Aline took a sales personality test on July 24, 2013. The summary provides her login information to access test results. Her report includes indicators, main results in graphs and descriptions, a personalized analysis, and suitability for different sales professions. Aline's strengths are her pitching and negotiation skills and ability to understand client needs. Areas for development are improving her sales acumen and focus on customer satisfaction. Professions that best match her profile include B2B salesperson, sales engineer, and negotiator.
Developing selling skills presented at lorache consulting lagosDaniel Chinagozi
Effective Selling Skills Presentation, during and in-house training For Lorache Consulting Lagos, Nigeria. Sharing on how to move from Transactional selling to Consultative selling
The document discusses various aspects of a career in sales including:
1) The sales career offers opportunities for personal advancement, power, independence, and standard of living as well as local, regional and international recognition.
2) There are numerous sales jobs available in retail selling, wholesale selling, and manufacturing. These include inside salespeople, outside salespeople, account representatives, and more.
3) Qualities of a successful salesperson include caring, patience, kindness, faith, fairness, and self-control. The sales job differs from others in requiring independent work with minimal supervision and meeting customer expectations.
1. Strategic prospecting involves identifying, qualifying, and prioritizing sales opportunities through a process of generating leads, qualifying prospects, and prioritizing a prospect list.
2. Effective sales dialogues focus on discovering customer needs, presenting solutions to meet those needs, and building customer relationships over multiple encounters through various communication methods.
3. Salespeople must understand buying motives, articulate clear customer value propositions based on features and benefits, and engage customers by requesting specific appointments to further the sales process.
Rai trainer (sample sales training course outline)Shruthi Menon
This course outline covers various topics related to professional sales including sales psychology, buyer psychology, strategic and tactical sales planning, territory planning, time management, prospecting, pre-call planning, relationship building, communication skills, competitive analysis, cold calling, sales appointments, proposal writing, overcoming objections, product demos, negotiations, closing deals, pipeline management, and maintaining business after the sale. The goal is to provide sales representatives with the skills needed to excel in B2B sales.
The document discusses different types of sales presentations and their objectives, methods, and advantages/disadvantages. It describes memorized, formula, needs-satisfaction, and problem-solution presentation methods. Memorized presentations involve the salesperson doing most of the talking, while needs-satisfaction allows for more buyer-seller interaction to understand customer needs. The key is selecting the appropriate presentation style based on the customer and sales objectives.
This document discusses the key steps in an inside sales process, including prospecting, qualifying leads, need analysis, presentations, overcoming objections, and closing deals. It emphasizes the importance of approach, attitude, and techniques at each stage. Specifically, it outlines:
1) Researching prospects, qualifying them as small/medium/enterprise, and confirming their commitment before presenting.
2) Using techniques like SPIN, AIDA, and ABC to demonstrate products, gain interest, and work towards closing deals.
3) Overcoming objections by maintaining a positive attitude, clarifying concerns, and offering alternatives or workarounds.
4) Following up after sales to provide support, gain repeat business,
The document discusses key aspects of sales call planning such as developing a customer profile, customer benefit plan, and sales presentation. It emphasizes understanding a customer's strategic needs, developing creative solutions, and achieving mutually beneficial agreements. Effective sales call planning helps build confidence, foster relationships, and increase sales by addressing the customer's needs.
The document discusses strategies for managing a sales team with a mixed portfolio of both large accounts and small-to-medium sized businesses. It recommends three key steps: 1) understanding the customer perspective by defining account funnels and key decision makers, 2) defining sales roles based on success factors and ensuring the right people are in the right roles, and 3) managing to the sales strategy using tools like target account lists, performance scorecards, and activity tracking. The document provides an overview of various management tools and stresses the importance of customizing the management approach for a mixed portfolio to address the different challenges it presents.
Developing selling skills presented at lorache consulting lagosDaniel Chinagozi
Effective Selling Skills Presentation, during and in-house training For Lorache Consulting Lagos, Nigeria. Sharing on how to move from Transactional selling to Consultative selling
The document discusses various aspects of a career in sales including:
1) The sales career offers opportunities for personal advancement, power, independence, and standard of living as well as local, regional and international recognition.
2) There are numerous sales jobs available in retail selling, wholesale selling, and manufacturing. These include inside salespeople, outside salespeople, account representatives, and more.
3) Qualities of a successful salesperson include caring, patience, kindness, faith, fairness, and self-control. The sales job differs from others in requiring independent work with minimal supervision and meeting customer expectations.
1. Strategic prospecting involves identifying, qualifying, and prioritizing sales opportunities through a process of generating leads, qualifying prospects, and prioritizing a prospect list.
2. Effective sales dialogues focus on discovering customer needs, presenting solutions to meet those needs, and building customer relationships over multiple encounters through various communication methods.
3. Salespeople must understand buying motives, articulate clear customer value propositions based on features and benefits, and engage customers by requesting specific appointments to further the sales process.
