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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