SlideShare uma empresa Scribd logo

Sales Training: Always Be Closing

•Transferir como PPT, PDF•
•
Carlos F. Camargo, Ph.D. - Realtor, CalBRE #01988431
Carlos F. Camargo, Ph.D. - Realtor, CalBRE #01988431

Strategic Sales Process Overview & Orientation

1 de 52
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]

Recomendados

Sales skills handouts
Sales skills handoutsSales skills handouts
Sales skills handoutsGeorges Caron
 
Sales Objections
Sales ObjectionsSales Objections
Sales ObjectionsAkash Shah
 
Basic Sales Training
Basic Sales TrainingBasic Sales Training
Basic Sales TrainingKaleem Ahmad
 
Prospecting Skills
Prospecting Skills Prospecting Skills
Prospecting Skills Rajesh Gabriel
 
Selling Skills
Selling SkillsSelling Skills
Selling SkillsPushp Rajkavi
 
Tips and Techniques for Closing the Sales
Tips and Techniques for Closing the SalesTips and Techniques for Closing the Sales
Tips and Techniques for Closing the SalesRobin Singh Gill
 
Overcoming objections jim duffy
Overcoming objections jim duffyOvercoming objections jim duffy
Overcoming objections jim duffyJim Duffy
 
15 sales techniques to improve the sales process
15 sales techniques to improve the sales process15 sales techniques to improve the sales process
15 sales techniques to improve the sales processYuri Piltser
 

Recomendados

Sales skills handouts
Sales skills handoutsSales skills handouts
Sales skills handoutsGeorges Caron
 
Sales Objections
Sales ObjectionsSales Objections
Sales ObjectionsAkash Shah
 
Basic Sales Training
Basic Sales TrainingBasic Sales Training
Basic Sales TrainingKaleem Ahmad
 
Prospecting Skills
Prospecting Skills Prospecting Skills
Prospecting Skills Rajesh Gabriel
 
Selling Skills
Selling SkillsSelling Skills
Selling SkillsPushp Rajkavi
 
Tips and Techniques for Closing the Sales
Tips and Techniques for Closing the SalesTips and Techniques for Closing the Sales
Tips and Techniques for Closing the SalesRobin Singh Gill
 
Overcoming objections jim duffy
Overcoming objections jim duffyOvercoming objections jim duffy
Overcoming objections jim duffyJim Duffy
 
15 sales techniques to improve the sales process
15 sales techniques to improve the sales process15 sales techniques to improve the sales process
15 sales techniques to improve the sales processYuri Piltser
 
Closing Sales Sample
Closing Sales SampleClosing Sales Sample
Closing Sales SampleGabriel Vasquez
 
Sales Call
Sales CallSales Call
Sales CallShahzaib Khan
 
The Sales Process from A to Z
The Sales Process from A to ZThe Sales Process from A to Z
The Sales Process from A to Zclive price
 
Closing: A Natural Step in the Sales Process
Closing: A Natural Step in the Sales ProcessClosing: A Natural Step in the Sales Process
Closing: A Natural Step in the Sales ProcessBob Hafer
 
The secret to closing the sale
The secret to closing the saleThe secret to closing the sale
The secret to closing the saleEfrat Barzilay
 
20 Best Sales Objections Handling Techniques - Infographic
20 Best Sales Objections Handling Techniques - Infographic20 Best Sales Objections Handling Techniques - Infographic
20 Best Sales Objections Handling Techniques - InfographicAndriy Popov
 
Improving Your Selling Skills
Improving Your Selling SkillsImproving Your Selling Skills
Improving Your Selling SkillsMomentum Training Solutions Pvt Ltd
 
How to Handle Sales Objections in 5 Steps
How to Handle Sales Objections in 5 StepsHow to Handle Sales Objections in 5 Steps
How to Handle Sales Objections in 5 StepsCriteria for Success
 
Selling Is An Art Form
Selling Is An Art FormSelling Is An Art Form
Selling Is An Art FormAmanda Coyne Boscarello
 