Rai trainer (sample sales training course outline)Shruthi Menon
This course outline covers various topics related to professional sales including sales psychology, buyer psychology, strategic and tactical sales planning, territory planning, time management, prospecting, pre-call planning, relationship building, communication skills, competitive analysis, cold calling, sales appointments, proposal writing, overcoming objections, product demos, negotiations, closing deals, pipeline management, and maintaining business after the sale. The goal is to provide sales representatives with the skills needed to excel in B2B sales.
The document discusses different types of sales presentations and their objectives, methods, and advantages/disadvantages. It describes memorized, formula, needs-satisfaction, and problem-solution presentation methods. Memorized presentations involve the salesperson doing most of the talking, while needs-satisfaction allows for more buyer-seller interaction to understand customer needs. The key is selecting the appropriate presentation style based on the customer and sales objectives.
This document discusses the key steps in an inside sales process, including prospecting, qualifying leads, need analysis, presentations, overcoming objections, and closing deals. It emphasizes the importance of approach, attitude, and techniques at each stage. Specifically, it outlines:
1) Researching prospects, qualifying them as small/medium/enterprise, and confirming their commitment before presenting.
2) Using techniques like SPIN, AIDA, and ABC to demonstrate products, gain interest, and work towards closing deals.
3) Overcoming objections by maintaining a positive attitude, clarifying concerns, and offering alternatives or workarounds.
4) Following up after sales to provide support, gain repeat business,
The document discusses key aspects of sales call planning such as developing a customer profile, customer benefit plan, and sales presentation. It emphasizes understanding a customer's strategic needs, developing creative solutions, and achieving mutually beneficial agreements. Effective sales call planning helps build confidence, foster relationships, and increase sales by addressing the customer's needs.
The document discusses strategies for managing a sales team with a mixed portfolio of both large accounts and small-to-medium sized businesses. It recommends three key steps: 1) understanding the customer perspective by defining account funnels and key decision makers, 2) defining sales roles based on success factors and ensuring the right people are in the right roles, and 3) managing to the sales strategy using tools like target account lists, performance scorecards, and activity tracking. The document provides an overview of various management tools and stresses the importance of customizing the management approach for a mixed portfolio to address the different challenges it presents.
The document discusses three types of sales presentations: the standard memorized presentation, the outlined presentation, and the program presentation. The standard memorized presentation involves carefully preparing a sales story that is then memorized word-for-word. The outlined presentation provides a flexible outline for salespeople to follow. The program presentation involves an in-depth analysis of a customer's needs and customized solutions.
This document discusses strategies for reducing employee turnover and improving sales performance. It presents the Hunter/Farmer sales model and analyzes trends showing declining sales over time. High turnover costs companies significantly due to recruiting, training and lost productivity. Placing the right employees in the right jobs is key to success. Coaching employees on their strengths and areas for development can boost performance. Conducting skills assessments and exit interviews can provide insights to reduce turnover.
This document discusses various methods for identifying qualified sales prospects, including utilizing satisfied customers for referrals, networking, identifying centers of influence, internet prospecting, trade shows, seminars, and researching public directories. It emphasizes that not all leads will qualify as prospects and outlines factors to consider like need, ability to pay, authority to buy, accessibility, and eligibility. Effective prospecting is important for sales success.
This document provides guidance on effective prospecting techniques. It discusses the importance of consistent prospecting for sales success. It also emphasizes the need to focus prospecting efforts on ideal prospects by defining an ideal customer profile. This allows salespeople to maximize their time by pursuing opportunities that are the best fit. The document also encourages salespeople to find hidden revenue opportunities through cross-selling and up-selling existing customers.
Sales Assessment report of jennie shilla Emmanueljennie emmanuel
The document is a sales assessment report for Jennie Shilla Emmanuel that was completed on September 21, 2015 in 41 minutes and 24 seconds. It provides scores and analysis for 12 different sales-related factors, including approaching clients, combativeness, prospecting, networking, customer satisfaction, strategic selling, pitching, understanding needs, closing deals, charisma, self-control, and sales acumen. For each factor, it defines the concept, describes what high and low scores may indicate, and provides Jennie's individual score on a scale of 0 to 10. The report concludes with a note that the test was created by Central Test in 2015.
The document discusses the importance of sales training for promoting a company's products and services. It outlines the key elements of an effective sales training course, including understanding one's sales style, planning and preparation, using selling tools, understanding the core business, presentation skills, overcoming objections, closing the sale, and follow up. The training course helps salespeople balance obtaining orders with building effective relationships by teaching techniques for each stage of the sales process.
- Relationship marketing is about creating customer loyalty through maintaining and fulfilling customer needs over the long term using customer relationship management.
- Personal selling builds relationships and is important for generating revenue, providing customer service, and satisfying customers, which leads to customer retention and success in competitive markets.
- Effective relationship marketing involves salespeople maintaining direct, regular contact with customers to provide the right products and ongoing service to keep customers loyal over time.
The document discusses effective prospecting strategies for salespeople. It defines prospecting as finding qualified leads that may purchase a product. While prospecting is often disliked, it is important for identifying new business opportunities. Good prospecting involves researching target companies and contacts, crafting customized messages focused on the buyer's needs, and following a consistent sales cycle approach. The RIMS model of research, impact, message, and sales cycle is presented as an effective prospecting framework.
