PowerPoint Presentation

Professional selling skills

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Why do you work??If you are not in business for money or fun,What the hell you are doing here???Dr.AHMED NABIL2

The real meaning of passion

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To earn more learn moreYou have to work hard on your jobAnd harder on your selfDr.AHMED NABIL4

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The power of repetition (habit)

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It starts in your brainwhat you think most?

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Fake it till you make it

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You are unique and special

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do what successful people dofollow the leaders

16Dr.AHMED NABILOne must realize that all who have accumulated greatfortunes, first did a certain amount of dreaming, hoping, wishing,DESIRING, and PLANNING before they acquired money.

The whole story isATTITUDESKILLSKNOWLEDGE17Dr.AHMED NABIL

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You are the master of yourself ???

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You can do any thing

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Be positive

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To get more give moreGive every bit of yourself. Hold nothing back your heart over the bar and your body will follow

Keep this constantly in mind. Weak desires bring weak results, just as asmall amount of fire makes a small amount of heat."Beware of what you want for you will get it

A major key to success in this lifedesire

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Never mention the worst. Never think of it. Drop it out of your consciousnessAt least ten times every day affirmI expect the best and with God's help will attain the best."See the opportunities

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WE MIGHT AS well admit it, we want people to like us.The psychologist, William James, said, "One of the deepest drives of human nature is the desire to be appreciated. The feeling of not being wanted or needed is one of the most devastating of all human reactions

People by from people they like soHow to Get People to Like You??

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First, become a comfortable person, that is, one with whompeople can associate without a sense of strain"I never met a man I didn't like.Like people they will like you (law of reciprocity) Still another important factor in getting people to like you isto practice building up the ego of other personThe fact is that popularity can be attained by a few simple,natural, normal, and easily mastered techniques

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Learn to remember names.2. Be a comfortable person be homey3. Acquire the quality of relaxed easy-goingness 4 .Don't be egotistical. 5. Cultivate the quality of being interesting so that people will want to be with you and get something of Stimulating value from their association with you6-Never miss an opportunity to say a word of congratulation upon anyone's achievement, or express sympathy in sorrow or disappointment7- show respect for others

How to Get People to Like You??26Dr.AHMED NABIL

Perception is every thing

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How do you see your self??Self esteem

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Orange never gives apple juice what is inside get outside30Dr.AHMED NABIL

Inner self talk

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People by from people they like orthey wish to be like or they like themor appreciate them

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We see what we believe not what is true

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How we see others

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planningIf you have not your own plan ,you are a part of others plans.If you fail to plan ,you are planning to fail.There is no unwritten plan .Planning is a process.Make it SMART.Plan your work and work your plan

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prospectingLocating prospective customers is the first step in the sales process.Not all sales leads qualify as good prospects.Many methods can be used to locate prospects.The best source is a satisfied customer.Effective prospecting requires a strong plan that hinges on developing a lead qualification and management system and overcoming reluctance to prospect.

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Identify needs40Dr.AHMED NABIL

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Psychological needs41Dr.AHMED NABIL

Analytical DriversAmiableExpressiveTypes of customers Low Assertiveness High Assertiveness Low Responsiveness High Responsiveness Task oriented people, efficient decision makers, Base their decision on factsHave a great desire to get ahead in their others and careers Take risks, not interested in technical information but want to know how the facts affects results Warm, approachable, competitive, Although they are interested in people, their relations with supporters and followers recruited to assist them in achieving their personal goalsFocus on the future, little concern for practical details, they act quickly, take risks, but tend to be impatient and change their minds easily They like facts and logic, Make decisions very slowlySystematically analyze facts using the past as an indicator to the future, They achieve their objectives by working with peopleClose relationship and cooperation are important to themMake decision slowly, they avoid risks, and change their opinion reluctantly.

