The document outlines basic marketing and sales concepts. It provides house rules for discussion including being open-minded and respecting others. The objectives are to learn basic sales and marketing concepts like the sales process, prospecting, and communication. Marketing is defined as the process of getting the right goods to the right people through the right channels. The elements of the marketing mix are product, price, place, and promotion. The sales process involves prospecting, researching, approaching, presenting, handling objections, and closing. Effective communication, questioning, and presenting are also discussed.

1. Basic Marketing
By romualdo romeo ortiz

2. HOUSE RULES
“No one has the monopoly of knowledge.”
Be receptive to inputs.
Have an open mind.
Don’t shoot down an idea, no matter
how absurd or crazy it is.
Some topics may not be important to you,
but may be important to the other
participants.

3. HOUSE RULES
“We are all equal.”
Disregard position / age / gender.
Use language you are at ease with.
Communicate to understand.

4. HOUSE RULES
“Let us not argue nor debate but
only discuss.”
Graciously challenge a point whenever
necessary.
Respect the side of others.
Share your ideas.
Avoid off tangent topics / discussions.

5. HOUSE RULES
“Let us be on time.”
Please come on time for all
sessions.

6. HOUSE RULES
“100% Attention to the sessions.”
Cellular phones on silent or vibra mode.
Phone calls allowed only during break time or
off session.

7. HOUSE RULES
“Practice 5’S”
Clean as you go.

8. Course Objectives
1. To learn the basic concept of sales marketing
2. To have the right framework to perform effectively and
efficiently with sales & marketing tasks. (Sales &
Marketing Force Competency)
3. To learn the basic Sales Process and selling
techniques.
(Prospecting, Communication, Objection Handling)
goto

9. Basic Concept of Marketing
Module 1
By Romualdo Romeo A. Ortiz

10. What is Marketing????
Marketing is an action word with “Market” as the root
Word.. And .... Ing . It would be best to define first
the root word.. Before we define marketing

11. “Palengke” a place where seller
bring their goods to be sold.
Also a place where buyers “
mamimili” go to , to buy goods
They want
What is Market????
It’s a place where the buyer and
seller meets to have
An exchange to satisfy their needs
and wants
1 a (1) : a meeting together of people for the purpose of
trade by private purchase and sale and usually not by
auction (2) : the people assembled at such a meeting b (1) :
a public place where a market is held; especially : a place
where provisions are sold at wholesale <a farmers'
market> (2) : a retail establishment usually of a specified
kind <a fish market>
2 archaic : the act or an instance of buying and selling
It’s a place where the buyer and
seller meets to have
An exchange to satisfy their needs
and wants
Consist of all potential customers sharing
a particular need or want who might be
willing and able to engage in exchange to
satisfy that need or want.

12. 1 : action or process
<running> <sleeping> :
instance of an action or
process <a meeting>
Denotes
action
Ing
2 a : product or result of an action
or process <an engraving> —
often in plural <earnings> b :
something used in an action or
process <a bed covering> <the
lining of a coat>
3 : action or process
connected with (a
specified thing) <boating>

13. It is a process wherein the product is
sold and bought by
The seller and the buyer ( customer )
respectively
Marketing
the area of economic activity in
which buyers and sellers come
together and the forces of
supply and demand affect prices
“Getting the right goods, to the
right people, In the right place, at
the right time at the right price
with the right level of
communication profitably

14. Sales sāl n 1: the act of selling ; esp : transfer
of ownership of property from one person to
another for a price 2. the business of selling
What is Sales ???

15. 2 a (1) : something produced;
especially : commodity 1 (2) :
Is any something (as a service) that is
act or performance that one
party can offer to another that is b :
marketed or sold as a commodity
essentially intangible and does not
something resulting from or
resultnecessarily following anything of
in the ownership of from a set
conditions <a product of his
environment>
Promotion
the act of furthering the growth or
development of something
is a powerful short-term marketing tool
the element in an organization’s marketing
mix that serves to inform, persuade and remind
1 organization and/or its
the market of the a : physical environment :
space b : a way for admission
products
or transit c : physical
surroundings : atmosphere
Product
Marketing
anything that can be offered to a
market to satisfy a want or need
something produced
a set of tangible attributes, including
1 archaic : value, worth
packaging, color, price, quality, and
2 a : the quantity of one thing and is
brand, plus the services that
exchanged or demanded in barter or
reputation of the seller.
sale for another service,amount of
may be a good, b : the person, place
money given or set idea
or as consideration
for the sale of a specified thing
Price
the amount of money given or
asked for a specified thing
Place
The channel /method where
The product /service is sold or offered
can be real or virtual