This document provides information on identifying qualified prospects for life insurance sales. It defines what makes a qualified prospect, including that they have a need for life insurance, can afford it, and can qualify medically and financially. It also discusses factors that indicate increased need for life insurance, such as financial improvements, increased responsibilities, or life changes. The overall message is that successful prospecting requires identifying individuals who have both the need for and ability to purchase life insurance products.
The document provides guidance on when and how to close a sale. It advises closing a sale only when the buyer is in the "conviction stage" and ready to buy. It outlines buying signals that indicate readiness, such as repeating questions or asking for pricing. The document also discusses qualities of effective closers, techniques for closing, using visual aids, handling rejections professionally, and learning from successes and failures.
The document provides information about a sales training program. The 3 main points are:
1. The sales training program covers various topics to help participants improve their sales skills including product knowledge, sales flow, market research, cold calling, sales meetings, the art of selling, follow up, proposal knowledge, and CRM training.
2. The sales flow section outlines the step-by-step process including analyses before sales, sales, and after sales. It discusses strategies for research, approaches, and dealing with rejection.
3. The document provides tips for lead generation including warm contact sources like alumni and networking events, as well as strategies for cold calling like having a clear purpose and being prepared with potential meeting dates
This is a sample of my sales effectiveness program training. It is a three days course that can be followed by workshops and courses of several subject:
- Business model workshop
- Territory management workshop
- Sales coaching workshop
- Go to Market model development workshop
Selling effective techniques that work!Tania Aslam
The document discusses various topics related to successful sales, including defining sales and closure, establishing a win-win situation, understanding the sales cycle process with its different stages, conducting effective first meetings with prospects, creating strong presentations, and using closing statements. The sales cycle involves prospecting, interviewing, presenting, and closing the sale. Key steps in meetings include listening to understand prospects' needs and verifying information to develop customized solutions. Presentations should address prospects' objectives based on verified insights. Closing involves confidently asking for the sale based on the work laid out.
Part of your perks for attending the 2014 Summit in Denver was to get first access to the deliverables from the Crowdsourcing session led by Joe Galvin. Read the 12 Best Practices You Can Start Using Today .
For every negotiation you encounter, you'll find at least ten different pieces of advice telling you ten different ways to handle the situation.
But guess what? Negotiation advice isn't universal, and some is flat-out wrong.
In this new presentation, RAIN Group Presidents Mike Schultz and John Doerr highlight the 5 common pieces of advice that cause sellers to say and do the wrong things in negotiations, resulting in alienated buyers, damaged relationships, and lost deals.
You'll learn why each piece of advice is misleading, and what to do instead.
The document discusses the importance and advantages of making appointments before calling on prospects or customers. It states that many sales managers insist their salespeople make appointments in advance because it saves time and increases effectiveness. One organization found appointments improved sales force effectiveness by one third. The document then provides tips for making successful appointments, such as seeing the right decision-maker, calling at opportune times, cultivating subordinates, and using the telephone effectively.
The document provides information on sales, including definitions of a sale, different types of salespeople, selling to different personality styles, and the 7 stages of the sales cycle. It discusses prospecting, planning and preparation, qualifying prospects, setting appointments, presentations, addressing objections, closing the sale, and follow ups. The key aspects covered are defining a sale, outlining 5 types of salespeople, describing 4 different buyer personality styles and how to handle each, and explaining the 7 stages of the sales cycle from prospecting to follow ups.
The document provides information on basics of EKG, including:
1) Anatomy and physiology of the cardiac conduction cycle, graphic representation of the cardiac cycle, and anatomy of normal sinus rhythm.
2) Common arrhythmias including locations they stem from and typical ones seen.
3) The EKG procedure including patient preparation and lead placement.
4) Typical cardiac medications and cardiac labs. Abnormal EKG patterns are also described like myocardial infarction, ventricular fibrillation, and more.
Mississippi has some of the worst health outcomes in the nation, including the highest poverty and obesity rates, and ranks near the top for preventable diseases like heart disease and diabetes. The state faces many health issues such as high rates of infant mortality, teen pregnancy, hypertension, and cardiovascular disease. It also has the fewest doctors per capita and was ranked 50th in health outcomes in 2010. Improving the health of Mississippi will require collective efforts from healthcare professionals, students, and communities to encourage behavior changes and keep discussing solutions to the state's health problems.
The document discusses three types of sales presentations: the standard memorized presentation, the outlined presentation, and the program presentation. The standard memorized presentation involves carefully preparing a sales story that is then memorized word-for-word. The outlined presentation provides a flexible outline for salespeople to follow. The program presentation involves an in-depth analysis of a customer's needs and customized solutions.
This document discusses strategies for reducing employee turnover and improving sales performance. It presents the Hunter/Farmer sales model and analyzes trends showing declining sales over time. High turnover costs companies significantly due to recruiting, training and lost productivity. Placing the right employees in the right jobs is key to success. Coaching employees on their strengths and areas for development can boost performance. Conducting skills assessments and exit interviews can provide insights to reduce turnover.
