THE ART OF SELLING

THE ART OF
SELLING

Presented by: AHMED ERRAMI & JAMAL TIMOMES

I-CREATING THE SELLING CLIMATE
don't sell what you want, sell what they want
II-SELL THE PEOPLE WHO CAN BUY
Creating intimacy with the customer
Do not expose the product benefits until you hear the benefits
that the customer is looking for in the product
III-DON'T SELL LOGIC -AROUSE EMOTIONS
Say and don’t Say
don't say buy the product - but say owning a product
don't say the price - but say investment
don't say Monthly payments- but say Investment
Monthly
don't say Contract- but say an agreement
IV-REPLACE REJECTION WORDS WITH GO-
AHEAD TERMS
COST OR PRICE
LIST PRICE, LISTED AT
DOWN PAYMENT
MONTHLY PAYMENT
CONTRACT
BUY
SELL OR SOLD
CUSTOMER
PROSPECT
COMMISSION
PROBLEM
OBJECTION OR OBJECTIONS
CHEAPER
PITCHES AND DEALS
SIGN
APPOINTMENT
REJECTION WORD MAGIC WORD
COST OR PRICE TOTAL INVESTMENT
CHEAPER MORE ECONOMICAL
DOWN PAYMENT INITIAL INVESTMENT
MONTHLY PAYMENT MONTHLY INVESTMENT
CONTRACT AGREEMENT
BUY OWN
SELL OR SOLD HAPPILY INVOLVE
CUSTOMER CLIENTS
PROSPECT POTENTIAL CLIENTS
COMMISSION FEE FOR SERVICE
APPOINTMENT MEETING
PROBLEM CHALLENGE
PITCHES AND DEALS PRESENTATION
OBJECTION OR OBJECTIONS CONCERNS
V-THE TRIAD CONCEPT: HOW TO
MULTIPLY YOUR EFFECTIVENESS
Never use the same presentation everywhere and
everytime, each kind of prospect has it’s own
presentation or at least change the style.
Give all the attension to the prospect, know him and
know what he likes to buy.
VI-THE SENSES THAT SELL THE
EMOTIONS
How many senses do you have?
Sight. Hearing. Touch. Taste. Smell. Intuition
Simple exercise:

What if a client ask you this question 

“How much do you make on one of these?

What will be your answer?
John, our company does have a fee built into all of our
transactions. However, I can assure you the service you
will receive over the years from our firm will far
outweigh any fee.
Source:
http://www.tomhopkins.com/pdf/gschapt4.pdf