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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
Personal
Psychological factors
Let us see how people buy
The Buyer Decision Process
Recognizing Need
Influencing Buyer Behavior
Evaluating options
Approaches to Search for Problem
Solutions
Cost v/s Benefits of Search
Eliminate Doubts
Decide
Summary
Background
Opening a sale
Developing the sale
Presenting the solution
Eliminating Doubts
Closing
Matching buying & selling
Step 1 :Prospecting
The more prospects you see, the more
sales you have
List -In Prospecting everyone is your
Qualify -Qualifying is the process of
turning a Suspect into a Prospect
Record
Prioritize-How to Prioritize
Maintain-How do I maintain my prospecting
cycle
Prospecting Habit #1
Prospecting Habit #2
Prospecting Habit #3
Prospecting Habit #4
Prospecting Habit #5
Step 2: Pre Approach-Securing An
Appointment
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
Ignore The First Objection
Close at 2ndObjection
Confirm
Telephone Etiquettes
Tele-calling tips
Step 4:Fact Finding
Basics of Personal Planning
Q. What is the objective of financial
planning?
Q. What factor people consider in choosing
a financial instrument
The Principle of financial planning
Fact Finding««..?
How?
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
Essentials
Analysis of Existing Life Insurance Policies
Analysis of Existing Saving Plans
Need Analysis
Step 5: Sales Presentation -Solutions and
Recommendations
Step 6 :Handling Objections- What is an
Objection?
How We Tend To Feel?
Two factors will determine your success in
overcoming objections:
Types Of Objection
Things To Remember About Objections:
Three Ways Of Handling Objections:
The 7 Step Technique For Handling
Objection
Put It To Work In Your Daily Selling Routine
Use It Until It Becomes A Habit
You Will Be Delighted With The Results!
Remember
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!
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Sales Process

Sales Process

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Published by gsiri25

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

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11/22/2012

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