This document discusses various methods for identifying qualified sales prospects, including utilizing satisfied customers for referrals, networking, identifying centers of influence, internet prospecting, trade shows, seminars, and researching public directories. It emphasizes that not all leads will qualify as prospects and outlines factors to consider like need, ability to pay, authority to buy, accessibility, and eligibility. Effective prospecting is important for sales success.
This document provides guidance on effective prospecting techniques. It discusses the importance of consistent prospecting for sales success. It also emphasizes the need to focus prospecting efforts on ideal prospects by defining an ideal customer profile. This allows salespeople to maximize their time by pursuing opportunities that are the best fit. The document also encourages salespeople to find hidden revenue opportunities through cross-selling and up-selling existing customers.
Sales Assessment report of jennie shilla Emmanueljennie emmanuel
The document is a sales assessment report for Jennie Shilla Emmanuel that was completed on September 21, 2015 in 41 minutes and 24 seconds. It provides scores and analysis for 12 different sales-related factors, including approaching clients, combativeness, prospecting, networking, customer satisfaction, strategic selling, pitching, understanding needs, closing deals, charisma, self-control, and sales acumen. For each factor, it defines the concept, describes what high and low scores may indicate, and provides Jennie's individual score on a scale of 0 to 10. The report concludes with a note that the test was created by Central Test in 2015.
The document discusses the importance of sales training for promoting a company's products and services. It outlines the key elements of an effective sales training course, including understanding one's sales style, planning and preparation, using selling tools, understanding the core business, presentation skills, overcoming objections, closing the sale, and follow up. The training course helps salespeople balance obtaining orders with building effective relationships by teaching techniques for each stage of the sales process.
- Relationship marketing is about creating customer loyalty through maintaining and fulfilling customer needs over the long term using customer relationship management.
- Personal selling builds relationships and is important for generating revenue, providing customer service, and satisfying customers, which leads to customer retention and success in competitive markets.
- Effective relationship marketing involves salespeople maintaining direct, regular contact with customers to provide the right products and ongoing service to keep customers loyal over time.
The document discusses effective prospecting strategies for salespeople. It defines prospecting as finding qualified leads that may purchase a product. While prospecting is often disliked, it is important for identifying new business opportunities. Good prospecting involves researching target companies and contacts, crafting customized messages focused on the buyer's needs, and following a consistent sales cycle approach. The RIMS model of research, impact, message, and sales cycle is presented as an effective prospecting framework.
This document provides information on identifying qualified prospects for life insurance sales. It defines what makes a qualified prospect, including that they have a need for life insurance, can afford it, and can qualify medically and financially. It also discusses factors that indicate increased need for life insurance, such as financial improvements, increased responsibilities, or life changes. The overall message is that successful prospecting requires identifying individuals who have both the need for and ability to purchase life insurance products.
The document provides guidance on when and how to close a sale. It advises closing a sale only when the buyer is in the "conviction stage" and ready to buy. It outlines buying signals that indicate readiness, such as repeating questions or asking for pricing. The document also discusses qualities of effective closers, techniques for closing, using visual aids, handling rejections professionally, and learning from successes and failures.
The document provides information about a sales training program. The 3 main points are:
1. The sales training program covers various topics to help participants improve their sales skills including product knowledge, sales flow, market research, cold calling, sales meetings, the art of selling, follow up, proposal knowledge, and CRM training.
2. The sales flow section outlines the step-by-step process including analyses before sales, sales, and after sales. It discusses strategies for research, approaches, and dealing with rejection.
3. The document provides tips for lead generation including warm contact sources like alumni and networking events, as well as strategies for cold calling like having a clear purpose and being prepared with potential meeting dates
This is a sample of my sales effectiveness program training. It is a three days course that can be followed by workshops and courses of several subject:
- Business model workshop
- Territory management workshop
- Sales coaching workshop
- Go to Market model development workshop
Selling effective techniques that work!Tania Aslam
The document discusses various topics related to successful sales, including defining sales and closure, establishing a win-win situation, understanding the sales cycle process with its different stages, conducting effective first meetings with prospects, creating strong presentations, and using closing statements. The sales cycle involves prospecting, interviewing, presenting, and closing the sale. Key steps in meetings include listening to understand prospects' needs and verifying information to develop customized solutions. Presentations should address prospects' objectives based on verified insights. Closing involves confidently asking for the sale based on the work laid out.
Part of your perks for attending the 2014 Summit in Denver was to get first access to the deliverables from the Crowdsourcing session led by Joe Galvin. Read the 12 Best Practices You Can Start Using Today .
For every negotiation you encounter, you'll find at least ten different pieces of advice telling you ten different ways to handle the situation.
But guess what? Negotiation advice isn't universal, and some is flat-out wrong.
In this new presentation, RAIN Group Presidents Mike Schultz and John Doerr highlight the 5 common pieces of advice that cause sellers to say and do the wrong things in negotiations, resulting in alienated buyers, damaged relationships, and lost deals.
You'll learn why each piece of advice is misleading, and what to do instead.
The document discusses the importance and advantages of making appointments before calling on prospects or customers. It states that many sales managers insist their salespeople make appointments in advance because it saves time and increases effectiveness. One organization found appointments improved sales force effectiveness by one third. The document then provides tips for making successful appointments, such as seeing the right decision-maker, calling at opportune times, cultivating subordinates, and using the telephone effectively.
