Sale Survival Skills

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]

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],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]

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]

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]

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]

Selling Plodders ,[object Object],[object Object],[object Object],[object Object]

Controllers ,[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]

Examples ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Approaching People ,[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],Pyramid of Needs

Conducting an Interview ,[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

Feature Benefit Conversions ,[object Object],[object Object],[object Object],[object Object]

Suggestions for an Effective Demonstration ,[object Object],[object Object],[object Object],[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],When Setting Up The Appointment

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]

Trial Close Questions ,[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],Trial Close Questions

How You’ll Know When You’re Done Negotiating ,[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],Some Important Thing to think about

Sale Survival Skills

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