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this presentation is based on the audio high performance selling by brian tracy
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HIGH PERFORMANCE SELLING
PRESENTED BYMEGHA MALVIYARAHUL BOHRA
Most valuable thing/asset -‘ Earning Ability’
Most precious resource you have
Ability to earn ‘Money’
‘Time’
80% of the time must go for creating the customers 20% to keeping the customers
Sales person needs to focus on- 80% on prospecting & presenting 20% on follow up
Start earlier & stay later Get better with the key tasks
Improve your skills
Must not feel dejected
Be enthusiastic & motivated
Must for a Sales Person
We need to ask the questions like….. why some customers buy faster than others. why some buy slower & some don’t buy at all.
Every business influences customer behaviour
We can either be influencer or influencee.
Every customer have
deep sub-conscious needs.
customers are lazy & can be
uninterested.
Buying influence
1. Reciprocity
or Obligation.
2. Commitmen
t & consistency.
3. Social proof.
4. Liking.5. Authority.
6. Scarcity.
7. Contrast principle.
Buying influence
s or triggers
….
Selling techniques
Remember all sales
person are unemployed until they sell
Always ask the question where is my next sales
Going to come from & what
am i doing towards it
Begin with a story
Know what makes people
tick
Increase your skills
Short circuit the decision
process
Find the Trigger
The more you know about the customer
more easy it becomes
Make your own sales
pitch
Ask Questions &
listen
Different Styles for different people
Identify their needs
Direct Customers
Indirect Customers
THANK YOU