Sales seminar eng

Drs. Marc J. De Turck

HAURATON

Telephone Communication Effective Sales

The Basics of operation in sales

Be there Look Don’t lie

3 Elements of sales

Conviction

Emotions

Behavior

ProblemNo communication rules.

SolutionSet ways and rules to communicate who, what, how, to whom and when.

ProblemCrisis situations created by people .

SolutionHandle the people creating it.

Vital elements of an effective team

Where can it go wrong? - solution

Conditions of existence

DO

HAVE

BE

There are three conditions of existence

These three conditions comprise life

They are BE, DO and HAVE

Сonditions of existence

L. Ron Hubbrd, Fundaentals of thought

BE

The condition of being is defined as theassumption (choosing) of a category of identity.

An example of beingness could be one's own name.

Another example would be one's profession.



DO

The second condition of existence is doing.By doing, we mean action, function, accomplishment, the attainment of goals,the fulfilling of purpose, or any change of position in space.



HAVE

The third condition of existence is havingness.By havingness we mean owning, possessing, being capable of commanding, positioning,taking charge of objects, energies or spaces.

Сonditions of excistence


Motivation Scale

Duty highest

Personal convictionPersonal gainMoney lowest

L. Ron hubbard, Motivation scale

A product is a finished high quality service or article,in the hands of the being or group it serves, as an exchange for a valuable. ….

It's a finished high quality service or article in the hands of the consumer as an exchange for a valuable.

In other words it isn't a product at all unless it's exchanged. Unless it's exchangeable it's not a product at all.

Even the individual has to put his service or article in the hands of some other staff member before it could be called a product.

Product is exchange, exchange is product.

Products and exchange

L. Ron Hubbard, Management technology defined

Products - Ice cream

L. Ron Hubbard, Management technology defined

Result of YOU

Result of Product

Result of Company

Conditions of exchange

1. Rip-off

First consider a group which takes in money but does not deliver anything in exchange. This is called rip-off.

2. Partial exchange

The group takes in order or money for goods and then delivers part of it or a corrupted version of what was ordered.


L. Ron Hubbard, Finance series 36

3. Fair exchange

One takes in orders and money and one delivers exactly as was ordered.

4. Exchange in abundance

Here one does not give two for one or free service but gives something more valuable than money was received for.

Л. Рон Хаббард, Серрия Финансы 28

Conditions of exchange


The Emotional tone scale

4.0 Enthusiasm

3.3 Strong interest

3.0 Conservatism

2.5 Boredom

2.0 Antagonism

1.5 Anger

1.1 Covert Hostility

1.0 Fear

0.5 Grief

0.05 Apathy

L. Ron Hubbard, The emotional tone scale

The components of understanding

Communication

Reality Affinity

L. Ron Hubbard, Dianetics 55


Affinity:

Love, feeling of liking or any other emotional reaction.

The degree of liking something or a person.

L. Ron Hubbard , A new slant on Life


Reality:

That what seems to be.

Reality is in principle agreement as to what is.

L. Ron Hubbard ,A new slant on Life


Communication:

The exchange of ideas or objects between two people.

L. Ron Hubbard , A new slant on Life

The third and most important angle of the

ARC triangle is communication.

Communication is the universal solvent. L. Ron Hubbard, Dianetics 55


Cause

Distance

Effect L. Ron Hubbard, Dianetics 55

De Componenten van BegripThe formula for communication

The formula of communication

With

Intention

Attention


The formula for Communication

And

Duplication

with Understanding L. Ron Hubbard, Dianetics 55

The formula for communication

The formula for communication is cause, distance, effect with intention and attention and duplication

with understanding L. Ron Hubbard, Dianetics 55

A person is as alive

as he can communicate


The formula for communication

You can be right

Getting the offender to admit his or her wrongness is to court further degradation.

By getting the offender off the compulsive repetition of the wrongness, one then cures it.

How ?

By rehabilitating the ability to be right!

L. Ron Hubbard, Introduction to ethics

You can be right

By getting another to explain how he or she is right – until he or she, being less defensive now, can take a less compulsive point of view.

You don’t have to agree with what they think. You only have to acknowledge what they say.

And suddenly he can be right.

L. Ron Hubbard, Introduction to ethics

4 exact steps in sales

Contact

Handle

Salvage

Bring to understanding

L. Ron Hubbard, Dissem drill

4 exact steps in sales CONTACT

Clear and simple On a fair On a meeting In a train, …. On holiday In a restaurant Use tone scale

HANDLE

Handle all antagonism towards YOU and towards your product and your company

Control, direct, ….


HANDLE

Interest

Communication

Control

HelpL.Ron Hubbard Precession proces


Salvage

What does the person need?Why doe she need this?How does this have an effect upon him?What would happen if he wouldn’t get

what he needs?How long is this going on?Does he really think he can get it?


Bring to understanding and propose

False objection : is changingDo not change – come back with

same proposalReal objection is coming back


Closing with real objection

1. Understand the objection

2. Find something the person is right and acknowledge this

3. Wait

4. Come back with your proposal

5. Ask for his solution

Never give a solution, give data.


You can be right

In the matter of being right or being wrong, a lot of muddy thinking can develop.

Why ?

The answer lies in an impulse, inborn in everyone, to try to be right.

L. Ron Hubbard, Introduction to Ethics

3

Reference Materials

Sales seminar eng

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