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Sale Survival Skills

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BASIC SALES SURVIVAL SKILLS A CUSTOMER NEEDS FOCUSED APPROACH TO SELLING Presented By Glen Harwick
SEMINAR RULES ,[object Object],[object Object],[object Object],[object Object]
Introduction ,[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object]
A Formula for Sales Power ,[object Object],[object Object]
A Formula for Sales Power ,[object Object],[object Object],[object Object],[object Object],[object Object]
REAL SALES POWER ,[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object]
Sales Congruence Model Values Commitment To Activities Belief In Product View of Selling View of Abilities Congruence 5
Rate your Willingness & Ability to: ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Three Styles Of Selling How do you Sell?
The Canned Presentation ,[object Object],[object Object]
[object Object],[object Object]
Stimulus Response Selling ,[object Object],[object Object]
[object Object],[object Object]
[object Object],[object Object],[object Object],Needs Focused Selling
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],How Does Needs Focused Selling Work
Needs Focused Selling ,[object Object],[object Object]
Ten Commandments of Selling ,[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object]
Six Steps for Success
Six Steps for Success APPROACH INTERVIEW DEMONSTRATE VALIDATE NEGOTIATE CLOSE
[object Object],[object Object],[object Object],[object Object],[object Object],Approach
Interview ,[object Object],[object Object],[object Object]
Demonstrate ,[object Object],[object Object],[object Object],[object Object]
Validate ,[object Object],[object Object],[object Object],[object Object]
Negotiate ,[object Object],[object Object],[object Object],[object Object],[object Object]
Closing ,[object Object],[object Object],[object Object]
How to Communicate With Different People ,[object Object],S-2
[object Object],[object Object],[object Object],How To Communicate with Different People
T ALKERS ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object]
Selling Talkers ,[object Object],[object Object],[object Object],[object Object],[object Object]
DOERS ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object]
DOERS ,[object Object]
Selling Doers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Plodders ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
PLODDERS ,[object Object]
Selling Plodders ,[object Object],[object Object],[object Object],[object Object]
Controllers ,[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Selling Controllers ,[object Object],[object Object],[object Object],[object Object]
Write Down The Name of a Prospect, Family Member Or Close Friend. Think About The Four Personality Styles Than Describe That Persons: ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Points To Remember About Behavior Styles ,[object Object],[object Object],[object Object],[object Object],[object Object]
Behavior Styles Self-Evaluation Sheet ,[object Object],[object Object],[object Object],[object Object]
Approaching People or ,[object Object],S-3
Approaching People ,[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Examples ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object]
Approaching People ,[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
How Do We Know What They Want? ,[object Object],S-4
[object Object],[object Object]
[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],Pyramid of Needs
[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Conducting an Interview ,[object Object],[object Object]
[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object]
How Will You Know When You’re Done Interviewing ,[object Object],[object Object],[object Object],[object Object]
How Do They Know What It Does ,[object Object],[object Object],S-5
[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Feature Benefit Conversions ,[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Suggestions for an Effective Demonstration ,[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object]
WHAT DID I DO WRONG ? S-6
[object Object]
What Is Validation ? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Validation ,[object Object],[object Object],[object Object]
Understand Customer Apprehension ,[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],When Setting Up The Appointment
[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object]
How Will You Know When Your Done Validating ,[object Object],[object Object],[object Object],[object Object],[object Object]
Things to Remember When Validating ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Negotiation ,[object Object],OR MAKE SALES S-7
What is a Negotiation ,[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Trial Close Questions ,[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],Trial Close Questions
[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object]
How You’ll Know When You’re Done Negotiating ,[object Object],[object Object],[object Object],[object Object]
[object Object],S-8
[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],Some Important Thing to think about
[object Object],[object Object]

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Selling Based on Personalities
 

Sale Survival Skills

  • 1. BASIC SALES SURVIVAL SKILLS A CUSTOMER NEEDS FOCUSED APPROACH TO SELLING Presented By Glen Harwick
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  • 10. Sales Congruence Model Values Commitment To Activities Belief In Product View of Selling View of Abilities Congruence 5
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  • 12. Three Styles Of Selling How do you Sell?
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  • 23. Six Steps for Success
  • 24. Six Steps for Success APPROACH INTERVIEW DEMONSTRATE VALIDATE NEGOTIATE CLOSE
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  • 103. WHAT DID I DO WRONG ? S-6
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