power selling

SIVA SHIVANI INSTITUTE OF MANAGEMENT

PRESENTED BY SAI KUMAR BIFAAS B8-18

P U B L I S E R - C o r p u s C o l l o s u m L e a r n i n g . P v t L t d

Y E A R O F P U B L I C A T I O N - 2 0 0 6

P L A C E O F P U B L I C A T I O N -M U M B A I

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AUTHOR

GEORGE LUDWIG

M.D.(January 4,1922-November 24,1973)Was an American professor of medicineAnd medical researches .The first application of ultrasound to thehuman body for medical purposes ,he was the founder chairman of the department of medicine of the medical college of Ohio.

CONTENTS

THE POWER OF REPUTATIONTHE POWER OF REAL PASSIONTHE POWER OF RESEARCHTHE POWER OF RAPPORTTHE POWER OF RESOURCE

MANAGEMENTTHE POWER OF RESILIENCYTHE POWER OF RELATIONSHIP

THE POWER OF REPUTATION

Know Who You AreBelieve You Can Be BetterMake Sure You’re Credible

LIVE IT ! TURNING YOUR IDENTITY INTO A REPUTATION

Focus on serving buyers Be an Industry Headliner

LEVERAGE IT! USING YOUR REPUTATION TO INCREASE SALES

Capitalize on Your Company’s ReputationLeverage Your Personal ReputationAdvance marketingPersonal Contact marketing

THE POWER OF REAL PASSION

Super change your psychologySelf esteemSales beliefsFocus on your goalDirect your thoughts -Visualization

The power of research

Become the specialistContinuing education

Identify the best account strategy Identify Your Ideal BuyersResearch The Buyer’s OrganizationIdentify your best account strategy

THE POWER OF RAPPORT

caring commonalities communication flexibility likeabilityContacting –follow the rules of engagement face to face engagement tele phone engagement

THE POWER OF RESOURCE MANAGEMENT

Life planStrategic business planMarket position assessmentSales volume goalClient retention

POWER OF RESILIENCY

The ability to keep bouncing back from their difficulties.

Top sales producers develop resiliency by knowing the following.

1) Sales is not the big easy.2) Use your attitude indicator.3) It’s not over until you win.

THE POWER OF RELATIONSHIPS

In selling how we will sell the product

• Start with commitmentClosing the sale-but opening the relationshipCommit to relational bankingDeepen your relationships

synopsis

There should be reputation of the product in the market.

For selling the product we must have a passion to do the work in a better and easy way.

We have to keep on bringing new ideas for the process of selling.

We should maintain good relation with the customers.