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Cues for Recognizing Social Styles

Technical backgroundAchievement awards on wallWork-oriented office, showing much activityConservative dressLikes solitary activitiesPictures of family displayedPersonal mementos on the wallLiberal arts backgroundCasual or flamboyant dressOffice has friendly, open atmosphereDesk open for contact with peopleLikes group activities Analytical DriversAmiableExpressive Motivational slogan on the wallOffice has friendly, open atmosphereCluttered, unorganized deskDesk open for contact with peopleCasual dressLikes group activities (e.g., politics, team sports)

Awards on the wallNo posters or slogans on wallsCalendar prominently displayedFurniture placed so contact with people is across the deskConservative dressLikes solitary activities Low Assertiveness High Assertiveness Low Responsiveness High Responsiveness

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Dr.AHMED NABIL45Communication skills

What is Communication?Communication is the transfer and understanding of meaning

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Do we need to communicate?Yes, we need to communicate, EFFECTIVELY

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How we Communicate

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Nonverbal (Body language)-It is the non verbal communications-It includes *Appearance *Posture *Eye contact *Gestures *Personal space

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AppearanceFirst impression is the last impressionYou never get a second chance to make a first impression

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Smile -A smile is the best thing you can wear-Nothing creates a rapport like a smile -You smile. I smile

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Body angle Body movements directed toward a person indicates a positive regard while

Leaning back or away suggests boredom , anger

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Posture

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The power poseHigher self esteem

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Eye contact it shows interest.concentrate on the color of the pupil

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Avoid Staring

Pierluigi Collina the worlds most instantly recognizable football referee 56Dr.AHMED NABIL

Eyebrow

Doubt: we raise an eyebrow

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Gesture opened vs closed

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Handshaking Firm handshake in friendly style indicates self confidence .(equal-upper-lower)

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Sitting, legs apartOpen, relaxed

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Hand to cheek

Evaluation, thinking

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Touching noseRejection, doubt, lying

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Bill Clinton rubbed his nose more than 26 times as he was explaining his relation with Monica

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Head resting in hand, eyes downcast

boredom

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Stroking chin

Trying to make a decision

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Biting nails

Insecurity, Nervousness

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Personal spaceIt depends

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Verbal communicationrememberThe most important six words I admit I made a mistakeThe most important five words You did a good jobThe most important four words What is your opinionThe most important three words If you pleaseThe most important two words Thank youThe most important one word WeThe least important one word I

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PRESENTATION SKILLS 5PsINTRODUCTIONA natural reaction to presentation is fearFear is Largely Brought by the UnknownBy reducing the area of the unknownYou can reduce your fearAnd to reduce the unknownYou need to prepare for your presentation

FEARPREPARATION70Dr.AHMED NABIL

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10-71McGraw-Hill/IrwinThe focus of the presentation should be on what is important to the customer, not what is important to me.~Amanda DeitzPfizer

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Keeps the buyers attentionUse humor ,visuals effectively and get customer involvedImproves the buyers understandingMultiple-sense appeals (ice cream)Helps the buyer remember what was saiddemonstrationOffers proof of the salespersons assertionPractical application (drink the non toxic liquid)Creates a sense of valueUse appropriate props,words and care in handeling

10-72Characteristics of a Strong PresentationMcGraw-Hill/Irwin72Dr.AHMED NABIL

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10-73How We Learn and RememberMcGraw-Hill/Irwin

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PRESENTATION SKILLSTell them a story DramatizeExaggerate(max)Add value (facts)Growth artistic (right) realistic (left)

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DRAMATIZINGDramatizing Helps in Convincing the Prospects.Dramatizing Improves Understanding.Dramatizing Makes a Lasting Impression.Dramatizing Helps the Sales Rep.Dramatizing Creates Value.The Appropriate Use of Words Make a cinematic scene (lighting system)77Dr.AHMED NABIL

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Word pictures and storiesIt is best to use stories from your own life.Make sure you have a reason for telling the story.Use the hook of the story to tie back directly to your presentation.Be accurate and vivid with the words you choose.Pace the story, watching your audience for cues.Choose stories that fit your own style.Remember, stories can be quite short.10-78Verbal ToolsMcGraw-Hill/Irwin78Dr.AHMED NABIL