The document provides information on sales, including definitions of a sale, different types of salespeople, selling to different personality styles, and the 7 stages of the sales cycle. It discusses prospecting, planning and preparation, qualifying prospects, setting appointments, presentations, addressing objections, closing the sale, and follow ups. The key aspects covered are defining a sale, outlining 5 types of salespeople, describing 4 different buyer personality styles and how to handle each, and explaining the 7 stages of the sales cycle from prospecting to follow ups.
The document provides information on basics of EKG, including:
1) Anatomy and physiology of the cardiac conduction cycle, graphic representation of the cardiac cycle, and anatomy of normal sinus rhythm.
2) Common arrhythmias including locations they stem from and typical ones seen.
3) The EKG procedure including patient preparation and lead placement.
4) Typical cardiac medications and cardiac labs. Abnormal EKG patterns are also described like myocardial infarction, ventricular fibrillation, and more.
Mississippi has some of the worst health outcomes in the nation, including the highest poverty and obesity rates, and ranks near the top for preventable diseases like heart disease and diabetes. The state faces many health issues such as high rates of infant mortality, teen pregnancy, hypertension, and cardiovascular disease. It also has the fewest doctors per capita and was ranked 50th in health outcomes in 2010. Improving the health of Mississippi will require collective efforts from healthcare professionals, students, and communities to encourage behavior changes and keep discussing solutions to the state's health problems.
CAD-Link Global Limited is a leading global supplier with over 20 years of experience in sourcing products from around the world at competitive prices. They offer full project management from design to delivery, sourcing a wide range of products for various industries. Their aim is to partner with customers to reduce costs through their established supplier network while ensuring quality and meeting requirements.
The document discusses getting a clear picture of Boston using 3D maps rather than traditional 2D maps. It expresses confusion with 2D maps and a lack of clear understanding of the place. However, using the new 3D version of Ovi maps provided a much clearer picture of Boston, allowing the person to work with more confidence and giving everyone a clear idea of the place. The document concludes by thanking Ovi maps for starting their new 3D map version.
1) The document discusses the differences between DC and AC motors, explaining that DC motors have either a shunt or series configuration depending on whether the field winding is parallel or series with the armature.
2) AC motors include induction motors which have a rotating magnetic field generated by the stator that induces a signal in the rotor, causing it to rotate.
3) Key terms for both motor types are discussed such as commutator, brushes, counter EMF, torque, speed regulation, synchronous speed, and slip.
The document provides information on basics of EKG, including:
1) Anatomy and physiology of the cardiac conduction cycle, how the electrical movement is represented graphically, and anatomy of normal sinus rhythm.
2) Common arrhythmias like premature ventricular complexes, junctional rhythms, and types of heart block.
3) The EKG procedure and patient preparation.
4) Typical cardiac medications and labs used to diagnose cardiac conditions.
Um estudo de caso para a avaliação do Scrum sob a Óptica do MPS.BR Nível GMarcos Vinícius Godinho
Este documento apresenta um estudo de caso sobre a adoção de um processo ágil (SCRUM) e do MPS.BR Nível G em uma pequena empresa de software. Descreve a pesquisa sobre métodos ágeis e SCRUM, e sobre o MPS.BR Nível G. Apresenta dois estudos de caso na empresa: a adoção do SCRUM e posteriormente a adoção do MPS.BR Nível G, analisando os resultados obtidos em cada um. Ao final, propõe um processo para a empresa que atenda aos requisitos do MPS.BR N
Report on Surgical cost at Top 5 Bangalore HospitalsHari Thirumal
This report is about How same service is been marketed at different price points. Still they stand unique among the crowd. The Comparison is done with different parameters.
William Shakespeare was an English poet and playwright born in 1564 in Stratford-upon-Avon, England. He wrote 38 plays, 154 sonnets, and several other poems. Some of his most famous plays include Julius Caesar and Othello. Shakespeare lived during the Elizabethan era and was influenced by the English Renaissance, bringing humanism and psychologically complex characters to theater. He left Stratford as a young man to begin an acting career in London, eventually becoming a successful playwright and considered the greatest writer in the English language.
This document provides an overview of Sanjeevini Superspeciality Hospital in Bijapur, including its history, facilities, activities, and departments. It was founded in 2008 and has expanded to include 100 beds and services across cardiology, physiotherapy, dialysis, ICU/CCU, pharmacy, CT scan, ultrasound, and operating theaters. The hospital aims to provide quality healthcare and medical services to patients.
This chapter aims to provide an understanding of closing sales and techniques for doing so successfully. It discusses concepts like obtaining agreement from the customer, timing the close based on customer readiness, looking for buying signals, and performing a trial close. It also covers general rules, specialized closing methods, and how to close in different contexts like business-to-business and retail. The document emphasizes maintaining a positive attitude after failed closes and preparing for future interactions. It stresses that success requires training, experience, and possessing mental characteristics like honesty, responsibility, courage, and enthusiasm.
"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.
