PEAK SELLING PERFORMANCE | Online Mini MBA (Free)
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Transcript of PEAK SELLING PERFORMANCE | Online Mini MBA (Free)
![Page 1: PEAK SELLING PERFORMANCE | Online Mini MBA (Free)](https://reader033.fdocuments.in/reader033/viewer/2022061220/54bbb61c4a7959616a8b4620/html5/thumbnails/1.jpg)
PEAK SELLING PERFORMANCE
By Mr. Hari Srinivasan
CEO of Third Eye Books
April 10, 2023
![Page 2: PEAK SELLING PERFORMANCE | Online Mini MBA (Free)](https://reader033.fdocuments.in/reader033/viewer/2022061220/54bbb61c4a7959616a8b4620/html5/thumbnails/2.jpg)
The Sales Process
Prospecting
Qualifying
Presentation and Demonstration
Handling objectives
Closing the sale
April 10, 2023
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PROSPECTINGRatio: 20 : 5 : 1,2,3
April 10, 2023
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Pyramid
S
P
A
Selling
Prospecting
Appointment
A P S
April 10, 2023
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QUALIFYING – “ ASK QUESTIONS”
Quote:
“ People want a hole, not a drill”
April 10, 2023
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PRESENTATIONHow will the problem be solved?
Match the requirement with the product
April 10, 2023
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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
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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:
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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%
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April 10, 2023
ATTITUDE OF PEAK PERFORMANCE
Responsibility for life
Reading
Purpose of goals
Visualization
Affirmations
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April 10, 2023
![Page 12: PEAK SELLING PERFORMANCE | Online Mini MBA (Free)](https://reader033.fdocuments.in/reader033/viewer/2022061220/54bbb61c4a7959616a8b4620/html5/thumbnails/12.jpg)
April 10, 2023
QUESTIONS PLEASE!!!!
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April 10, 2023
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