Sales process
Sales processSales process
Sales processAmit Goyal
 
Selling skills
Selling skillsSelling skills
Selling skillsSugata Chowdhuri
 
Chapter 8 handling objections sp12
Chapter 8 handling objections sp12Chapter 8 handling objections sp12
Chapter 8 handling objections sp12alexishoey
 
The Seven Step Selling Cycle
The Seven Step Selling CycleThe Seven Step Selling Cycle
The Seven Step Selling CycleKareem ElHossainy
 
8 Sales Closing Techniques
8 Sales Closing Techniques8 Sales Closing Techniques
8 Sales Closing Techniquesxoombi
 
Basics of sales
Basics of salesBasics of sales
Basics of salesIftikhar.A. Chauhan
 
The Five Rules Of Closing A Sale
The Five Rules Of Closing A SaleThe Five Rules Of Closing A Sale
The Five Rules Of Closing A SaleTron Jordheim - Self Storage Doer
 
Selling Techniques
Selling TechniquesSelling Techniques
Selling Techniqueskktv
 
, 7 steps of selling
, 7 steps of selling, 7 steps of selling
, 7 steps of sellingsarikaojha333
 
Selling Skills
Selling SkillsSelling Skills
Selling SkillsRavi Reddy
 
Consultative Selling Process
Consultative Selling ProcessConsultative Selling Process
Consultative Selling ProcessMehra Deepak
 
Awesome Sales Closing Techniques
Awesome Sales Closing Techniques Awesome Sales Closing Techniques
Awesome Sales Closing Techniques Achievers Group (Australia)
 
Closing the sale
Closing the saleClosing the sale
Closing the saletaylandemirkaya
 

Mais conteúdo relacionado

Mais procurados

The Sales Process from A to Z
The Sales Process from A to ZThe Sales Process from A to Z
The Sales Process from A to Zclive price
 
Closing: A Natural Step in the Sales Process
Closing: A Natural Step in the Sales ProcessClosing: A Natural Step in the Sales Process
Closing: A Natural Step in the Sales ProcessBob Hafer
 
The secret to closing the sale
The secret to closing the saleThe secret to closing the sale
The secret to closing the saleEfrat Barzilay
 
20 Best Sales Objections Handling Techniques - Infographic
20 Best Sales Objections Handling Techniques - Infographic20 Best Sales Objections Handling Techniques - Infographic
20 Best Sales Objections Handling Techniques - InfographicAndriy Popov
 
How to Handle Sales Objections in 5 Steps
How to Handle Sales Objections in 5 StepsHow to Handle Sales Objections in 5 Steps
How to Handle Sales Objections in 5 StepsCriteria for Success
 
Chapter 8 handling objections sp12
Chapter 8 handling objections sp12Chapter 8 handling objections sp12
Chapter 8 handling objections sp12alexishoey
 
The Seven Step Selling Cycle
The Seven Step Selling CycleThe Seven Step Selling Cycle
The Seven Step Selling CycleKareem ElHossainy
 
8 Sales Closing Techniques
8 Sales Closing Techniques8 Sales Closing Techniques
8 Sales Closing Techniquesxoombi
 
Selling Techniques
Selling TechniquesSelling Techniques
Selling Techniqueskktv
 
, 7 steps of selling
, 7 steps of selling, 7 steps of selling
, 7 steps of sellingsarikaojha333
 
Selling Skills
Selling SkillsSelling Skills
Selling SkillsRavi Reddy
 
Consultative Selling Process
Consultative Selling ProcessConsultative Selling Process
Consultative Selling ProcessMehra Deepak
 

Mais procurados (20)

Closing Sales Sample
Closing Sales SampleClosing Sales Sample
Closing Sales Sample
 
Sales Call
Sales CallSales Call
Sales Call
 
The Sales Process from A to Z
The Sales Process from A to ZThe Sales Process from A to Z
The Sales Process from A to Z
 
Closing: A Natural Step in the Sales Process
Closing: A Natural Step in the Sales ProcessClosing: A Natural Step in the Sales Process
Closing: A Natural Step in the Sales Process
 
The secret to closing the sale
The secret to closing the saleThe secret to closing the sale
The secret to closing the sale
 
