Sales stages
•Download as PPTX, PDF•
0 likes•162 views
The document outlines the 7 stages of the sales process: 1. Prospecting - identifying target customers and collecting their details 2. Preparation - researching customers and setting goals for meetings 3. Rapport - building trust and getting customers to talk about themselves by listening and asking questions 4. Qualification - asking questions to determine customer needs and challenges 5. Presentation - providing an overview of products or services to address customer needs 6. Closing - asking for the sale using different closing techniques 7. Handling objections - clarifying concerns, not getting defensive, and providing positive responses
Report
Share
Report
Share
Recommended
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.
Closing Sales Sample
The document provides tips for closing sales and overcoming objections from customers. It discusses the importance of fully understanding customers' needs and creating excitement for the product or service. It also emphasizes that closers should be confident, believe in what they are selling, and not take rejection personally. Trial close questions are recommended to gauge customer interest and get feedback on minor decisions before fully closing 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.
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 Five Rules Of Closing A Sale
The document outlines five rules for closing a sale:
1. You cannot sell anything to someone, but you can help them talk themselves into buying by helping them make a decision.
2. It is not about you, it is about the prospect and what they want to discuss.
3. Assume the sale by believing you offer the best solution and that you are talking to buyers, not just shoppers.
4. Close on minor points - if you agree on details, the major purchase will follow.
5. Take "no" to mean "not yet" - if you assume the sale, "no" just means you missed something and need to ask more questions.
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.
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.
Leigh Ashton - The 9 Golden Rules of Successful Sales
The document outlines 9 golden rules for successful sales:
1. Put yourself in your client's shoes to understand their perspective.
2. Ask open-ended questions to obtain important information and listen to clients.
3. Stop selling and start truly listening to the client.
4. Remain flexible because there are always alternative approaches.
Recommended
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.
Closing Sales Sample
The document provides tips for closing sales and overcoming objections from customers. It discusses the importance of fully understanding customers' needs and creating excitement for the product or service. It also emphasizes that closers should be confident, believe in what they are selling, and not take rejection personally. Trial close questions are recommended to gauge customer interest and get feedback on minor decisions before fully closing 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.
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 Five Rules Of Closing A Sale
The document outlines five rules for closing a sale:
1. You cannot sell anything to someone, but you can help them talk themselves into buying by helping them make a decision.
2. It is not about you, it is about the prospect and what they want to discuss.
3. Assume the sale by believing you offer the best solution and that you are talking to buyers, not just shoppers.
4. Close on minor points - if you agree on details, the major purchase will follow.
5. Take "no" to mean "not yet" - if you assume the sale, "no" just means you missed something and need to ask more questions.
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.
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.
Leigh Ashton - The 9 Golden Rules of Successful Sales
The document outlines 9 golden rules for successful sales:
1. Put yourself in your client's shoes to understand their perspective.
2. Ask open-ended questions to obtain important information and listen to clients.
3. Stop selling and start truly listening to the client.
4. Remain flexible because there are always alternative approaches.
Sales Part 1
This document outlines the sales process and how to use need satisfaction to be effective. It discusses three phases: need development where the salesperson asks questions to understand customer needs, need awareness where the salesperson helps the customer recognize their needs, and need fulfillment where the salesperson demonstrates how their product meets those needs. Key techniques include using questions to control the interview, developing feature-benefit tables to match product attributes to customer benefits, and handling objections by getting the customer to answer their own concerns. The overall approach is to thoroughly understand customer needs before making positive statements about the product in order to ensure it truly meets their requirements.
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.
How to Close Every Sale: Learn How to Increase Your Bottom Line Profits
Close more sales. Great training for entrepreneurs, business owners, sales managers and sales and marketing professionals. Improve sales closing rate and bottom line profits and increase sales closing ratios and become a better sales manager, too.
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.
Advance Sales Course1
The basics of sales training is what you can learn to deal with others. The advance sales course is learning to deal with yourselves so that selling to others becomes easy. Not something we do to others to persuade them but something we do to ourselves to influence others easily.
Chapter 4 Psychology of Selling ppt
The document discusses techniques for emphasizing benefits when selling to customers. It introduces the FAB (Feature-Advantage-Benefit) approach for highlighting the key selling points of a product. Features are physical characteristics, advantages are performance characteristics, and benefits are favorable results that address customer needs. Using a trial close and the SELL (Show-Explain-Lead-Let) sequence can help determine customer needs and objections. Adaptive selling involves identifying a customer's personality style and adapting the presentation approach accordingly.
