Mr. Shiv Khera is an author, educator, business consultant, and successful entrepreneur from the United States. He is the founder of Qualified Learning Systems USA and has authored 16 books, including the international bestseller "You Can Win", which has sold over 3.2 million copies worldwide. His books and messages on personal and professional development have reached audiences across the globe. He has worked with major multinational corporations to provide training and consulting on growth, fulfillment, and success.

2. Mr. SHIV KHERA is the founder of Qualified Learning Systems
USA. An Author, Educator, Business Consultant and a successful
Entrepreneur
He inspires and encourages individuals to realize their true
potential. He has taken his dynamic personal messages to
opposite sides of the globe, from the U.S. to Singapore. His 30
years of research & understanding has put organizations on a
path of growth and fulfillment.
Mr. Shiv Khera is the author of 16 books including the
international bestseller "You Can Win", which has sold over 3.2
million copies in 21 languages. His other books are creating
new records. His Clients include Lufthansa, HP, Citigroup, HSBC,
Canon, Nestle, Philips, Mercedes Benz, Johnson & Johnson,
Metlife and many more.
SOME THING ABOUT THE AUTHOR
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3. nts— the
principles- you m to
success and gives ipe for
in the correct proportion.
WHAT KIND OF BOOK IS THIS?
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4. WHO IS NOT SELLING
SELLING IS MORE A MATTER OF WILL THAN SKILL
AND WE NEED BOTH
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5. FORMULA FOR SUCCESS
1. Be passionate about the profession of selling.
2. Believe in your product.
3. Believe in your company.
4. Believe in being a good professional by
practicing integrity.
5. There is no substitute for hard work.
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6. FORMULA FOR SUCCESS
6. Practice persistence, don’t quite.
7. Be knowledgeable about your product, service and
industry.
8. Get on a continuous education program.
9. Evaluate your performance ,daily, weekly, monthly
and with each evaluation , note three positive things
10. Reinforce the positive and replace the negative.
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7. RECIPE FOR FAILURE/SUCCESS
Poor Attitude+ Poor Values + Poor Marketing + Poor Selling
= QUICKLY OUT OF BUSINESS
Great Attitude + Great Values + Great Planning + Great Marketing +
Great Selling + Great Service Lead To High Trust + No/Low Risk=
Growth, Prosperity & Success
+GREAT PLANNING
+FRUSTRATION + BURNOUT
+ Poor Planning
+ Poor Service
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8. PLEASING PERSONALITY
1. First impression :
A. Confidence without arrogance
B. Friendliness without being over friendly
C. Expertise without the “I know it all” attitude
2. The way we dress
A.Sharp, clean, conservative look is like a fruit
of all seasons
3. Rapport building
4. Manner and courtesy
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9. 1. Integrity based
2. Sincere
3. Principle based
4. People based
5. Value based
6. Benefit based
7. Long-term
8. Gain + retain
1. Commission based
2. May have ulterior motives
3. Tactics based
4. Product based
5. Price based
6. Feature based
7. Short-term
8. Gain
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10. QUALITY AND CREDIBILITY
KNOWLEDGE ATTITUDE TOWARDS COMMITMENT
ATTITUDES TOWARDS CUSTOMER SERVICE
“EVERY LITTLE THING MATTERS.IF MATTERS, IS IT REALLY LITTLE”
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11. SELLING PROCESS
10%
20%
30%
40%
40%
30%
20%
10%
ATTENTION
DESIRE
INTEREST
ACTION
ATTENTION
INTEREST
DESIRE
ACTION
RAPPORT
NEED
SOLUTION
CLOSE
RAPPORT
NEED
SOLUTION
CLOSE
NOW
THEN
HOW THE SALES PROCESS HAS REVERSED
FROM TO
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12. 1.PLANNING
2.PREPARATION
3.PROSPECTING
4.APPROCH
5.ATTENTION
6.ESTABLISHING REPORT
STEPS IN THE SALES PROCESS
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13. 7.FACT-FINDING
8.UNCOVERING THE NEED
9.CREATING A WANT
10.PRESENTING A SOLUTION
11.TRIAL CLOSE
12.HANDELING OBJECTIONS, IF ANY
STEPS IN THE SALES PROCESS
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14. 13.RECONFORM THE
ANSWERING OF THE
OBJECTION
14.TRIAL CLOSE
15.CLOSING TE SALES BY SIGNING THE
ORDER
16.REINFORCING THE SALES
17.REINFORCING THE SALES
18.RELATION SHIP BUILDING TO BUILD LOYALTY
STEPS IN THE SALES PROCESS
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15. FIXING APPOINTMENT ON THE TELEPHONE
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