person or his or her place of
business or work: a professional apartment;
professional equipment.
9. done by a professional; expert: professional car
repairs. –noun
10. a person who belongs to one of the professions,
esp. one of the learned professions.
11. a person who earns a living in a sport or other
occupation frequently engaged in by amateurs: a golf
professional.
12. an expert player, as of golf or tennis, serving as a
teacher, consultant, performer, or contestant; pro.
13. a person who is expert at his or her work: You can
tell by her comments that this editor is a real
professional. ”
Retrieved January 11, 2007 from: http://dictionary.reference.com/browse/professional
7. 11/15/2023
7
Some Characteristics of
Professional Selling
Driven to make it a career
Focus on the long term
Desire to improve to become an expert
Focus on matching vs. telling
Strength in all aspects of the Basic Sales
Cycle
12. 11/15/2023
12
The Basic Sales Cycle
Recommendation
When presenting information to a
customer or recommending an alternative
what is critical to our success?
What will determine if it is the right
solution?
How will you know?
13. 11/15/2023
13
The Basic Sales Cycle
Listening/Observing - Needs Analysis
Analyze/Recommend – Recommendation
Identify/Handle Objections – Preparing
the Close
15. 11/15/2023
15
The Basic Sales Cycle
Listening/Observing - Needs Analysis
Analyze/Recommend – Recommendation
Identify/Handle Objections – Preparing
the Close
Ask for the Sale – Closing
17. 11/15/2023
17
The Basic Sales Cycle
Listening/Observing - Needs Analysis
Analyze/Recommend – Recommendation
Identify/Handle Objections – Preparing
the Close
Ask for the Sale – Closing
Build Follow Up Opportunity –
Repeat/Referral Business
18. 11/15/2023
18
The Basic Sales Cycle
Repeat/Referral Business
This is the often forgotten step, yet it is the
easiest time in the entire sales cycle to get
new valid “hot” leads.
– THREE?
– Introduction
19. 11/15/2023
19
The Basic Sales Cycle
1. Needs Analysis
2. Recommendation
3. Preparing the
Close
4. Closing
5. Repeat/Referral
Business
Recommend
Prepare
the Close
Repeat/Referral
Business
Close
Needs
Analysis
20. 11/15/2023
20
KNOW THYSELF – Listening
Skills (TRUE COLORS)
Your True Personality Color
This exercise helps you to not only discover your
own personality, but helps you to recognize
others and the challenges and ways you can
relate with others. We exhibit each and all of
these personality colors, just some are more
prevalent in us and at different times in our lives.
Getting to know yourself and understanding how
you relate to the other personality types is a key
ingredient in learning to relate to others in sales.
21. 11/15/2023
21
Thanks
Next Week we will conduct the True
Colours assessment, you are to hand in
your assessment at the end of class for a
participation grade of 5/5.
Next Class please start to read the “white
booklet” and Selling to Vito Chp.1, 2 and
17.