The psychology of selling
This document provides an overview of Brian Tracy's book "The Psychology of Selling" which discusses various psychological concepts and techniques related to selling. The book is divided into chapters such as developing a powerful sales personality, understanding why people buy, creative selling approaches, overcoming objections, and closing techniques. Each chapter includes self-assessment questions to help salespeople improve, as well as exercises for goal-setting and skills development. The overall focus is on understanding customer psychology and building confidence and skills for successful selling.
Selling Smart Workshop - December 5, 2012
This session will examine reluctance feelings and proven methods for overcoming them, as well as proven tactics for getting to decision makers. For many business people, prospecting, especially making cold calls is a dreaded activity. In this session we’ll learn what causes call reluctance; work on techniques for overcoming call reluctance and ultimately how to make effective prospecting happen. Attendees will also compose and practice a prospecting approach customized for their business.
Chp 12 Prospects Objections ppt
The document discusses techniques for handling objections in sales presentations. It defines objections as opposition or resistance to information or requests from the salesperson. It identifies different types of objections like hidden, stalling, no-need, money, product, and source objections.
The document outlines basic points to consider when meeting objections like planning for objections, listening to understand the objection, and determining if it is a practical or psychological objection. It describes techniques for meeting objections such as dodging, rephrasing, postponing, sending objections back, and using a five-question sequence.
If an objection cannot be overcome, alternatives include concentrating on other benefits, admitting the limitation and showing how benefits outweigh it, or closing anyway
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
Chp 10 Strategic Presenting
The document discusses different approaches and techniques for opening a sales presentation. It emphasizes that the approach is an important first step and can determine the success of the overall presentation and sale. Some key points:
- The approach involves meeting, greeting, and building rapport with the potential customer.
- It should place the customer's interests first and avoid losing the sale or damaging the relationship.
- Common approach categories include opening with a statement, demonstration, or question. The situation and customer's needs will influence the best approach.
- Questions can be direct, nondirective, rephrasing, or redirecting. The SPIN technique uses multiple questions without initially mentioning the product.
- It's important
The art of selling by Zig Ziglar
The document provides tips and advice for sales professionals. It discusses the importance of listening skills, dependability, credibility, and adjusting speech patterns to match the prospect. The document also addresses finding prospects, dealing with call reluctance, selling by design through a needs analysis and identification process, handling objections, and closing the sale.
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.
Objection handling
This document provides guidance on handling sales objections. It defines cold calling and sales objections. For objections, the key is to fully listen to understand the true concern, then respond properly while confirming the objection has been satisfied. Common objections include need, urgency, trust, and money. For money objections, discuss value rather than costs. Effective handlers choose words wisely, understand the root objection, and get back to emphasizing the solution's value.
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.
Best practices for customer discovery
This document outlines best practices for customer discovery from an I-Corps session. It recommends applying the scientific method by creating falsifiable hypotheses and testing them through in-person interviews with 100 people to gain insights rather than validating assumptions. Key lessons include focusing on understanding customer problems rather than pitching solutions, asking open-ended questions, being prepared to pivot hypotheses as learning occurs, and prioritizing learning over validating preconceptions. The overall goal is to gain an accurate customer-value fit through an evidence-based process.
Selling skills
The document provides tips on selling skills and the sales process. It discusses prospecting, approaching customers, conducting effective meetings and presentations, handling objections, and closing sales. Key aspects of the sales process covered include preparing for calls, asking probing questions to understand customer needs, overcoming objections, highlighting benefits to get buy-in, and making multiple attempts to close before giving up on prospects. The document emphasizes skills like listening, elaboration, understanding customers, and adapting approach based on customer type to improve sales outcomes.
Mentoring Week 4
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.
Selling Techniques
This document provides techniques for successful selling, including making customers feel important, understanding selling as a process, and building rapport. It discusses branding, the customer cycle, and the sales process. Key selling techniques include call opening, product positioning, handling objections, and using a push or pull strategy. Objection handling involves listening, accepting the objection, committing to resolve it, and taking explicit action. The goal is to help sales representatives strengthen relationships and improve performance.
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.
