Selling 101 what every sales professional needs to know by zig ziglar27-12-16
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Transcript of Selling 101 what every sales professional needs to know by zig ziglar27-12-16
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NO DATAON PAPER
For Nation
We Will Always Follow Formal Practices Of
Business, Pay All Our Taxes, And Fulfill All Legal
Liabilities and Our Responsibilities Towards Our
Nation. The Amount Left After Fulfilling All Our
National And Citizen Responsibilities Would Be
The Actual Profit For Us , and Only That Is What
We Deserve.
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Objective
• Share my understanding about the book and relate it with my personal life Experiences
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About Author
Zig Ziglar is a popular motivational speaker. He has written 22 books about personal development, sales, leadership and success. His bestsellers include See You at the Top, Secrets of Closing the Sale and Success for Dummies.
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1.You made the Right Choice
Attitude is Always a “Player” on your TEAM
Are you in or Not???
you can not get out of Something you have never been in
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2.Important Skills for today’s Professional
Honesty and Integrity and Ethics pay Off
Trust
Listening
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3.Finding Someone willing to buy
Always Be Prospecting
WhatWhenHow Who
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4.Sales by Design not by Chance
1.Need analysis
2.Need Awareness
3.Need Solution
4.Need Satisfaction
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5. Question Are the AnswersNeed Analysis
1. Open Door Questions
2. Close Door Question
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6.Conducting the Comfortable Interview
P.O.G.O
1. P = Person
2. O = Organization
3. G = Goals
4. O = Obstacles
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7.Making the Light go On Need Awareness
1. Products Knowledge
2. Industry Knowledge
3. Price Knowledge
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8. Selling to people’s ProblemNeed Solution
People Never Buys products they buys Benefits
Lead with Need
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9. The ABC’s of Closing SalesNeed Satisfaction
K.I.S.S Keep it Simple Salesman
Always Ask For The Order
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10. Closing More and Sale More Often
60% prospects say “Yes” after 5 Sales call
Gorilla Dust “Excuse”
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11. Service To Satisfaction
Control yourself when customer is Complaining
Find out the Solution
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