1. SALES TRAINING For internal use only and not to be shown to customers

4. INTRODUCTION INTRODUCTION We appreciate the effort of our sales people who are on the frontline in the marketing of MEC special advanced products for maintenance repair. This comprehensive SALES TRAINING has been prepared especially for you – the sales person. It is a part of our continuing effort to extend our full support to you. Many books have been written on “ How to Sell “ and this manual is specially pin-pointed to the field of welding. While the contents of this manual are designed to help you to sell the products, there are nevertheless countless hints, tips and pointers which we believed will be of benefits to you in your overall sales efforts. Together with the training system which your Trainer will guide you, we sincerely feel that it will increase your total sales and contribute to your personal selling success. Good Selling !!

5. The Professional Sales People What you are about to learn is every techniques and ideas which have been developed by our sales people in the field and used successfully. We have developed this training manual specially for you so that you can learn the skills and knowledge developed over a number of years by our successful sales people who have proven their rights to be classed as TOP PROFESSIONAL SALES PEOPLE. The program will only work if applied by a person who really wants to be a true professional sales person. Remember , “Ordinary sales person sells ordinary products and earn ordinary income”

13. “ In order to succeed we must first believe that we can “ - Thomas Tan

14. 5 Basics Steps to Successful Selling Step 1 PLANNING Every successful sales-person learns how to plan and work on their plan. It is essential to success as driving or talking. Think of PLANNING in terms of building a house. Before a house is erected , an architect or engineer spends a good deal of time in advance planning the size and shape of the house. No one would hire a contractor to start building the house. Instead , an architect is hired to PLAN out the structure. He developed the blueprints so that the contractor can proceed to build by following the blueprints. To be successful with MEC , each sales-person must develop a blueprint for their SALES TERRITORY . They can then proceed to build by PLANS.

19. This is where INTRODUCTION comes in . Good morning.afternoon, Mr. Prospect. ( shake his hand firmly and look at his eyes as you shake his hands) My name is …………….from MEC ( or your company name ) This is my name card ( Hand name card to him with both hands ) By the way, Mr. Prospect, I have a small souvenir for you from our company. This is a key chain with our Company’s name on it and I’m sure you can put all your valuables keys in it and clip on your pants. I would like you to have it. ( Use both hands to present him the souvenir) Mr. Prospect, today I have a NEW CONCEPT in maintenance welding products and I would like to show them to you. Can we proceed to some place convenient, like your workshop so that I can show you more about it ? (pick-up your sales-kit and pretend to walk to the nearest door, this will lead your prospect to follow you ) Always remember, make sure that your Prospect is comfortable before you proceed to the nest step – PRESENTATION.

30. Thank you !! Happy Selling !!