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Verbal Tools (continued)HumorDont oversell the joke.Dont apologize before telling a joke.Identify any facts that are absolutely necessary for the punch line of the story to make sense.10-79McGraw-Hill/Irwin

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spiritAdequacy of QUALITY and QUANTITY of service is notsufficient to maintain a permanent market for your services. The conduct, or the SPIRIT in which you deliver service, is a strongdetermining factor in connection with both the price you receive,and the duration of employment.He stressed the fact that he would not retain any man, no matter how great a QUANTITY, or how efficient the QUALITY of his work, unless he worked in a spirit of HARMONY. Mr. Carnegie insisted upon men being AGREEABLE.

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METHODS1. INTRODUCTORY APPROACH Your name, your company, your purpose, etc.2. PRODUCT(SERVICE) APPROACH A unique action, characteristic, etc.3.CUSTOMER BENEFIT APPROACH Convenience, speed, Economy etc.4. SHOCK APPROACH A rate or percentage of incidence, research finding, etc.5.QUESTION APPROACH Preference, practice, evaluation , etc. 6.FLATTERY APPROACH

N.B. You should be prepared to use as many approaches as necessary to bring the sale to the next phase - the main idea.

THE APPROACH

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Contrasting Sales Models (% of Time)ActivityHigh-Pressure, StereotypicalProfessional, Problem SolvingBuild rapport/trust10%40%

Identify needs20%30%Presentation30%20%Close40%10%

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A general rule of thumb is 80:20 Your prospect speaks 80% of the time You speak 20% of the time83Dr.AHMED NABIL

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Active listening

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HANDLING OBJECTIONS

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NO DOES NOT ALWAYS MEANS NO

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PRICE OBJECTIONSUse a two-step approach:Try to understand the customers perspective -- ask questionsAfter understanding the prospects perspective, sell value and quality rather than priceService- guaranteeCompany ReputationThe Salesperson

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HANDLING COMPETITION OBJECTIONS

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Recommendations For Handling Objections

Listen carefullyKeep your temper on iceDont argueMake the customer feel you care and you are interestedExpect some objections and include in your answers before being provokedGet a commitment that the objection has been answered

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CLOSINGTEST OF SELLING ABILITY1. You can spend months qualifying prospects.2. You may work long hours and know your products.3. You may search and know customers attitude

BUT4. If you dont get orders your sales career is a very short one.

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CLOSING1. WRONG ATTITUDEDIFFICULTIES IN CLOSING2. POOR PRESENTATION3. POOR HABITS & SKILLS94Dr.AHMED NABIL

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Techniques of closing

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Give them options

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A Super Sales Success Secret

Think positivelyand follow upPlan carefullyand follow upPresent thoroughlyand follow upAnd follow upand follow upand follow upand follow upand follow upand follow upand follow upand follow up104Dr.AHMED NABIL

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Show Appreciation Phone with solutions immediately Mail interesting clippings (e-mail, too) Write congratulatory notes Send clippings about family, too Send holiday cards Send birthday cards Prepare a brief newsletter105Dr.AHMED NABIL

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The Seven Deadly Sins of Business Selling1.Lack of product knowledge. Salespeople must know their product line as well as the buyers line or nothing productive can occur.2.Time wasting. Unannounced sales visits are a nuisance. When salespeople start droning about golf or grandchildren, more time is wasted.3.Poor planning. A routine sales call must be preceded by some homeworksee if its necessary.4.Pushiness. This includes prying to find out a competitors prices, an overwhelming attitude, and backdoor selling.106Dr.AHMED NABIL

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The Seven Deadly Sins of Business Selling5.Lack of dependability. Failure to stand behind the product, keep communications clear, and honor promises.6.Unprofessional conduct. Knocking competitors, sloppy dress, and poor taste arent professional.7.Unlimited optimism. Honesty is preferred to the hallmark of the good news bearers who promise anything to get an order. Never promise more than you can deliver.107Dr.AHMED NABIL

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ThanksDr. Ahmed NabilTel:01066677799nobil1231@gmail.comAhmed NabilDr.AHMED NABIL108