The document presents a sales training program by Engr. John Ibebunjo, focusing on closing sales effectively and understanding the sales decision process. Participants will learn the importance of persuasive creativity, identify decision influencers, and master closing techniques tailored to their personalities. The training aims to ensure participants see themselves as vital contributors to revenue generation for Protek Ltd.

1. SELLING BEYOND
TELLING
(SELLING YOUR PERSONALITY WAY)
PRESENTED BY
ENGR. JOHN IBEBUNJO
SALES CONSULTANT

2. TWO DAYS AT A GLANCE
MODULE 10
CLOSING SALES

3. CLOSING SALES
(The “YES” WAY)

4. Learning Goals
 All participants have understanding of the SALES PROCESS
 Every participant see themselves as a necessary part of the revenue generation supply
chain for Protek Ltd.
 Each participant embraces the idea of Persuasive creativity in selling
 Each participant gain mastery of what it means to be a successful sales person.
 Provide each participants with adequate motivation to CLOSE Sales
 Learn to manage the sales process by understanding where the sale is and how to keep
the momentum moving forward until a DECISION is made
 Master highly effective sales closing techniques unique to individual personalities

5. Sales Decision Process
The Sales Decision
Process is defined as the
series of steps you follow
as you guide prospects
from initial contact to
purchase.”

6. Sales Decision Process
The Sales Decision
Process starts with
the identification of
a NEED with your
Customer

7. Sales Decision Process
Sell Reasons why YOUR
SOLUTION/ PRODUCT is
the BEST ALTERNATIVE
to the Customer’s NEED

8. Sales Buying Cycle
The Sales Buying
Cycle shows how
the customer
processes and
analyzes before
buying

9. No SALES
can be
CLOSED
without a
DECISION
Influencers VS Decision Making

10. Influencers VS Decision Making
Every SALES
person job is
to identify
what & who
can influence
DECISION

11. Getting a
customer to
make a Buying
DECISION
requires more
than TELLING
Influencers VS Decision Making

12. Influence of PERSUASION
Persuasive
SALES
Personality
always get a
Buy-in
DECISION

13. When to CLOSE SALES
You MUST be
SENSITIVE to
know when you
have the Signals
from the
customer for a
PURCHASE

14. When to CLOSE SALES
You MUST STOP
Pitching and
DEMAND
Commitment when
you have the Signals
from the customer
for a PURCHASE

15. Thank You for Your Attention!
QUESTIONS?