AKDJ'S PRESENTATIONS
BRIAN TRACY’S
SALES LESSONS
AKDJ'S PRESENTATIONS
Building relationships with customers
Most important salesTele marketingOvercoming objections
AKDJ'S PRESENTATIONS
Since product is complex, relationship is more important.
People buy more from you, if you are :
VibrantLikeable Use the most popular
word – ‘Nice’
Building relationships
with customers
AKDJ'S PRESENTATIONS
AttitudeGood to see ( being polite) SmileAgreeableAdmirationAppreciationUse of wonderful wods
7 Keys to successful sale
AKDJ'S PRESENTATIONS
Treat others like the way you wanted to be treated by others
GOLDEN RULE
AKDJ'S PRESENTATIONS
1st sale is the hardest2nd is the most important
saleOur focus should be on
repeat sales and referralsPurpose of a business is
not to earn profit. It is to acquire customer and capture value and later increase share of wallet.
MOST IMPORTANT SALES
AKDJ'S PRESENTATIONS
Market competitionMore negotiationHigh customer awareness Sophisticated demands by
the customers
WHY SALES HAS BECOME MORE DIFFICULT
AKDJ'S PRESENTATIONS
5 uses of telemarketing for business purpose :ProspectingSaves timeHandling customer
queries/complaints and follow up
Outbound sellingInbound selling
TELE MARKETING
AKDJ'S PRESENTATIONS
Customer satisfactionExceeding customer
satisfactionDelighting the customer
(Augmented product) Fulfilling their dream
(Potential product)LEVELS OF
CUSTOMER SATISFACTION
AKDJ'S PRESENTATIONS
Establish Rapport Identifying the customer problemGive solution to the customer
What customers expect from you ?They want to be treated wellThey want a solution They want a proper serviceThey want value for money
3 steps for successful telemarketing
AKDJ'S PRESENTATIONS
Why objections? Fuzzy understanding
about product Incomplete information by
the sales personProblem Is not clearThere is no increased
urgency Unique selling Proposition
is not clear
OVERCOMING OBJECTIONS
AKDJ'S PRESENTATIONS
Price objections Fear of change objectionsTrust objections Lack of Urgency
TYPES OF OBJECTIONS
AKDJ'S PRESENTATIONS
Provide a proofAnswer questionProceed with your
presenation
STEPS IN ANSWERING OBJECTIONS
AKDJ'S PRESENTATIONS
THANK YOU