THE PERSPECTIVE OF SALES

8/7/2019 THE PERSPECTIVE OF SALES

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SALES PERSPECTIVES


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CLASSIC TRIVIUM

GRAMMAR the art ofordering language to express orreceive thought

LOGIC the art of orderingwhat is to be expressed inlanguage or judging what hasbeen expressed

RHETORIC the art ofordering both language and

thought in order to reachanother mind or personeffectively


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CLASSIC TRIVIUM

Effective Self-Expression should

generate sensible andappropriate responses,thereby building goodrapport between bothparties.

The tool for self-expression is the

effectiveness ofGrammar, Logic andRhetoric, on encodingand decoding ofmessages.


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Effective CommunicationSkills In All Levels

Speaking

Writing

ReadingListening

Encoding

Decoding


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The Need for Self Re-evaluation

1. Have I sharpened my saw?2. Do I still need improvement in some areas?3. Have I set my priorities straight?

4. Have I reached Synergy?


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DependenceDependence

IndependenceIndependence

InterdependenceInterdependence

7 Habits7 Habits

PrivateVictory

Public

Victory

Beproactive

Begin with theend in mind

Put first thingsfirst

Think win/

win

Seek first tounderstand

Synergize

Sharpenthe saw

1 2

3

4

5 6

7


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Circle of Concern/ Circle of InfluenceCircle of Concern/ Circle of Influence

Circle ofConcern

Circle of Influence


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PRINCIPLESPRINCIPLES


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Principles of Personal Management

URGENT NOT URGENT

I

ACTIVITIES:CrisesPressing problemsDeadline-driven projects

II

ACTIVITIES:Prevention, PC activitiesRelationship buildingRecognizing new opportunities

Planning, recreation

III

ACTIVITIES:Interruptions, some callsSome mail, some reportsSome meetingsProximate, pressing matterPopular activities

IV

ACTIVITIES:Trivia, busy workSome mailSome phone callsTime wastersPleasant activities

THE TIME MANAGEMENT MATRIX


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MENTAL

Reading,

Visualizing,Planning,

Writing

SOCIAL/EMOTIONAL

Service, Empathy,

Synergy, Intrinsic

Security

PHYSICAL

Exercise,Nutrition, Stress

Management

SPIRITUAL

Value Clarification

& Commitment,

Study &Meditation

Sharpen Yourself


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Learn, Commit and Do, Learn,Commit and Do, Learn

LEARN

COMMITDO

LEARNCOMMIT

DO


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We all have this

human knack forstory-telling.

Hence, logically,

we do have whatit takes to sell.

Could anybody sell?


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A

I

D

A

The Sales Presentation

KNOWLEDGE


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A ttention

I nterest

D esire

A ction

The Sales Presentation

PRODUCT

KNOWLEDGE


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Satisfying Concerns: the Customer

Buying Cycle

Satisfaction

Investigation

CriteriaReconsideration

Acknowledgment Decision

Selection Measurement


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Why Customers Object

PainOf

Present

Change

PROBLEM FEAR OF

CHANGE


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Bagging the SaleBagging the Sale

AAlwayslways

BBee

CClosinglosing

K eep

I t

S hort &

S - imple


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Sales Skills : Objection Flow Diagram

Objection

Back to Script

ABC Rebuttal


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QUOTES FOR SUCCESS


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ATTITUDE

(By: Charles Swindoll)

The longer I live, the more I realize the impact of attitude on life. Attitude,

to me, is more important than facts. It is more important than the past,

than education, than money, than circumstances, than failures, than success,

than what other people think or say or do. It is more important than theappearance, giftedness, or skill. It will make or break a companya church

a home. The remarkable thing is we have a choice everyday regarding the

attitude we will embrace for that day. We cannot change our past we cannot

change the fact that people will act in a certain way. We cannot change

the inevitable. The only thing we can do is play on the one string we have,and that is our attitude. I am convinced that life is 10% what happens to me

and 90% how I react to it. And so it is with you

we are in charge of our Attitudes.


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MEASURE OF SUCCESS

To laugh often and to love much,

To win the respect of intelligent persons and the affection

of children. To earn the approval of honest citizens and endure

the betrayal of false friends. To appreciate beauty.

To find the best in others to give ones self.

To leave the world a bit better, whether by a healthy child, a

garden patch or a redeemed social condition.

To have played and laughed with enthusiasm and sung with

exultation.TO KNOW EVEN ONE LIFE HAS BREATHED EASIER

BECAUSE YOU HAVE LIVED -

This is to have succeeded.

Ralph WaldoEmerson


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Someday, after we havemastered the winds and

the waves, the tides, andgravity, we will harness

for God the energies oflove, and then for thesecond time in the historyof the world man will

have discovered fire.

-Teilhard de Chardin


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When we initiate a friendship and the other does not wish it,

that rejection can burn through many layers of skin.

But the inescapable fact is that not everyone will like you.

When they do not, it is not necessarily a reflection on you. The

chemistry simply was not right.


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The most telltale sign that a man will be a good salesman

is his ability to handle REJECTION. If he is

cowed by failure with a few customers, hell neverhit the big time. But if he can endure rejection and

keep trying, confident that he will eventually find a

customer where everything clicks, there is no

stopping that man.


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THE PERSPECTIVE OF SALES

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