Sales 101

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Developing a Sales Rep

Negócios Tecnologia

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A vs. B Customer Perception Vs. Representative Self Perception

SELLING ANIMAL What is your selling style?

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1980’s Selling Style (A-B-C’s of Selling) - 10% Relate - 20% Qualify - 30% Present - 40% Close

2009 Selling (Relationship Selling) - 40% Trust - 30% Needs - 20% Solution - 10% Close

Understanding the Customer

Understanding the Representative Talent Attitude Skill Knowledge Brought Taught

The Intersecting Circles of Sales Success $

Understanding You, Competitors & Customers ,[object Object],[object Object],[object Object],[object Object]

ELEMENTS OF A SALES CALL ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Putting the Pieces Together ,[object Object],[object Object],[object Object],[object Object]

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How to be a good Salesman. Knowing how to sell a product is a skill that must be practiced. Good salespeople have a strong work ethic and never give up on a sale. You must know your product, know your customer, and be able to clearly show how your product will improve the life of your customer. Develop a sales pitch that is specific to the needs of your customer and follow up to close the deal. If you are not able to close the deal, continue to develop a relationship with the customer. You may win them over eventually.

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Are sales objections stopping you in your tracks? Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. The best way to deal with this fear and uncertainty is to face the problem head-on and go into meetings and cold-calls prepared to field a wide range of objections. If you start listing out the potential objections you could hear from a prospect, it might seem like the options are endless. How are you supposed to prepare for everything? Lucky for you, sales objections actually cluster into a few main groups based on your prospect’s underlying beliefs. Once you master handling one objection in a category, you’ll be able to respond easily and effectively to any number of variations on that theme. Keep reading for 5 steps to handle sales objections. Learn more: http://criteriaforsuccess.com/how-to-handle-sales-objections-5-steps

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