The document discusses the author's 20 years of experience in sales and sales management, working with both direct and indirect sales channels. It argues that traditional sales training focused on activities, planning, questions, and presentations is often ineffective. True success comes from developing awareness of one's own behaviors and developing individuals through coaching focused on overcoming obstacles. The author has developed a personalized coaching program aimed at doing this.
Selling Skills of seller in the business field.pptxJamakala Obaiah
The document outlines 19 essential selling skills that sales professionals should develop, including communication skills, active listening skills, persuasive skills, collaboration skills, self-motivation skills, problem solving skills, negotiation skills, prospect education skills, understanding the purchasing process, interpersonal skills, questioning skills, time management skills, prospecting skills, social selling skills, storytelling skills, business acumen skills, and organization skills. Mastering these skills can help salespeople build rapport with customers, understand their needs, overcome objections, and ultimately close more deals.
Sherrie Bratke completed a Sales Success Profile assessment that evaluated her skills in various areas important for sales success. She scored in the superior range for her ability to approach and involve customers, overcome objections, close sales, handle problems, qualify buyers, prospect, manage time, and stay motivated. Her scores indicate strengths in skills critical for sales such as establishing rapport, overcoming objections, closing abilities, handling customer needs, and maintaining customer interest. The assessment found her sales skills to be well developed overall and that she will be able to successfully engage with customers.
This document provides an overview of key skills needed for effective selling in the banking and financial services industry. It discusses 10 prerequisites for selling, including outcome-based selling, controlling personal state, creating rapport, time management, listening skills, asking questions, language use, handling objections, regular practice, and knowing when to walk away from unreceptive customers. The skills discussed aim to help salespeople understand customer needs, build trust, and influence purchase decisions through planned and personalized communication.
Prospecting is the first and most important step in the sales process. Not all sales leads qualify as good prospects, which have characteristics like a need or problem, ability to pay, and authority to buy. The chapter discusses various prospecting methods like using satisfied customers, networking, events, directories, and overcoming reluctance. Effective prospecting requires qualifying leads and managing a prospect pipeline.
The 7 Traits of Successful Sales HuntersSam Mitchell
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.
7 critical points every seller should know before selling their businessPaula Carr
When it comes to selling a business, most business owners don't even know where to start or which questions to ask. The entire selling process may seem confusing and overwhelming. Some owners turn to their accountant or legal professional for advice, but those professionals represent only a fraction of the overall solution. When you consider that in a typical selling situation there are no less than four different professionals involved in the transaction ranging from accountants to investment bankers, it is easy to see why many people are afraid to even begin the process.
If you've been thinking of selling your business, let us guide you through the process, relieving the stress of selling on your own and eliminating any obstacles that may appear along the way.
www.murphybusiness.com/raleigh
Sales manager should be perceived as someone who could bring value and help solve business issues. If you cannot improve the client’s condition, then you should stop taking the client’s money.
Traits of a successful salesperson include:
1. Being a good listener to understand customers better and enhance communication skills.
2. Asking qualifying questions to narrow products and discover customers' buying processes.
3. Having confidence to gain credibility with customers and encourage risk-taking.
Traits of a successful salesperson include:
1. Being a good listener to understand customers better and enhance communication skills.
2. Asking qualifying questions to narrow products and discover customer needs.
3. Having confidence which builds resilience and credibility with customers.
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 document summarizes key knowledge needed for sales, including product knowledge, company knowledge, competitor knowledge, and customer knowledge. It then discusses qualities of effective salespeople and outlines a 7-step sales process: prospecting, preparation, approach, presentation, handling objections, closing, and follow-up. Other topics covered include customer relationship management, the customer journey, components of an effective sales plan, and tips for setting sales targets.
This document contains guidelines for retail excellence. It discusses defining your career and setting goals, then outlines criteria for evaluating customer service through mystery shopping. Key aspects reviewed include greeting customers, store cleanliness, terminal organization, display quality, and a sales representative's interaction. Sales skills are assessed through sample dynamic and open questions. Dos and don'ts advise maintaining a smile, listening to customers, identifying their needs, and treating all customers as mystery shoppers by always applying ideal service standards.
The document outlines 5 steps to get out of a sales slump: 1) Continue polite perseverance and don't give up after the first "no", 2) Establish personal relationships with customers, 3) Learn from mistakes instead of despairing and adapt your approach, 4) Avoid non-selling "alibi" tasks and focus on actual selling, 5) Don't blame external factors and instead focus on customers who can get you out of the slump through new sales or up-selling existing customers. Adapting your sales approach to understand each customer's unique motivations is key to overcoming obstacles and getting back on track to success.
The document is a sales pitch from an award-winning sales representative. It outlines the representative's experience in sales excellence, commitment to self-improvement, and areas of expertise including business analysis, strategic planning, and account management. It highlights the representative's integrity, goal setting abilities, and collaboration skills. The representative's career approach focuses on consultative selling through probing customers and taking a result-oriented attitude.