20 Best Sales Objections Handling Techniques - Infographic
20 Best Sales Objections Handling Techniques - Infographic20 Best Sales Objections Handling Techniques - Infographic
20 Best Sales Objections Handling Techniques - Infographic
 
Improving Your Selling Skills
Improving Your Selling SkillsImproving Your Selling Skills
Improving Your Selling Skills
 
How to Handle Sales Objections in 5 Steps
How to Handle Sales Objections in 5 StepsHow to Handle Sales Objections in 5 Steps
How to Handle Sales Objections in 5 Steps
 
Selling Is An Art Form
Selling Is An Art FormSelling Is An Art Form
Selling Is An Art Form
 
Sales process
Sales processSales process
Sales process
 
Selling skills
Selling skillsSelling skills
Selling skills
 
Chapter 8 handling objections sp12
Chapter 8 handling objections sp12Chapter 8 handling objections sp12
Chapter 8 handling objections sp12
 
The Seven Step Selling Cycle
The Seven Step Selling CycleThe Seven Step Selling Cycle
The Seven Step Selling Cycle
 
8 Sales Closing Techniques
8 Sales Closing Techniques8 Sales Closing Techniques
8 Sales Closing Techniques
 
Basics of sales
Basics of salesBasics of sales
Basics of sales
 
The Five Rules Of Closing A Sale
The Five Rules Of Closing A SaleThe Five Rules Of Closing A Sale
The Five Rules Of Closing A Sale
 
Selling Techniques
Selling TechniquesSelling Techniques
Selling Techniques
 
, 7 steps of selling
, 7 steps of selling, 7 steps of selling
, 7 steps of selling
 
Selling Skills
Selling SkillsSelling Skills
Selling Skills
 
Consultative Selling Process
Consultative Selling ProcessConsultative Selling Process
Consultative Selling Process
 

Destaque

Closing sales deal
Closing sales dealClosing sales deal
Closing sales dealTania Aslam
 
PowerSales handling objections and closing the sale
PowerSales handling objections and closing the salePowerSales handling objections and closing the sale
PowerSales handling objections and closing the saleJoey Reyes
 
Strategic Selling
Strategic SellingStrategic Selling
Strategic Sellingr1stdate
 
handling objection sales script
handling objection sales scripthandling objection sales script
handling objection sales scriptazri amin
 
Handling objections
Handling objectionsHandling objections
Handling objectionsNj Lopez-Tan
 
10 step sales process
10 step sales process10 step sales process
10 step sales processeconnexx
 
Selling Technology and Software Solutions
Selling Technology and Software SolutionsSelling Technology and Software Solutions
Selling Technology and Software SolutionsMohammad Afzal
 
Sales Process Training
Sales Process TrainingSales Process Training
Sales Process TrainingDawie Kruger
 
Online selling sales process account management powerpoint presentation templ...
Online selling sales process account management powerpoint presentation templ...Online selling sales process account management powerpoint presentation templ...
Online selling sales process account management powerpoint presentation templ...SlideTeam.net
 
Cafi Phx Pwr Pt Presentation 1 30 09 New
Cafi Phx Pwr Pt Presentation 1 30 09 NewCafi Phx Pwr Pt Presentation 1 30 09 New
Cafi Phx Pwr Pt Presentation 1 30 09 NewLuzCervantes
 
Planning Strategies for Buy-Sell Agreements
Planning Strategies for Buy-Sell AgreementsPlanning Strategies for Buy-Sell Agreements
Planning Strategies for Buy-Sell AgreementsMatthew Hafen
 

Destaque (19)

Awesome Sales Closing Techniques
Awesome Sales Closing Techniques Awesome Sales Closing Techniques
Awesome Sales Closing Techniques
 
Closing the sale
Closing the saleClosing the sale
Closing the sale
 
Sales Closing
Sales ClosingSales Closing
Sales Closing
 
Closing sales deal
Closing sales dealClosing sales deal
Closing sales deal
 
Strategic selling process
Strategic selling processStrategic selling process
Strategic selling process
 
PowerSales handling objections and closing the sale
PowerSales handling objections and closing the salePowerSales handling objections and closing the sale
PowerSales handling objections and closing the sale
 
