The sales process
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Sales is often classified as an art. But it is one of the most process driven activities in an organization. Understand, learn and master the process from leaders in the field and let your sales career soar.
The sales process
- 2. Selling is a communication process… Success depends on the effectiveness of your communication & the sales PROCESS It’s not what you say but how you say it…
- 3. Negotiation is an integral part of the sales process… Buyer Seller
- 4. When preparing to negotiate, first define in very clear terms what would be your Best Alternative To Negotiated Agreement Or BATNA 4
- 5. Adopting an assertive communication style is generally beneficial most of the time.
- 7. The Customer Today 滨蝉…
- 8. 50 % of sales are due to mental skills. 30% are due to competitor knowledge. 20 % are based on product knowledge. Selling is essentially a mental game:
- 9. Selling is a process driven activity. Most successful sales people follow a process that best suits their industry and product category.
- 10. A Generic Sales Process ?I – Introduction ?M – Map the needs (need identification) ?P – Propose solution ?A – Address concerns ?C – Close ?T – Take the order
- 11. NEED NEED NEED NEED NEED NEED Solution here has low impact Solution here has high impact Customer Needs
- 12. Identify and build on customer needs before proposing the solution in order to have customer buy-in
- 13. Check you have covered key customer concerns Summarize the benefits Propose an appropriate commitment from the customer Closing – The Three Step Process
- 14. For a complete training & skill development solution, contact: ranjanpaul@outlook.com