Michael Farrington - Staying Relevant in MarketingAMASanDiego
Our objective as marketers hasn’t changed despite the world changing around us. We remain in the business of changing human behavior — helping customers choose our companies, our products, and our brands (and NOT our competitors). The challenge? Our customers are engaging us later and later in the sales process, our customers know MORE about us than we know about our customers, and our marketing mix continues to get more and more complex. As marketing leaders, we will quickly become irrelevant if we don’t act now and understand how our customers are making decisions, why they’ve made those decisions, and where to place our limited marketing investments. Mike will share how he’s driving this shift within a $1 billion publicly-traded, medical technology company, including the process, tools, and insights to make that change happen at your organization.
The document provides an overview of the rules of selling. It discusses 10 key rules: 1) Know your product inside and out, 2) Know your prospects, 3) Believe in what you're selling, 4) Be transparent, 5) Associate yourself with respected things, 6) Offer incentives, 7) Compare yourself to competitors, 8) Sell the relationship not just the product, 9) Focus on benefits and value, and 10) Isolate objections. It also discusses developing confidence, focusing on understanding the customer's situation rather than yourself, and learning from both successes and failures in sales. Key terms defined include strategic selling, sales targets, telemarketing, and tenders.
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Aline EICK's profile
Test was taken on: 24/07/2013
Test was taken on: 24/07/2013
We thank you for taking the test and for your support and participation.
Your report is presented in multiple sections as given below:
Indicators Indicators specific to the test
Main results Graphic representation and detailed description of
each factor
Personalized analysis of the
report
Specific personality traits of the profile
How different professions
suit the profile
A complementary analysis for a better assessment of
the individual's abilities
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2. Aline EICK's profile
Test was taken on: 24/07/2013
Indicators
Social Desirability
0.0 0 10
A high score (more than 5 out of 10) implies that the candidate has tried to respond in a
"favorable" manner that may render his/her responses invalid. The average score on this
factor is 3.0.
Sales Potential Score
48 0 100
The Sales Potential indicator gives a global view of the predispositions of a candidate or
employee for a career in sales.
The maximum score is of 100 (exceptional sales people).
This indicator is measured from the items showing the most difference in responses
between sales people and non sales people (t-test) while considering other external criteria
like commercial performance.
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3. Aline EICK's profile
Test was taken on: 24/07/2013
Principal results (score out of 10)
Legend
Client Acquisition Skills
Business Development Skills
Negotiation Skills
Selling Skills
Detailed results
Position of the candidate/employee against standard behavioral dimensions related to
sales.
For every behavioral dimension, scores range from 0 to 10.
MIN MAX
1 Client Acquisition Skills 5.5
2 Business Development Skills 5.3
3 Negotiation Skills 8.7
4 Selling Skills 5.3
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4. Client Acquisition Skills 5.5
Being on the hunt for new clients, this type of sales person focuses on prospecting and
entering new markets in order to gain clients and substantially increase turnover. He or she
is like the company motor, taking initiative, acting boldly, and being perseverant in order to
reach objectives.
Prospecting 7.1
Ø Being self-assured and enthusiastic, Aline is comfortable initiating contact, in
particular by telephone. Her clever thinking helps her get past filters and barriers
and she succeeds in directly contacting the person she needs and in holding her
interest.
Combativeness 4.3
Ø Being competitive yet attentive, Aline will think hard before committing to a
challenge, in order to optimise her efforts as required and thereby reach her
objectives. With more motivation, she could become more combative.
Approaching Clients 5.0
Ø Aline knows how to approach prospects and take charge of conversations. As
she is confident in general, she often initiates contact. Knowing how to seize
opportunity for conversation, she also knows when to let go if she thinks the
other person is not interested.
Business Development Skills 5.3
These sales people make the most of and build their client base. They build their networks
and are reassuring to clients, being available and personable. They focus whenever
possible on building strategic relationships and they are patient and effective when
following up on clients.
Networking 6.7
Ø For Aline, the conversation does not stop once the contract is signed. She
maintains good relationships with clients outside of the negotiation process.
Being aware of the potential of her network, she knows how to use it wisely in
order to quickly reach her goals.
Strategic Selling 6.7
Ø Aline can manage key accounts and implement customised projects. She likes
being an esteemed partner to clients and working on strategic sales and
partnerships.
She shows that she is patient during negotiations that take much time to get
finished.
Customer Satisfaction 2.5
Ø Aline is not very interested in whether or not customers are satisfied. She must
force herself to follow up on sales and she prefers other types of marketing
duties. She could better maintain her portfolio of clients by listening more closely
to them.
Negotiation Skills 8.7
Negotiation skills are crucial for sales people whether they are best at getting new clients
or nurturing existing ones. A good negotiator can promote products and services by
listening closely to clients and adapting the sales pitch, the goal being to reach an
agreement under the best possible conditions.
Understanding Needs 8.3
Ø Aline does not hesitate to spend a long time preparing for a negotiation. By
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5. Ø
approaching clients in a useful way, she can understand their decision-making
factors about buying. She can therefore, effectively personalise her strategy.
Pitching 10
Ø Aline is naturally good at addressing the client's needs, while expressing her
subtle argument and providing quick, articulate answers. By adjusting her pitch
to fit the prospect, she will be able to remove doubt and be more convincing. Her
skillfully positioned offers will likely charm many prospects.
