selling skills summary

By: Dr. Yehia Elboraie

Attitude

Attitude is the way you look at things

mentally

Sales Field

Your impact Collecting data Convert data to information Planning, Preparation and SMART objectives Call: Opening Dialogue Knowledge Satisfy the customer need Handle objections Negotiation Ask for business, get commitment Follow up Building Rapport

Selling Steps

Selling Cycle

Pre-call (objective)

Call

Post call analysis

Feed back

Data

Preparation

Setting objective

Prospecting

Pre- Call

Closing

Persentation

Approach

During- Call

Follow- up

Reporting

Analysis

Post- Call

Sales Plan

LOW

RESPONSIVE

HIGH

RESPONSIVE

HIGH

ASSERTIVE

LOW

ASSERTIVE

•Supportive

•Follower

•Easy going

(AMIABLE)

D C B A

1

2

3

4

ANALYTICAL DRIVER

Support Social

(DRIVER)

•Results oriented

•Dominating

•Fast decision

maker

(ANALYTICAL)

•Details oriented

•Logical

•Systematic

•Initiative

•Enthusiastic

•Enjoyable to be

around

(EXPRESSIVE)

Control Technical

EXPRESIVE AMIABLE

Remember

Selling is not telling.

Knowledge is power.

Planning is a half way to success.

Your call is not finished till you get a true commitment.

Selling Facts

Your Success Factors

In a very basic terms, - The more relationships and satisfied customers you built based on convincing customers about your products and by building rapport, the more potential customers you will have, and the more sales you will make. - So your business's sales process, matched with good product

and on time service and promises delivery, will determine your profits and both sales success and your carrier development.

Remember to Sell and not to tell

Sales Success

Skills and Ability X Willing and Hard work =

Success

Sales Success

“Before success comes in any man’s life, he is sure to

meet with much temporary defeat, and, perhaps, some failure.

When defeat overtakes a man, the easiest and most logical thing to do is to quit. That is exactly what the majority of men do.

More than five hundred of the most successful men this country ( U.S.A) has ever known told the author their greatest success came just one step beyond the point at which defeat had overtaken them.”

“Quotes” Do not Give-Up