Sales Training Course using AIDA and SPIN Selling
This sales training module aims to change how we do sales by changing our mindset in engaging our customers. AIDA and SPIN Selling techniques are also discussed including best practices being employed in modern selling.
Thank God it's Sales
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!
More Related Content
What's hot
Sales Part 1
This document outlines the sales process and how to use need satisfaction to be effective. It discusses three phases: need development where the salesperson asks questions to understand customer needs, need awareness where the salesperson helps the customer recognize their needs, and need fulfillment where the salesperson demonstrates how their product meets those needs. Key techniques include using questions to control the interview, developing feature-benefit tables to match product attributes to customer benefits, and handling objections by getting the customer to answer their own concerns. The overall approach is to thoroughly understand customer needs before making positive statements about the product in order to ensure it truly meets their requirements.
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.
How to Close Every Sale: Learn How to Increase Your Bottom Line Profits
Close more sales. Great training for entrepreneurs, business owners, sales managers and sales and marketing professionals. Improve sales closing rate and bottom line profits and increase sales closing ratios and become a better sales manager, too.
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.
Advance Sales Course1
The basics of sales training is what you can learn to deal with others. The advance sales course is learning to deal with yourselves so that selling to others becomes easy. Not something we do to others to persuade them but something we do to ourselves to influence others easily.
Chapter 4 Psychology of Selling ppt
The document discusses techniques for emphasizing benefits when selling to customers. It introduces the FAB (Feature-Advantage-Benefit) approach for highlighting the key selling points of a product. Features are physical characteristics, advantages are performance characteristics, and benefits are favorable results that address customer needs. Using a trial close and the SELL (Show-Explain-Lead-Let) sequence can help determine customer needs and objections. Adaptive selling involves identifying a customer's personality style and adapting the presentation approach accordingly.
The psychology of selling
This document provides an overview of Brian Tracy's book "The Psychology of Selling" which discusses various psychological concepts and techniques related to selling. The book is divided into chapters such as developing a powerful sales personality, understanding why people buy, creative selling approaches, overcoming objections, and closing techniques. Each chapter includes self-assessment questions to help salespeople improve, as well as exercises for goal-setting and skills development. The overall focus is on understanding customer psychology and building confidence and skills for successful selling.
Selling Smart Workshop - December 5, 2012
This session will examine reluctance feelings and proven methods for overcoming them, as well as proven tactics for getting to decision makers. For many business people, prospecting, especially making cold calls is a dreaded activity. In this session we’ll learn what causes call reluctance; work on techniques for overcoming call reluctance and ultimately how to make effective prospecting happen. Attendees will also compose and practice a prospecting approach customized for their business.
Chp 12 Prospects Objections ppt
The document discusses techniques for handling objections in sales presentations. It defines objections as opposition or resistance to information or requests from the salesperson. It identifies different types of objections like hidden, stalling, no-need, money, product, and source objections.
The document outlines basic points to consider when meeting objections like planning for objections, listening to understand the objection, and determining if it is a practical or psychological objection. It describes techniques for meeting objections such as dodging, rephrasing, postponing, sending objections back, and using a five-question sequence.
If an objection cannot be overcome, alternatives include concentrating on other benefits, admitting the limitation and showing how benefits outweigh it, or closing anyway
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
Chp 10 Strategic Presenting
The document discusses different approaches and techniques for opening a sales presentation. It emphasizes that the approach is an important first step and can determine the success of the overall presentation and sale. Some key points:
- The approach involves meeting, greeting, and building rapport with the potential customer.
- It should place the customer's interests first and avoid losing the sale or damaging the relationship.
- Common approach categories include opening with a statement, demonstration, or question. The situation and customer's needs will influence the best approach.
- Questions can be direct, nondirective, rephrasing, or redirecting. The SPIN technique uses multiple questions without initially mentioning the product.
- It's important
The art of selling by Zig Ziglar
The document provides tips and advice for sales professionals. It discusses the importance of listening skills, dependability, credibility, and adjusting speech patterns to match the prospect. The document also addresses finding prospects, dealing with call reluctance, selling by design through a needs analysis and identification process, handling objections, and closing the sale.
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.
Objection handling
This document provides guidance on handling sales objections. It defines cold calling and sales objections. For objections, the key is to fully listen to understand the true concern, then respond properly while confirming the objection has been satisfied. Common objections include need, urgency, trust, and money. For money objections, discuss value rather than costs. Effective handlers choose words wisely, understand the root objection, and get back to emphasizing the solution's value.
