PEAK SELLING PERFORMANCE | Online Mini MBA (Free)
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PEAK SELLING PERFORMANCE By Mr. Hari Srinivasan CEO of Third Eye Books Tuesday, June 7, 2022
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Transcript of PEAK SELLING PERFORMANCE | Online Mini MBA (Free)
PEAK SELLING PERFORMANCE
By Mr. Hari Srinivasan
CEO of Third Eye Books
April 10, 2023
The Sales Process
Prospecting
Qualifying
Presentation and Demonstration
Handling objectives
Closing the sale
April 10, 2023
PROSPECTINGRatio: 20 : 5 : 1,2,3
April 10, 2023
Pyramid
S
P
A
Selling
Prospecting
Appointment
A P S
April 10, 2023
QUALIFYING – “ ASK QUESTIONS”
Quote:
“ People want a hole, not a drill”
April 10, 2023
PRESENTATIONHow will the problem be solved?
Match the requirement with the product
April 10, 2023
HANDLING OBJECTIONS
I will think it over
Price is too high
Have to discuss with my partner
Bad experience with your company
April 10, 2023
April 10, 2023
CLOSINGTrial close
Benjamin Franklin close
Puppy dog close
Case history close
Reduction or ridiculous close
Negative close
The various kinds of closing:
April 10, 2023
TIME MANAGEMENT
Three kinds of Sales People
New Business
Development
Customer service
Non- Selling activities
Beginners 65% 10% 25%
Middle level performers
50% 25% 25%
Peak level performers
5% 70% 25%
April 10, 2023
ATTITUDE OF PEAK PERFORMANCE
Responsibility for life
Reading
Purpose of goals
Visualization
Affirmations
April 10, 2023
April 10, 2023
QUESTIONS PLEASE!!!!
April 10, 2023
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