Welcome to Scribd, the world's digital library. Read, publish, and share books and documents. See more
Standard view
Full view
of .
Save to My Library
Look up keyword or section
Like this

Table Of Contents

Based on Studies:
Mastery of The Sales Process
Definition of Buying Behavior
There are four types of consumer buying
Categories that Affect the Consumer Buying
Decision Process
Psychological factors
Social Factors
The Buying Process
Let us see how people buy
The Buyer Decision Process
Recognizing Need
Influencing Buyer Behavior
Evaluating options
Approaches to Search for Problem
Cost v/s Benefits of Search
Eliminate Doubts
Opening a sale
Developing the sale
Presenting the solution
Eliminating Doubts
Matching buying & selling
Step 1 :Prospecting
The more prospects you see, the more
sales you have
Steps Of Prospecting
List -In Prospecting everyone is your
Qualify -Qualifying is the process of
turning a Suspect into a Prospect
Prioritize-How to Prioritize
Maintain-How do I maintain my prospecting
Prospecting Habit #1
Prospecting Habit #2
Prospecting Habit #3
Prospecting Habit #4
Prospecting Habit #5
Step 2: Pre Approach-Securing An
Why Is An Appointment Important ?
Keep in mind !
In Your Pre-Approach
Good Telephone Techniques
Step 3: Approach-The Most Important
First 30 Seconds«
While speaking on phone
First 16 Words
Introduce Yourself
Use Power Statements
Close Appointment
Ignore The First Objection
Close at 2ndObjection
Telephone Etiquettes
Tele-calling tips
Step 4:Fact Finding
Basics of Personal Planning
Q. What is the objective of financial
Q. What factor people consider in choosing
a financial instrument
The Principle of financial planning
Fact Finding««..?
Questioning Skills
What to do when you are asking questions?
The Art & Science of Asking Questions
Open Question
Closed Question
Significance Of Communication
Identifying needs
Eventualities of Life
Your Priorities in Life
Fact Finding ±Lead with Need
Analysis of Existing Life Insurance Policies
Analysis of Existing Saving Plans
Need Analysis
Step 5: Sales Presentation -Solutions and
Step 6 :Handling Objections- What is an
How We Tend To Feel?
overcoming objections:
Types Of Objection
Things To Remember About Objections:
Three Ways Of Handling Objections:
The 7 Step Technique For Handling
Put It To Work In Your Daily Selling Routine
Use It Until It Becomes A Habit
You Will Be Delighted With The Results!
Step 7:Closing-How did you reach here?
Why Close NOW?
Things To Remember In Closing A Sale
Problems with Closing the Sale
Sales Manager¶s Fear
Prospects Fear
Closing Conditions
Proven Presentation Principles
Closing Techniques: 13 steps
1.Hot Button Close
2.Trigger Benefits Close
3.Stalling Close
4.Objection Close
5.Invitation Close
6.Ben Franklin Close
7. Trial Close
8. Assumption Close
9. 3rdParty Story Close
10. Door Knob Close
11. Sudden Death Close
12. Price Close
13. Referral Closing
How many times do I ASK?
The Final ACT!
0 of .
Results for:
No results containing your search query
P. 1
Sales Process

Sales Process

Ratings: (0)|Views: 739 |Likes:
Published by gsiri25

More info:

Published by: gsiri25 on Aug 16, 2011
Copyright:Attribution Non-commercial


Read on Scribd mobile: iPhone, iPad and Android.
download as PPT, PDF, TXT or read online from Scribd
See more
See less





You're Reading a Free Preview
Pages 4 to 97 are not shown in this preview.
You're Reading a Free Preview
Pages 99 to 133 are not shown in this preview.

Activity (4)

You've already reviewed this. Edit your review.
1 hundred reads
1 thousand reads
ypyee liked this

You're Reading a Free Preview

/*********** DO NOT ALTER ANYTHING BELOW THIS LINE ! ************/ var s_code=s.t();if(s_code)document.write(s_code)//-->