you can sell

Mr. SHIV KHERA is the founder of Qualified Learning Systems USA. An Author, Educator, Business Consultant and a successful Entrepreneur He inspires and encourages individuals to realize their true potential. He has taken his dynamic personal messages to opposite sides of the globe, from the U.S. to Singapore. His 30 years of research & understanding has put organizations on a path of growth and fulfillment. Mr. Shiv Khera is the author of 16 books including the international bestseller "You Can Win", which has sold over 3.2 million copies in 21 languages. His other books are creating new records. His Clients include Lufthansa, HP, Citigroup, HSBC, Canon, Nestle, Philips, Mercedes Benz, Johnson & Johnson, Metlife and many more.

SOME THING ABOUT THE AUTHOR

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It’s a Cook Book. Its List The Ingredients— the principles- you will need to follow them to become success and gives you the recipe for mixing them in the correct proportion.

WHAT KIND OF BOOK IS THIS?

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WHO IS NOT SELLING

SELLING IS MORE A MATTER OF WILL THAN SKILL AND WE NEED BOTH

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FORMULA FOR SUCCESS

1. Be passionate about the profession of selling.

2. Believe in your product.

3. Believe in your company.

4. Believe in being a good professional by

practicing integrity.

5. There is no substitute for hard work.

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FORMULA FOR SUCCESS6. Practice persistence, don’t quite.

7. Be knowledgeable about your product, service and

industry.

8. Get on a continuous education program.

9. Evaluate your performance ,daily, weekly, monthly

and with each evaluation , note three positive things

10. Reinforce the positive and replace the negative.

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RECIPE FOR FAILURE/SUCCESSPoor Attitude+ Poor Values + Poor Marketing + Poor Selling

= QUICKLY OUT OF BUSINESS

Great Attitude + Great Values + Great Planning + Great Marketing + Great Selling + Great Service Lead To High Trust + No/Low Risk= Growth, Prosperity & Success

+GREAT PLANNING

+FRUSTRATION + BURNOUT

+ Poor Planning

+ Poor Service

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PLEASING PERSONALITY1. First impression :

A. Confidence without arrogance

B. Friendliness without being over friendly

C. Expertise without the “I know it all” attitude

2. The way we dress

A.Sharp, clean, conservative look is like a fruit

of all seasons

3. Rapport building

4. Manner and courtesy

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1. Integrity based

2. Sincere

3. Principle based

4. People based

5. Value based

6. Benefit based

7. Long-term

8. Gain + retain

1. Commission based

2. May have ulterior motives

3. Tactics based

4. Product based

5. Price based

6. Feature based

7. Short-term

8. Gain

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QUALITY AND CREDIBILITY

KNOWLEDGE ATTITUDE TOWARDS COMMITMENT

ATTITUDES TOWARDS CUSTOMER SERVICE

“EVERY LITTLE THING MATTERS.IF MATTERS, IS IT REALLY LITTLE”9

SELLING PROCESS10%

20%

30%

40%

40%

30%

20% 10%

ATTENTION

DESIRE

INTEREST

ACTION

ATTENTION

INTEREST

DESIRE

ACTION

RAPPORT

NEED

SOLUTION

CLOSE

RAPPORT

NEED

SOLUTION

CLOSENOW

THEN

HOW THE SALES PROCESS HAS REVERSED

FROM TO

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1.PLANNING

2.PREPARATION

3.PROSPECTING

4.APPROCH

5.ATTENTION

6.ESTABLISHING REPORT

STEPS IN THE SALES PROCESS

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7.FACT-FINDING

8.UNCOVERING THE NEED

9.CREATING A WANT

10.PRESENTING A SOLUTION

11.TRIAL CLOSE

12.HANDELING OBJECTIONS, IF ANY


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13.RECONFORM THE ANSWERING OF THE OBJECTION

14.TRIAL CLOSE

15.CLOSING TE SALES BY SIGNING THE ORDER

16.REINFORCING THE SALES

17.REINFORCING THE SALES

18.RELATION SHIP BUILDING TO BUILD LOYALTY


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FIXING APPOINTMENT ON THE TELEPHONE

NOBODY WANTS TO KNOW WHAT YOU WILL DO.

WE ALL WANT TO KNOW WHAT YOU DID DO.

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CONCLUSION