This document outlines important techniques for selling, including qualities of a good salesperson and steps in the selling process. It discusses Dale Carnegie's view that fun is important to success, the AIDA model to attract Attention, Interest, Desire and Action. The selling process involves preparation, opening the sale, processing customer needs using CREWSADE, presenting, handling objections, and closing using techniques like direct close, alternate close, negative close, emotional close or assumptive close.

1. 3) Selling techniques

2. Qualities needed to be a good salesperson

3. Important things to take into account

4. Early selling techniques
• Dale Carnegie (1888-1955)
« People rarely succeed unless they have fun in
what they are doing »

5. AIDA
• Attention
• Interest
• Desire
• Action

6. the selling process
• Preparation
• Opening the sale
• Processing the sale: « CREWSADE »
• Comfort, Reliability, Ego, Worth, Self Esteem, Aesthetics,
Durability, Economy
• Sales presentation
• Objection handling
• Closing the sale

7. Some closing techniques
the
direct
close
The
alternate
close
The
negative
close
The
emotional
close
The
assumptive
close