Closing Deals 7.7
Ø Aline insists on maintaining her margin and quickly getting the client to sign. Not
easily shaken, she rarely gives unjustified discounts and she keeps discussions
concrete and effective.
Selling Skills 5.3
Sales acumen refers to the candidate's natural disposition and skills for winning new
contracts, being assertive, and showing self-control. These skills characterise the
candidate's profile, personality and selling style.
Sales-Acumen 1.7
Ø Aline takes a very cartesian approach to sales. Not being very audacious, she
will not reach out to clients and she will avoid bargaining with them. She must
work on her sales techniques in order to make better sales.
Charisma 5.8
Ø Aline does not hesitate to express her points of view and will even try to impose
her opinion if she deems it necessary. She makes an effort to choose her words
carefully. She likes observing and listening as much as she likes being the
centre of a conversation.
Self-Control 8.3
Ø Apparently nothing can shake Aline. She always manages to control her
emotions when faced with unexpected events or difficulties. When dealing with a
problem, she will find the best solution by thinking clearly.
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6. Aline EICK's profile
Test was taken on: 24/07/2013
Personalized analysis of the report
In this section you will find the features that stand out the most in Alines profile.
Candidate's strengths
>> [Pitching] Being highly skilled in negotiating, Aline knows how to adapt her sales pitch
from one conversation to the next. She is very good at thinking on her feet and can
respond to objections, while highlighting her product's features.
>> [Self-control] Nothing can shake Aline. She copes with tough situations calmly and
thoughtfully, while remaining enthusiastic. She knows how to step back and be objective
in order to make the smartest business offer.
>> [Understanding needs] As someone who has excellent listening and analytical skills,
Aline can quickly determine and understand client needs. This helps her adapt her sales
offer to fit a specific context.
Areas to develop
> [Sales Acumen] Being quite cartesian, Aline considers sales to be more of a duty and a
procedure rather than a marketplace for bargaining. By showing more spontaneity in her
conversations and negotiations, she could improve her ability to convince clients.
> [Customer Satisfaction] Being less focused on customer satisfaction, Aline prefers
carrying out other sales duties, even if it means partially delegating some customer care
tasks.
Examples of professions that could correspond to Aline's personality are :
• B2B salesperson
• Sales engineer
• Negotiator
• Key account sales representative
• Account manager
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7. Aline EICK's profile
Test was taken on: 24/07/2013
Suitability of the candidate’s personality for the job profile/position /
competencies
The main positions within the field of sales are placed by degree of correspondance to
the profile of the candidate/employee.
A perfect match between the profile of the position and the profile of the candidate
would correspond to 100 %.
The score must be at least equal to 60% to be considered a good match
COMMERCIAL FUNCTIONS/PROFESSIONS - Sales Profile R
MIN Adequacy MAX
1 B2B salesperson 90% details
2 Sales engineer 84% details
3 Negotiator 84% details
4 Key account sales representative 82% details
5 Account manager 78% details
6 B2C salesperson 77% details
7 Telemarketer 77% details
8 Customer service representative 76% details
9 Salesperson (shop) 75% details
10 Product manager 74% details
11 Salesperson/demonstrator 69% details
B2B salesperson 90%
Ø Sales representative, regional director, salesperson for mass market retail clients
A B2B sales representative must approach companies and come up with customized
proposals. This person negotiates contracts and closes deals.
Sales engineer 84%
Ø Sales engineer, sales advisor (industry, software, services, etc.)
A sales engineer must increase sales of products and services, using some degree of
technical knowledge. This person will come up with specific proposals, such as
customized offers for industrial clients.
Negotiator 84%
Ø Negotiator, buyer, import/export salesperson
A negotiator must negotiate deals and close sales under the best possible conditions.
Key account sales representative 82%
Ø Key account manager, head of key accounts
A key account sales representative handles major accounts and aims to increase
turnover. This person must maintain good relationships with clients and build
networks in order to expand into new markets.
Account manager 78%
Ø Banking advisor, insurance agent, investment advisor
An account manager takes care of existing clients and builds customer loyalty. This
person may work with companies or private clients and will recommend products and
services based on the client's needs.
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8. B2C salesperson 77%
Ø B2C salesperson, sales representative to general public
A B2C salesperson approaches and sells products to consumers and independent
professionals.
Telemarketer 77%
Ø Telemarketer
A telemarketer must sell products or services by phone and make recommendations
to consumers and companies about what they should purchase.
Customer service representative 76%
Ø Customer service representative, technical support
Customer care positions involve providing follow-up, building customer loyalty,
addressing requests, and proposing new products and services to customers.
Salesperson (shop) 75%
Ø Sales clerk, shop manager, sales assistant
A salesperson welcomes customers, gives information, and recommends products to
customers. This person must reach certain sales objectives and be friendly and
helpful towards customers.
Product manager 74%
Ø Product manager, promotions manager, merchandising manager
A product manager will develop the sales offer and handle promotion of the products
to distributors and representatives.
Salesperson/demonstrator 69%
Ø Demonstrator, sales representative at trade fairs or markets
A salesperson/demonstrator will attract clients to the stand, sing the praises of the
products, and try to make immediate sales.
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