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Sales Training: Always Be Closing

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Carlos F. Camargo, Ph.D. - Realtor, CalBRE #01988431
Carlos F. Camargo, Ph.D. - Realtor, CalBRE #01988431

The document discusses various sales presentation methods and strategies for overcoming objections in the sales process. It describes memorized, formula, and need-satisfaction presentation styles, as well as the problem-solution approach for complex sales. Key elements of effective presentations are outlined, including features/advantages/benefits, proof statements, visual aids, participation, and handling objections and interruptions. Common objections like price, budget, and product comparisons are addressed.

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THE STRATEGIC SELLING PROCESS Carlos F. Camargo Arête Management Consulting [email_address]
SALES PROCESS Salesperson Attributes Customer-Oriented Honest Dependable Competent Likable Selling Strategy Sales Territory Each Customer Each Sales Call Initiating Relationships Prospecting Precall Planning The Approach Developing Relationships Sales Presentations Handling Objections Closing the Sale Enhancing Customer Relationships Following up the Sale
SALES PRESENTATION METHODS Carlos F. Camargo Arête Management Consulting [email_address]
TYPES OF SELLING SITUATIONS ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
THE MEMORIZED SALES PRESENTATION ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
THE MEMORIZED SALES PRESENTATION ,[object Object],[object Object],[object Object],[object Object],[object Object]
THE MEMORIZED SALES PRESENTATION ADVANTAGES ,[object Object],[object Object],[object Object],[object Object],[object Object]
THE MEMORIZED SALES PRESENTATION DISADVANTAGES ,[object Object],[object Object],[object Object],[object Object],[object Object]
THE FORMULA PRESENTATION ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
THE FORMULA PRESENTATION ,[object Object],[object Object],[object Object]
THE FORMULA PRESENTATION ADVANTAGES ,[object Object],[object Object],[object Object],[object Object],[object Object]
THE NEED-SATISFACTION PRESENTATION ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
THE NEED-SATISFACTION PRESENTATION: KEY THINGS TO REMEMBER ,[object Object],[object Object],[object Object],[object Object]
THE PROBLEM-SOLUTION PRESENTATION ,[object Object],[object Object],[object Object],[object Object]
THE PROBLEM-SOLUTION PRESENTATION: STEPS ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
GROUP SALES PRESENTATIONS ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
ELEMENTS OF GREAT SALES PRESENTATIONS
3 ESSENTIAL STEPS WITHIN THE PRESENTATION ,[object Object],[object Object],[object Object],[object Object]
THE SALES PRESENTATION MIX Salesperson Persuasive Communication Participation Proof Visual Aids Dramatization Demonstration
7 STEPS TO HELP YOU BE A BETTER COMMUNICATOR ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
PERSUASION THROUGH LOGIC ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
PERSUASION THROUGH SUGGESTION ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
PERSUASION THROUGH SUGGESTION ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
PERSUASION THROUGH SUGGESTION ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
INDUCING PARTICIPATION ,[object Object],[object Object],[object Object],[object Object]
PROOF STATEMENTS ,[object Object],[object Object],[object Object],[object Object],[object Object]
THE VISUAL PRESENTATION: SHOW AND TELL ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
COMMON VISUAL AIDS ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
DRAMATIZATION ,[object Object],[object Object],[object Object],[object Object]
DEMONSTRATIONS ,[object Object],[object Object],[object Object],[object Object]
HANDLING INTERRUPTIONS ,[object Object],[object Object],[object Object],[object Object]
HANDLING OBJECTIONS
BASIC POINTS IN MEETING OBJECTIONS ,[object Object],[object Object],[object Object],[object Object],[object Object]
BASIC POINTS IN MEETING OBJECTIONS ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
BASIC POINTS IN MEETING OBJECTIONS ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
MAJOR/MINOR OBJECTIONS ,[object Object],[object Object],[object Object],[object Object],[object Object]
STALLING OBJECTIONS ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
NO-NEED OBJECTIONS ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
MONEY OBJECTIONS ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
PRODUCT OBJECTIONS ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
OBJECTION MEETING TECHNIQUES ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
OBJECTION MEETING TECHNIQUES ,[object Object],[object Object],[object Object],[object Object]
OBJECTION MEETING TECHNIQUES ,[object Object],[object Object],[object Object],[object Object]
OBJECTION MEETING TECHNIQUES ,[object Object],[object Object],[object Object],[object Object],[object Object]
OBJECTION MEETING TECHNIQUES ,[object Object],[object Object],[object Object],[object Object],[object Object]
CLOSING THE SALE
ESSENTIALS OF CLOSING THE SALE ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
ESSENTIALS OF CLOSING THE SALE ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
ESSENTIALS OF CLOSING THE SALE ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
CLOSING TECHNIQUES ,[object Object],[object Object],[object Object],[object Object],[object Object]
CLOSING TECHNIQUES ,[object Object],[object Object],[object Object],[object Object]
SIX COMMON MISTAKES ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

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Sales Training: Always Be Closing

  • 1. THE STRATEGIC SELLING PROCESS Carlos F. Camargo Arête Management Consulting [email_address]
  • 2. SALES PROCESS Salesperson Attributes Customer-Oriented Honest Dependable Competent Likable Selling Strategy Sales Territory Each Customer Each Sales Call Initiating Relationships Prospecting Precall Planning The Approach Developing Relationships Sales Presentations Handling Objections Closing the Sale Enhancing Customer Relationships Following up the Sale
  • 3. SALES PRESENTATION METHODS Carlos F. Camargo Arête Management Consulting [email_address]
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  • 17. ELEMENTS OF GREAT SALES PRESENTATIONS
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  • 19. THE SALES PRESENTATION MIX Salesperson Persuasive Communication Participation Proof Visual Aids Dramatization Demonstration
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