art of selling
TRANSCRIPT
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Art SellingMD. Jahangir Adil
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Objective:• To boost up sales by giving a wide
rang of knowledge on Sales, Selling System, Key Fact of Sales, Why selling is important.
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Who we
are?
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We are in Selling Business
1) Manufacturer just made but salesman made it useful by selling it to us.
World’s best profession
2) We don’t know the name of Maker of those products we use but certainly we know the name of that person’s who sold it to us.
Example: Bill Gates
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Successful Selling means putting yourself at the right place, at the right time, and
with the right person
To do that, you need to
understand the Selling Process
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What is Selling System?
• Selling is Process of Exchange.
• Exchange for benefits of every individuals.
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HOW TO SALE?
• Knowing Your Product• Understand Customer Need / Want / Desire• Understanding Business Environment• Common Sales Mistake• Selling Attitude
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According to the Marketing Theory, A Product is Something That “Fulfills the Needs and Desires of the
Buyer”
What is Really
a Product?
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What do Customer care about?
THEMSELVES!!Wants, Needs, Desires
SOLUTIONS!!
What do Customer buy?
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Value = BenefitsPrice
People buy benefits, not products or features.
Benefits address needs as perceived by the customers
Features and Benefits
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Feature explains what the product / service is about
Benefit explains why it matters / what
personal satisfaction customer will get
Example: Smartphone (It is a lifestyle product, 4 GB RAM, 16GB
ROM, Atom Processor)
Example: Smartphone (you can call, SMS, take picture, chat with your friends and family
through social platform, videos)
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Selling Skills• Empathy• Active Listening• Solution Oriented
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Remember one thing No sale,
No Income
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Meet More People!The consequence of asking more people to join you is that more people will join you – the more times you ask them to join you,
the better you become at asking
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Use the Law of Averages
The law of averages governs the success of every activity in life
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10 5 3 1: ::
My Selling Ratio
Meet 10 Customer ; 5 will give Appointment ;3 will attend presentation ; 1 will BUY
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Improve Your Averages!
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DON’T SELL, Just INFORM
and Help them to decide
Customer Don’t Want
Salespeople – They Want
Product Specialist!
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Rule 1 # Customer is always right
Rule 2 # If the customer is wrong
then follow the rule number one.
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Is your customer
happy now ?
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Remember, Success is waiting for you!
It is you who need to identify the
opportunity and take action.
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