Strategic Selling
Strategic SellingStrategic Selling
Strategic Selling
 
handling objection sales script
handling objection sales scripthandling objection sales script
handling objection sales script
 
Handling objections
Handling objectionsHandling objections
Handling objections
 
10 step sales process
10 step sales process10 step sales process
10 step sales process
 
Salesmpp1
Salesmpp1Salesmpp1
Salesmpp1
 
Selling Technology and Software Solutions
Selling Technology and Software SolutionsSelling Technology and Software Solutions
Selling Technology and Software Solutions
 
Sales Process Training
Sales Process TrainingSales Process Training
Sales Process Training
 
Online selling sales process account management powerpoint presentation templ...
Online selling sales process account management powerpoint presentation templ...Online selling sales process account management powerpoint presentation templ...
Online selling sales process account management powerpoint presentation templ...
 
Personal selling & sales management
Personal selling & sales management Personal selling & sales management
Personal selling & sales management
 
Buy Our Product!
Buy Our Product!Buy Our Product!
Buy Our Product!
 
Inside Sales Closing Tips - Webinar
Inside Sales Closing Tips - WebinarInside Sales Closing Tips - Webinar
Inside Sales Closing Tips - Webinar
 
Cafi Phx Pwr Pt Presentation 1 30 09 New
Cafi Phx Pwr Pt Presentation 1 30 09 NewCafi Phx Pwr Pt Presentation 1 30 09 New
Cafi Phx Pwr Pt Presentation 1 30 09 New
 
Planning Strategies for Buy-Sell Agreements
Planning Strategies for Buy-Sell AgreementsPlanning Strategies for Buy-Sell Agreements
Planning Strategies for Buy-Sell Agreements
 

Semelhante a Sales Training: Always Be Closing

Pharma selling challenges
Pharma selling challenges Pharma selling challenges
Pharma selling challenges Taleb Hammad
 
IPS Selling Skills Presentation Slideshow
IPS Selling Skills Presentation SlideshowIPS Selling Skills Presentation Slideshow
IPS Selling Skills Presentation SlideshowDave Gregory
 
Inside Sales - Approach, Attitude, Techniques
Inside Sales - Approach, Attitude, TechniquesInside Sales - Approach, Attitude, Techniques
Inside Sales - Approach, Attitude, TechniquesAdnan Mohiuddin
 
Sales The New Need Of Life
Sales The New Need Of LifeSales The New Need Of Life
Sales The New Need Of LifeVishal Wadekar
 
Sales Presentation - Kevin Nott
Sales Presentation - Kevin NottSales Presentation - Kevin Nott
Sales Presentation - Kevin NottKevin Nott
 
Marketing Presentation.pptx
Marketing Presentation.pptxMarketing Presentation.pptx
Marketing Presentation.pptxKwadwoKonadu2
 
Training Overview
Training OverviewTraining Overview
Training OverviewBarryMHurst
 
Marketing techniques & selling techniques
Marketing techniques & selling techniquesMarketing techniques & selling techniques
Marketing techniques & selling techniquesNattawut Huayyai
 
Chp 10 Strategic Presenting
Chp 10 Strategic PresentingChp 10 Strategic Presenting
Chp 10 Strategic Presentingswhitman1
 
Selling during tough times world of asphalt - 90 minutes - nashville 2016
Selling during tough times world of asphalt - 90 minutes - nashville 2016Selling during tough times world of asphalt - 90 minutes - nashville 2016
Selling during tough times world of asphalt - 90 minutes - nashville 2016Al Lautenslager
 
Nothing Happens Until Something Gets Sold - World of Asphalt Conference - Bal...
Nothing Happens Until Something Gets Sold - World of Asphalt Conference - Bal...Nothing Happens Until Something Gets Sold - World of Asphalt Conference - Bal...
Nothing Happens Until Something Gets Sold - World of Asphalt Conference - Bal...Al Lautenslager
 
Professional selling
Professional sellingProfessional selling
Professional sellingjohn3092
 