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.
Best practices for customer discovery
This document outlines best practices for customer discovery from an I-Corps session. It recommends applying the scientific method by creating falsifiable hypotheses and testing them through in-person interviews with 100 people to gain insights rather than validating assumptions. Key lessons include focusing on understanding customer problems rather than pitching solutions, asking open-ended questions, being prepared to pivot hypotheses as learning occurs, and prioritizing learning over validating preconceptions. The overall goal is to gain an accurate customer-value fit through an evidence-based process.
Selling skills
The document provides tips on selling skills and the sales process. It discusses prospecting, approaching customers, conducting effective meetings and presentations, handling objections, and closing sales. Key aspects of the sales process covered include preparing for calls, asking probing questions to understand customer needs, overcoming objections, highlighting benefits to get buy-in, and making multiple attempts to close before giving up on prospects. The document emphasizes skills like listening, elaboration, understanding customers, and adapting approach based on customer type to improve sales outcomes.
Mentoring Week 4
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.
Selling Techniques
This document provides techniques for successful selling, including making customers feel important, understanding selling as a process, and building rapport. It discusses branding, the customer cycle, and the sales process. Key selling techniques include call opening, product positioning, handling objections, and using a push or pull strategy. Objection handling involves listening, accepting the objection, committing to resolve it, and taking explicit action. The goal is to help sales representatives strengthen relationships and improve performance.
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.
What's hot (20)
How to Close Every Sale: Learn How to Increase Your Bottom Line Profits
How to Close Every Sale: Learn How to Increase Your Bottom Line Profits
Handling Resistance: The Sale Begins When the Customer Says No
Handling Resistance: The Sale Begins When the Customer Says No
Similar to Sales stages
Sales Training Course using AIDA and SPIN Selling
This sales training module aims to change how we do sales by changing our mindset in engaging our customers. AIDA and SPIN Selling techniques are also discussed including best practices being employed in modern selling.
Thank God it's Sales
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!
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.
Precision Selling Basics
If you master these simple sales basics, you could double or triple your sales results within a week !
Precision Selling Basics
If you master the lessons in this short but powerful presentation, you can double or triple your sales results within a week!
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
Key accountselling (1)
This document provides an overview of key account selling techniques. It discusses:
1. The purpose of key account selling is to focus on developing new large accounts and selling techniques that are different from transactional selling.
2. The buying process involves four phases - recognition of needs, evaluation of options, resolution of concerns, and implementation. Different techniques are used in each phase.
3. Effective listening, understanding customer motivations, discovering dissatisfactions, and helping resolve concerns are essential skills for key account selling. Building trust and relationships is also important for developing new business from large accounts.
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
Sales training
This document provides an overview of the sales process from prospecting to follow up. It discusses the different types of salespeople and how to sell to different personality styles. The main stages covered are prospecting, qualifying leads, setting appointments, presenting to customers, handling objections, closing the sale, and following up. Important aspects of each stage like questioning techniques, different closing methods, and statistics on follow up efforts are also summarized. The overall message is that mastering each step of the sales cycle is key to success, and follow up is critical as most sales take multiple contacts to close.
The Five Point Close
Common sales objections leave both customers and salespeople unsatisfied. The Five Point Close is a proven technique to increase closing ratios by 50% or more with practice. It involves: 1) agreeing with objections, 2) overcoming them, 3) providing strong selling points, 4) creating urgency, and 5) directly asking for the order. Mastering this technique helps salespeople sell to anyone who has the need and means through qualifying leads and overcoming objections.
Sales training
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.
M302 pt the_gathering_ppt
1) During the gathering stage, salespeople should clearly show interest in the customer's problem and gather information before presenting a solution using open-ended questions.
2) Both the pain (away motivation) and pleasure (towards motivation) that a customer wants should be considered in equal amounts to achieve a successful sale.
3) Questions should focus the customer's mind on their goals and the benefits of the product while avoiding statements disguised as questions and maintaining a neutral, interested tone.
The psychology of selling
The psychology of selling by Mehdi Mahfoud
using JB Selling method in addition to great ideas about selling
Psychology of Selling
The psychology of selling: Why people buy - Chapter 4 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
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.
