Date post: | 23-Feb-2017 |
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Marketing |
Upload: | aatish-raj |
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Mr. SHIV KHERA is the founder of Qualified Learning Systems USA. An Author, Educator, Business Consultant and a successful Entrepreneur He inspires and encourages individuals to realize their true potential. He has taken his dynamic personal messages to opposite sides of the globe, from the U.S. to Singapore. His 30 years of research & understanding has put organizations on a path of growth and fulfillment. Mr. Shiv Khera is the author of 16 books including the international bestseller "You Can Win", which has sold over 3.2 million copies in 21 languages. His other books are creating new records. His Clients include Lufthansa, HP, Citigroup, HSBC, Canon, Nestle, Philips, Mercedes Benz, Johnson & Johnson, Metlife and many more.
SOME THING ABOUT THE AUTHOR
1
It’s a Cook Book. Its List The Ingredients— the principles- you will need to follow them to become success and gives you the recipe for mixing them in the correct proportion.
WHAT KIND OF BOOK IS THIS?
2
WHO IS NOT SELLING
SELLING IS MORE A MATTER OF WILL THAN SKILL AND WE NEED BOTH
3
FORMULA FOR SUCCESS
1. Be passionate about the profession of selling.
2. Believe in your product.
3. Believe in your company.
4. Believe in being a good professional by
practicing integrity.
5. There is no substitute for hard work.
4
FORMULA FOR SUCCESS6. Practice persistence, don’t quite.
7. Be knowledgeable about your product, service and
industry.
8. Get on a continuous education program.
9. Evaluate your performance ,daily, weekly, monthly
and with each evaluation , note three positive things
10. Reinforce the positive and replace the negative.
5
RECIPE FOR FAILURE/SUCCESSPoor Attitude+ Poor Values + Poor Marketing + Poor Selling
= QUICKLY OUT OF BUSINESS
Great Attitude + Great Values + Great Planning + Great Marketing + Great Selling + Great Service Lead To High Trust + No/Low Risk= Growth, Prosperity & Success
+GREAT PLANNING
+FRUSTRATION + BURNOUT
+ Poor Planning
+ Poor Service
6
PLEASING PERSONALITY1. First impression :
A. Confidence without arrogance
B. Friendliness without being over friendly
C. Expertise without the “I know it all” attitude
2. The way we dress
A.Sharp, clean, conservative look is like a fruit
of all seasons
3. Rapport building
4. Manner and courtesy
7
1. Integrity based
2. Sincere
3. Principle based
4. People based
5. Value based
6. Benefit based
7. Long-term
8. Gain + retain
1. Commission based
2. May have ulterior motives
3. Tactics based
4. Product based
5. Price based
6. Feature based
7. Short-term
8. Gain
8
QUALITY AND CREDIBILITY
KNOWLEDGE ATTITUDE TOWARDS COMMITMENT
ATTITUDES TOWARDS CUSTOMER SERVICE
“EVERY LITTLE THING MATTERS.IF MATTERS, IS IT REALLY LITTLE”9
SELLING PROCESS10%
20%
30%
40%
40%
30%
20% 10%
ATTENTION
DESIRE
INTEREST
ACTION
ATTENTION
INTEREST
DESIRE
ACTION
RAPPORT
NEED
SOLUTION
CLOSE
RAPPORT
NEED
SOLUTION
CLOSENOW
THEN
HOW THE SALES PROCESS HAS REVERSED
FROM TO
10
1.PLANNING
2.PREPARATION
3.PROSPECTING
4.APPROCH
5.ATTENTION
6.ESTABLISHING REPORT
STEPS IN THE SALES PROCESS
11
7.FACT-FINDING
8.UNCOVERING THE NEED
9.CREATING A WANT
10.PRESENTING A SOLUTION
11.TRIAL CLOSE
12.HANDELING OBJECTIONS, IF ANY
STEPS IN THE SALES PROCESS
12
13.RECONFORM THE ANSWERING OF THE OBJECTION
14.TRIAL CLOSE
15.CLOSING TE SALES BY SIGNING THE ORDER
16.REINFORCING THE SALES
17.REINFORCING THE SALES
18.RELATION SHIP BUILDING TO BUILD LOYALTY
STEPS IN THE SALES PROCESS
13
FIXING APPOINTMENT ON THE TELEPHONE
NOBODY WANTS TO KNOW WHAT YOU WILL DO.
WE ALL WANT TO KNOW WHAT YOU DID DO.
14
CONCLUSION