Gaining Commitment & Closing
Gaining Commitment & ClosingGaining Commitment & Closing
Gaining Commitment & ClosingJack_Tillman
 
Negotiation skills
Negotiation skillsNegotiation skills
Negotiation skillsRohit Bhatia
 

Semelhante a Sales Training: Always Be Closing (20)

Selling Techniques
Selling TechniquesSelling Techniques
Selling Techniques
 
Pharma selling challenges
Pharma selling challenges Pharma selling challenges
Pharma selling challenges
 
Selling-skills
Selling-skillsSelling-skills
Selling-skills
 
IPS Selling Skills Presentation Slideshow
IPS Selling Skills Presentation SlideshowIPS Selling Skills Presentation Slideshow
IPS Selling Skills Presentation Slideshow
 
Sales training
Sales trainingSales training
Sales training
 
Inside Sales - Approach, Attitude, Techniques
Inside Sales - Approach, Attitude, TechniquesInside Sales - Approach, Attitude, Techniques
Inside Sales - Approach, Attitude, Techniques
 
Sales The New Need Of Life
Sales The New Need Of LifeSales The New Need Of Life
Sales The New Need Of Life
 
Sales Presentation - Kevin Nott
Sales Presentation - Kevin NottSales Presentation - Kevin Nott
Sales Presentation - Kevin Nott
 
Marketing 2.09 ppt
Marketing 2.09 pptMarketing 2.09 ppt
Marketing 2.09 ppt
 
Marketing Presentation.pptx
Marketing Presentation.pptxMarketing Presentation.pptx
Marketing Presentation.pptx
 
Training Overview
Training OverviewTraining Overview
Training Overview
 
Marketing techniques & selling techniques
Marketing techniques & selling techniquesMarketing techniques & selling techniques
Marketing techniques & selling techniques
 
Chp 10 Strategic Presenting
Chp 10 Strategic PresentingChp 10 Strategic Presenting
Chp 10 Strategic Presenting
 
Selling during tough times world of asphalt - 90 minutes - nashville 2016
Selling during tough times world of asphalt - 90 minutes - nashville 2016Selling during tough times world of asphalt - 90 minutes - nashville 2016
Selling during tough times world of asphalt - 90 minutes - nashville 2016
 
Nothing Happens Until Something Gets Sold - World of Asphalt Conference - Bal...
Nothing Happens Until Something Gets Sold - World of Asphalt Conference - Bal...Nothing Happens Until Something Gets Sold - World of Asphalt Conference - Bal...
Nothing Happens Until Something Gets Sold - World of Asphalt Conference - Bal...
 
Professional selling
Professional sellingProfessional selling
Professional selling
 
Gaining Commitment & Closing
Gaining Commitment & ClosingGaining Commitment & Closing
Gaining Commitment & Closing
 
Selling skills
Selling skillsSelling skills
Selling skills
 
Negotiation skills
Negotiation skillsNegotiation skills
Negotiation skills
 
SELLING SKILLS TIPS By Vasant
SELLING SKILLS TIPS By VasantSELLING SKILLS TIPS By Vasant
SELLING SKILLS TIPS By Vasant
 

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

Mais de Carlos F. Camargo, Ph.D. - Realtor, CalBRE #01988431 (20)

BackwardsDesignPedagogy_OUSD_Camargo
BackwardsDesignPedagogy_OUSD_CamargoBackwardsDesignPedagogy_OUSD_Camargo
BackwardsDesignPedagogy_OUSD_Camargo
 
Camargo_Strawman_Aspire Public Schools - Work Plan
Camargo_Strawman_Aspire Public Schools - Work PlanCamargo_Strawman_Aspire Public Schools - Work Plan
Camargo_Strawman_Aspire Public Schools - Work Plan
 
NJ_RFP_Project-Schedule_v2_cfc_03-02-13
NJ_RFP_Project-Schedule_v2_cfc_03-02-13NJ_RFP_Project-Schedule_v2_cfc_03-02-13
NJ_RFP_Project-Schedule_v2_cfc_03-02-13
 
AltoWeb_SPEED_Overview-2001
AltoWeb_SPEED_Overview-2001AltoWeb_SPEED_Overview-2001
AltoWeb_SPEED_Overview-2001
 