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.
Sales Prospecting - Prospecting for Customers & Qualifying the Customer
Sales Prospecting - Prospecting for Customers & Qualifying the CustomerJames Baker, SPHR Retired, MAS
“If you can master only one skill in selling, become a master prospector. It will guarantee your future success.”
Quote from Tim Conner’s book: “Soft Sell: The New Art of Selling, Self Empowerment and Persuasion”Startups are different pt5
Unlike established companies, startups have limited time and resources so they must quickly adapt and test business models to find one that works before running out of money. Customer interviews are important for startups to gather information while conserving resources. It is key to focus interviews on understanding customer behavior and needs rather than discussing potential solutions. Startups should probe for real problems customers currently face and get specifics on how problems impact them rather than hypothetical issues.
Closing sales deal
The document provides guidance on effective sales questioning strategies to move prospects through the sales process and close deals. It outlines 6 categories of questions to move from initial contact to closing the sale. These include questions to build rapport, understand the prospect's needs, identify obstacles, verify the right presentation, move towards the next step, and formalize the decision. Key recommendations are to ask open-ended questions, listen more than talk, understand the prospect's perspective, and focus on gathering information rather than pushing for the close.
Similar to Sales stages (20)
Nothing Happens Until Something Gets Sold - World of Asphalt Conference - Bal...
Nothing Happens Until Something Gets Sold - World of Asphalt Conference - Bal...
Selling during tough times world of asphalt - 90 minutes - nashville 2016
Selling during tough times world of asphalt - 90 minutes - nashville 2016
Sales Prospecting - Prospecting for Customers & Qualifying the Customer
Sales Prospecting - Prospecting for Customers & Qualifying the Customer
Recently uploaded
-- June 2024 is National Volunteer Month --
Check out our June display of books on voluntary organisations
Creative Web Design Company in Singapore
At Techbox Square, in Singapore, we're not just creative web designers and developers, we're the driving force behind your brand identity. Contact us today.
一比一原版新西兰奥塔哥大学毕业证（otago毕业证）如何办理
一模一样【微信：A575476】【新西兰奥塔哥大学毕业证（otago毕业证）成绩单Offer】【微信：A575476】（留信学历认证永久存档查询）采用学校原版纸张、特殊工艺完全按照原版一比一制作（包括：隐形水印，阴影底纹，钢印LOGO烫金烫银，LOGO烫金烫银复合重叠，文字图案浮雕，激光镭射，紫外荧光，温感，复印防伪）行业标杆！精益求精，诚心合作，真诚制作！多年品质 ,按需精细制作，24小时接单,全套进口原装设备，十五年致力于帮助留学生解决难题，业务范围有加拿大、英国、澳洲、韩国、美国、新加坡，新西兰等学历材料，包您满意。
【业务选择办理准则】
一、工作未确定，回国需先给父母、亲戚朋友看下文凭的情况，办理一份就读学校的毕业证【微信：A575476】文凭即可
二、回国进私企、外企、自己做生意的情况，这些单位是不查询毕业证真伪的，而且国内没有渠道去查询国外文凭的真假，也不需要提供真实教育部认证。鉴于此，办理一份毕业证【微信：A575476】即可
三、进国企，银行，事业单位，考公务员等等，这些单位是必需要提供真实教育部认证的，办理教育部认证所需资料众多且烦琐，所有材料您都必须提供原件，我们凭借丰富的经验，快捷的绿色通道帮您快速整合材料，让您少走弯路。
留信网认证的作用:
1:该专业认证可证明留学生真实身份
2:同时对留学生所学专业登记给予评定
3:国家专业人才认证中心颁发入库证书
4:这个认证书并且可以归档倒地方
5:凡事获得留信网入网的信息将会逐步更新到个人身份内，将在公安局网内查询个人身份证信息后，同步读取人才网入库信息
6:个人职称评审加20分
7:个人信誉贷款加10分
8:在国家人才网主办的国家网络招聘大会中纳入资料，供国家高端企业选择人才
→ 【关于价格问题（保证一手价格）
我们所定的价格是非常合理的，而且我们现在做得单子大多数都是代理和回头客户介绍的所以一般现在有新的单子 我给客户的都是第一手的代理价格，因为我想坦诚对待大家 不想跟大家在价格方面浪费时间
对于老客户或者被老客户介绍过来的朋友，我们都会适当给一些优惠。
选择实体注册公司办理，更放心，更安全！我们的承诺：可来公司面谈，可签订合同，会陪同客户一起到教育部认证窗口递交认证材料，客户在教育部官方认证查询网站查询到认证通过结果后付款，不成功不收费！
Anny Serafina Love - Letter of Recommendation by Kellen Harkins, MS.
