The document provides an overview of key sales concepts and techniques. It defines sales as a need-satisfying process or problem-solving activity involving an exchange. It discusses understanding customer needs, wants, and demands. Various sales theories and models are described, including AIDA, SPIN, and FABV. Common sales techniques like feature-advantage-benefit selling and handling objections are also summarized. The document outlines the buying and selling processes and closes with a brief discussion of different closing techniques.

1. Sales concepts and Sales Techniques S.ANANTHARAMAN

7. WANT Want & Need SALE: A process of Need Satisfaction Exchange Dormant /Implied Need Active Need Purchase Satisfaction

8. Problem Problem Problem Problem Problem Problem Solution Solution Solution ???? Solution…..? Buyer Buyer Seller Seller

14. Mbps..?? Is this a new service????? What I will do with it ? Our Broadband service gives you 2mbps speed Customer Salesperson

15. Advantages Objections Objection Handling Implied Need Implication & Need Pay off Questions Explicit Needs Benefit No sale Success More Success Less Success SELLING ON ADVANTAGE Vs. SELLING ON BENEFIT

16. Seller FEATURES Buyer: OBJECTIONS that’s just what I need! I like it ! Seller BENEFITS Buyer: AGREEMENT Must be very costly… Seller ADVANTAGES Buyer: PRICE CONCERN Wait a minute…. But…. No way…. FEATURE , ADVANTAGE, & BENEFIT

21. SELLING TECHNIQUES

25. … And let me tell you another thing….. ZZZZZZ…….. Customer Salesperson

29. Thank you