Women Leaders for the World-GWLN_2008-sm
Women Leaders for the World-GWLN_2008-smWomen Leaders for the World-GWLN_2008-sm
Women Leaders for the World-GWLN_2008-sm
 
GWLN-Proposal-Workbook
GWLN-Proposal-WorkbookGWLN-Proposal-Workbook
GWLN-Proposal-Workbook
 
GWLN-FoundationList
GWLN-FoundationListGWLN-FoundationList
GWLN-FoundationList
 
CP-GWLN-FEMALE ECONOMIC EMANCIPATION
CP-GWLN-FEMALE ECONOMIC EMANCIPATIONCP-GWLN-FEMALE ECONOMIC EMANCIPATION
CP-GWLN-FEMALE ECONOMIC EMANCIPATION
 
ABC-8MillionWishes
ABC-8MillionWishesABC-8MillionWishes
ABC-8MillionWishes
 
8May2009-PovertyEdCrisis-SVEF
8May2009-PovertyEdCrisis-SVEF8May2009-PovertyEdCrisis-SVEF
8May2009-PovertyEdCrisis-SVEF
 
ICT-Vision-Brief-Camargo
ICT-Vision-Brief-CamargoICT-Vision-Brief-Camargo
ICT-Vision-Brief-Camargo
 
Environmental Literacy Grant_View from Space_VfS 2009
Environmental Literacy Grant_View from Space_VfS 2009Environmental Literacy Grant_View from Space_VfS 2009
Environmental Literacy Grant_View from Space_VfS 2009
 
EDS_NGEE-Tropics_Project_Insights-CFC_Redacted
EDS_NGEE-Tropics_Project_Insights-CFC_RedactedEDS_NGEE-Tropics_Project_Insights-CFC_Redacted
EDS_NGEE-Tropics_Project_Insights-CFC_Redacted
 
Ops Research_Narcam_1993-FAA-DOT
Ops Research_Narcam_1993-FAA-DOTOps Research_Narcam_1993-FAA-DOT
Ops Research_Narcam_1993-FAA-DOT
 
ICT-IdentityStrategy_2007.pdf
ICT-IdentityStrategy_2007.pdfICT-IdentityStrategy_2007.pdf
ICT-IdentityStrategy_2007.pdf
 
FHS-OverviewVESLContent
FHS-OverviewVESLContentFHS-OverviewVESLContent
FHS-OverviewVESLContent
 
Building Teams by Defining Roles and Responsibility in Meetings
Building Teams by Defining Roles and Responsibility in MeetingsBuilding Teams by Defining Roles and Responsibility in Meetings
Building Teams by Defining Roles and Responsibility in Meetings
 
Empowering New American Communities in the Bay Area
Empowering New American Communities in the Bay AreaEmpowering New American Communities in the Bay Area
Empowering New American Communities in the Bay Area
 
La Planificación Integrada de Negocios
La Planificación Integrada de NegociosLa Planificación Integrada de Negocios
La Planificación Integrada de Negocios
 
LoanPackageDevelopment
LoanPackageDevelopmentLoanPackageDevelopment
LoanPackageDevelopment
 

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]
  • 4.
  • 5.
  • 6.
  • 7.
  • 8.
  • 9.
  • 10.
  • 11.
  • 12.
  • 13.
  • 14.
  • 15.
  • 16.
  • 17. ELEMENTS OF GREAT SALES PRESENTATIONS
  • 18.
  • 19. THE SALES PRESENTATION MIX Salesperson Persuasive Communication Participation Proof Visual Aids Dramatization Demonstration
  • 20.
  • 21.
  • 22.
  • 23.
  • 24.
  • 25.
  • 26.
  • 27.
  • 28.
  • 29.
  • 30.
  • 31.
  • 33.
  • 34.
  • 35.
  • 36.
  • 37.
  • 38.
  • 39.
  • 40.
  • 41.
  • 42.
  • 43.
  • 44.
  • 45.
  • 47.
  • 48.
  • 49.
  • 50.
  • 51.
  • 52.