This letter, written by Kellen Harkins, Course Director at Full Sail University, commends Anny Love's exemplary performance in the Video Sharing Platforms class. It highlights her dedication, willingness to challenge herself, and exceptional skills in production, editing, and marketing across various video platforms like YouTube, TikTok, and Instagram.
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.
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.
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.
Structural Design Process: Step-by-Step Guide for Buildings
The structural design process is explained: Follow our step-by-step guide to understand building design intricacies and ensure structural integrity. Learn how to build wonderful buildings with the help of our detailed information. Learn how to create structures with durability and reliability and also gain insights on ways of managing structures.
Best Forex Brokers Comparison in INDIA 2024
Navigating the world of forex trading can be challenging, especially for beginners. To help you make an informed decision, we have comprehensively compared the best forex brokers in India for 2024. This article, reviewed by Top Forex Brokers Review, will cover featured award winners, the best forex brokers, featured offers, the best copy trading platforms, the best forex brokers for beginners, the best MetaTrader brokers, and recently updated reviews. We will focus on FP Markets, Black Bull, EightCap, IC Markets, and Octa.
The 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:
Organizational Change Leadership Agile Tour Geneve 2024
Organizational Change Leadership at Agile Tour Geneve 2024
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.
2024-6-01-IMPACTSilver-Corp-Presentation.pdf
IMPACT Silver is a pure silver zinc producer with over $260 million in revenue since 2008 and a large 100% owned 210km Mexico land package - 2024 catalysts includes new 14% grade zinc Plomosas mine and 20,000m of fully funded exploration drilling.
HOW TO START UP A COMPANY A STEP-BY-STEP GUIDE.pdf
How to Start Up a Company: A Step-by-Step Guide Starting a company is an exciting adventure that combines creativity, strategy, and hard work. It can seem overwhelming at first, but with the right guidance, anyone can transform a great idea into a successful business. Let's dive into how to start up a company, from the initial spark of an idea to securing funding and launching your startup.
Introduction
Have you ever dreamed of turning your innovative idea into a thriving business? Starting a company involves numerous steps and decisions, but don't worry—we're here to help. Whether you're exploring how to start a startup company or wondering how to start up a small business, this guide will walk you through the process, step by step.
Dpboss Matka Guessing Satta Matta Matka Kalyan Chart Satta Matka
Dpboss Matka Guessing Satta Matta Matka Kalyan Chart Satta Matka➒➌➎➏➑➐➋➑➐➐Dpboss Matka Guessing Satta Matka Kalyan Chart Indian Matka
Dpboss Matka Guessing Satta Matta Matka Kalyan Chart Indian Matka Indian satta Matka Dpboss Matka Kalyan Chart Matka Boss otg matka Guessing Satta Call 8867766396 Satta Matka Dpboss Matka Guessing Satta batta Matka 420 Satta...
CALL 8867766396 SATTA MATKA | DPBOSS | KALYAN MAIN BAZAR | FAST MATKA | DPBOSS GUESSING | TARA MATKA | KALYAN CHART | MATKA BOSS
Business storytelling: key ingredients to a story
Storytelling is an incredibly valuable tool to share data and information. To get the most impact from stories there are a number of key ingredients. These are based on science and human nature. Using these elements in a story you can deliver information impactfully, ensure action and drive change.
Best practices for project execution and delivery
A select set of project management best practices to keep your project on-track, on-cost and aligned to scope. Many firms have don't have the necessary skills, diligence, methods and oversight of their projects; this leads to slippage, higher costs and longer timeframes. Often firms have a history of projects that simply failed to move the needle. These best practices will help your firm avoid these pitfalls but they require fortitude to apply.
Recently uploaded (20)
Anny Serafina Love - Letter of Recommendation by Kellen Harkins, MS.
Anny Serafina Love - Letter of Recommendation by Kellen Harkins, MS.
Taurus Zodiac Sign: Unveiling the Traits, Dates, and Horoscope Insights of th...
