a short module on basic handling objections and closing the sale Call 0917-5555639 or 02-75030000 for booking or consultation

1. PowerSales

2. Globe 0917-555-JOEY (5639)
JoeyPReyes@gmail.com
www.facebook.com/joeypinedareyes
www.facebook.com/powerspeak
@joeypreyes

3. HAND CLASP

4. Definition of Insanity
Insanity is doing the same
things over and over again
and expecting different
results.

5. Sales is
the LONELIEST JOB

6. Sales is
the LONELIEST JOB
Everyday your daily DIET is
REJECTION

7. Personal Average?

8. How many sales did you make
last year?
How many prospects did you
talk to ?

9. If you do something often
enough a ratio will appear
Once the ratio starts, it tends
to continue
Law of averages

10. Career
Stats
Field Goal 49.7%
3 point 32.7%
Free Throw 83.5%

11. Career
Stats
Field Goal 45.3%
3 point 33.7%
Free Throw 83.8%

12. If you know your ratio you
can compete
Work the averages
Make up in numbers what
you lack in skills
Law of averages

13. Sales Activity Calculator

14. When you get better your
ratio will improve
Anyone can get better
Law of averages

15. "I've missed more than 9,000 shots in my career.
I've lost almost 300 games. 26 times I've been
trusted to take the game winning shot and missed.
I've failed over and over and over again in my
life...and that is why I succeed."

16. Sales is
the HIGHEST PAID hard work
and
the LOWEST PAID easy work.

17. "I am not judged by the number of
times I fail, but by the number of
times I succeed: and the number of
times I succeed is in direct
proportion to the number of times
I fail and keep trying." Tom Hopkins

18.  44% quit trying after the first call
 24% quit trying after the second call
 14% quit trying after the third call
 12% quit trying after the fourth call
 94% TOTAL QUIT AFTER THE FOURTH CALL
60% of sales are made after the fourth call
AMAZING STATISTIC

19. Obstacles to Closing
2 of their fears and 1 of yours
Their fears:
Fear of failure
Fear of criticism
Your fear:
Fear of rejection

20. Why do people buy?
Logic or Emotion?

21. Emotional Reasons People Buy
 Keeping up with the Joneses
 Love of family
 Fear
 Greed
 Lifestyle
 Status symbol
 Be accepted
 Jealousy
 Envy

22. PowerSales

23. Handling Objections
Are objections good or bad?
Objections are signposts on the way to the sale.

24. 2 Don’ts
1. Don’t Argue
2. Don’t Attack them when you
handle their objection

25. 1 Do
Do Lead them to answer
their own objection

26. Handling Objections
Feel Felt Found
Put the shoe on the other foot
Change their base
The guarantee
Review their History

27. Definition of Closing
Closing is the process of helping
people make decisions that are
good for them

28. Minor Closes
 Tie-Down
State a selling assumption and confirm with the buyer
and ask…Isn’t it, Don’t you agree? Di ba? Don’t you
think?
If the salesman says it they doubt it, but if they say
it then It’s True!

29. Minor Closes
 Tie-Down
 Alternate Choice
Never ask a “say no” question

30. Minor Closes
 Tie-Down
 Alternate Choice
 Porcupine
If the buyer asks a question answerable by “yes” then use
the porcupine

31. PowerSales
November 25
New Horizon Hotel
Investment P6,800
Today P3,400

32. Globe 0917-555-JOEY (5639)
JoeyPReyes@gmail.com
Facebook.com/joeypinedareyes
www.facebook.com/powerspeak
@joeypreyes

33. Happy Selling!