SELLING BEYOND TELLING (SELLING YOUR PERSONALITY WAY) PRESENTED BY ENGR. JOHN IBEBUNJO SALES CONSULTANT
SELLING BEYOND TELLING(SELLING YOUR
PERSONALITY WAY)
PRESENTED BYENGR. JOHN IBEBUNJOSALES CONSULTANT
TWO DAYS AT A GLANCE
MODULE 10CLOSING SALES
CLOSING SALES (The “YES” WAY)
Learning Goals All participants have understanding of the SALES PROCESS
Every participant see themselves as a necessary part of the revenue generation supply
chain for Protek Ltd.
Each participant embraces the idea of Persuasive creativity in selling
Each participant gain mastery of what it means to be a successful sales person.
Provide each participants with adequate motivation to CLOSE Sales
Learn to manage the sales process by understanding where the sale is and how to keep
the momentum moving forward until a DECISION is made
Master highly effective sales closing techniques unique to individual personalities
Sales Decision Process
The Sales Decision Process is defined as the series of steps you follow as you guide prospects from initial contact to purchase.”
Sales Decision Process
The Sales Decision Process starts with the identification of a NEED with your Customer
Sales Decision Process
Sell Reasons why YOUR SOLUTION/ PRODUCT is the BEST ALTERNATIVE to the Customer’s NEED
Sales Buying Cycle
The Sales Buying Cycle shows how the customer processes and analyzes before buying
No SALES can be CLOSED without a DECISION
Influencers VS Decision Making
Influencers VS Decision Making
Every SALES person job is to identify what & who can influence DECISION
Getting a customer to make a Buying DECISION requires more than TELLING
Influencers VS Decision Making
Influence of PERSUASIONPersuasive SALES Personality always get a Buy-in DECISION
When to CLOSE SALESYou MUST be SENSITIVE to know when you have the Signals from the customer for a PURCHASE
When to CLOSE SALESYou MUST STOP Pitching and DEMAND Commitment when you have the Signals from the customer for a PURCHASE
Thank You for Your Attention!
QUESTIONS?