Taurus Zodiac Sign: Unveiling the Traits, Dates, and Horoscope Insights of th...
Easily Verify Compliance and Security with Binance KYC
Easily Verify Compliance and Security with Binance KYC
Structural Design Process: Step-by-Step Guide for Buildings
Structural Design Process: Step-by-Step Guide for Buildings
The APCO Geopolitical Radar - Q3 2024 The Global Operating Environment for Bu...
The APCO Geopolitical Radar - Q3 2024 The Global Operating Environment for Bu...
Organizational Change Leadership Agile Tour Geneve 2024
Organizational Change Leadership Agile Tour Geneve 2024
The 10 Most Influential Leaders Guiding Corporate Evolution, 2024.pdf
The 10 Most Influential Leaders Guiding Corporate Evolution, 2024.pdf
HOW TO START UP A COMPANY A STEP-BY-STEP GUIDE.pdf
HOW TO START UP A COMPANY A STEP-BY-STEP GUIDE.pdf
Dpboss Matka Guessing Satta Matta Matka Kalyan Chart Satta Matka
Dpboss Matka Guessing Satta Matta Matka Kalyan Chart Satta Matka
Call 8867766396 Satta Matka Dpboss Matka Guessing Satta batta Matka 420 Satta...
Call 8867766396 Satta Matka Dpboss Matka Guessing Satta batta Matka 420 Satta...
Sales stages
- 1. Business Skills For The 21st Century © LenFoster.Com 2014 All rights reserved len@lenfoster.co.uk
- 2. The 7 Stages of The Sales Process
- 4. Fishing in the right pond Who’s your target market? – who’s going to buy your stuff? Who’s your ideal customer in that market? – customer demographic, avatar Where can you find them? – networking, trade shows, Linkedin Collect their details – list building Keep in touch – CRM system, newsletter, auto responder messages Turning leads into appointments – what’s your process, what’s your conversion rate?
- 6. You can’t be too well prepared Who are you going to see? What do you know about them – position in company, length of service, hobbies, interests? What’s your goal for the meeting – speak to a decision maker, establish interest, make a sale? How will you present yourself – first impressions count, dress smart or casual, never flashy?
- 8. Building Rapport Smile :0) – rapport doesn’t happen with grumpy people Show a GENUINE interest in them – ask questions, hobbies, interests Encourage them to talk about themselves and listen (Listen = Silent – same letters) Use their name where possible Talk about their interests not yours Make them feel important “Sincerely”
- 10. The better you qualify prospects the more sales you’ll make Ask questions don’t make statements Prepare questions beforehand Ask big questions – so what's your biggest challenge at the moment, what are your goals for…..? Evoke emotion – how proud will you feel when…. people make decisions on emotion not logic Ask what failing to achieve what they want will feel like – create negative emotion Show how your product or service prevents them from failing – is the solution they need
- 12. The sales presentation Should be one way traffic – you talking and them listening Have a start, middle and end to your presentation 1 Start – cover why you’re there and set an agenda for the presentation 2 Middle – give brief history, establish credibility, product overview or specific product for them 3 End – simply summarise what you’ve said and close Process is – 1 tell them what your going to tell them, 2 tell them, 3 tell them what you’ve told them
- 13. Closing Stage 6
- 14. Asking for the business If you don’t ask, you don’t get If you don’t ask the answers always no Six ways to close Assumptive close – assumes you have the business so you skip the asking stage Conditional close – if I can do XXX for you, will you do XXX for me (Purchase) Alternative close – give a choice of answers but both get the sale e.g. red one or blue one Summary – summarising gets lots of small yeses, makes it easier to get the big yes Sandwich – where the price is sandwiched in between two lots of product or service
- 16. An objection is anything the prospect says or does that prevents closing Learn to accept objections as a challenge rather than a huge obstacle If you’re afraid of objections you’ll mess up your response and probably lose the sale Prospects that buy have 58% more objections 1 Clarify the objection – e.g. why do they think XXXX is too expensive 2 Don’t go defensive – agree that XXXX may appear expensive at first then show why it isn’t 3 Find out if their concern with e.g. price is their only one - know what your up against 4 Hear their objection as a positive - they wouldn’t be talking if there wasn’t some interest 5 Answer positively – tell them what you can do e.g. for their budget of XXX not what you can’t do