16. •Brand Promotion
•Advertising: tri media, posters,
cinema videos, new media
•PR & Events sponsorship
•Sales promotion
•Trade promotion
•Telephone selling
•Brochures
•Catalogues
•Direct Mail
•Sales force
Promotion
•Remote
•Multi-media
•Telephone
•Paper
•Face to face
•Shop
•Personal service
•Third party agency
Product
Marketing
Place
Price
• Customer
benefit
• Quality
• Design
• Technical feature
• Branding
• Packaging
• Service
• Training
•Discounts
•Bundling items or price separately
•Lump sum or piece rate
•Rebates or loyalty scheme
•Undersell or oversell the competition

17. 4 C vs. 4 P
Product
Price
Customer
Want/ Need
Convenience
Place
Cost
Communication
Promotion

18. Right frame work for marketing
Module 2
By
Romualdo Romeo Ortiz

19. Basic Sales Transaction
Offers
Product
Buyer
Seller
Money
Satisfaction
Sales sāl n 1: the act of selling ; esp : transfer
of ownership of property from one person to
another for a price 2. the business of selling

20. Simple Marketing System
PROMOTION
COMMUNICATION
Good/Service /Product
Sellers
Buyers
Money
INFORMATION
PRODUCT
PRICE
PLACE

21. Sales vs. Marketing
The selling concept
Factory
Products
Selling &
Promoting
Profit through
sales volume
Integrated
Marketing
Profit through
customer
satisfaction
The marketing concept
Target Market
Customer needs

22. Sales Vs. Marketing
Sales
• Introverted
• Inward looking
• Starts w/ the product
• Shorter time horizon
• Is about revenue this week
• Focus on one aspect of your
business
Marketing
• Extroverted
• Outward looking
• Starts w/ the customer
• Longer time horizon
• About profit this year
• The ethos of the
organization

23. What a company offers in the marketplace can be categorize to five
Pure Tangible
Offer consist only of a tangible
Good such as soap, toothpaste, or salt
Tangible w/ accompanying
services
Car , Computer
Hybrid
Equal part of goods and services
Restaurant food and service
Major services +minor
goods & services
Pure services
Airline Major is the service, minor is the tangible
Psychotherapy, massages

24. Lets briefly define & discuss
Services are intangible. Unlike physical
products it can not be seen, tasted,
felt, heard or smelled before they are
bought.
What customers do to reduce
uncertainty, they look for signs or
evidence of the service quality
And they draw their inferences about
service quality on 6 elements
Place, People, Physical evidence,
Processes communication (promotion
)materials, symbols (branding) and price
they see.

25. Place
Ambience, The physical setting must connote quick,
precise, concise service, clean, layout of the store, traffic
flow should be carefully planned
People
the selection , training, and motivation of
employees make a huge impact on customer
satisfaction
Physical evidence
Building/Façade etc
Processes
Advertising
Price
•Look and observable style of dealing with customer that carries
out its intended Customer Value Proposition (cvp), cleanliness ,
speed or other benefit, should be and looks like state of the art
materials: Brochure, leaflet , poster, streamer , etc ,symbols
(branding) Is a name , term, sign, symbol or design or a
combination of them intended to identify the goods or service of
one seller or group of sellers and to differentiate them from those
of competitor
The value offered for the service

26. People
Physical
evidence
Processes
Service quality
Place, Physical evidence,
Communication (promotion )materials
symbols (branding)
Price
Processes

27. Lets briefly define & discuss
For product , marketers are
task to add abstract ideas,
Marketing’s task is to put physical
evidence and imagery on the abstract
offers.
Whereas Task of service provider
is to "manage the evidence," to
tangibilize the intangible,

28. Lets briefly define & discuss
What we wish to provide the
customer is a service that can
eventually give him
A TRULY MEMORABLE
EXPERIENCE

29. Basic Sales Process
Module 3
By Romualdo Romeo Ortiz

30. Six Steps In Selling Process
•
•
•
•
•
•
Prospecting
Researching
Approaching the prospect
Presentation
Handling objections
Closing the deal

31. Prospecting
A planned and systematic process of
identifying qualified or possible
people to avail of our products or
services.

32. Why is Prospecting Important?
Prospecting
salesman
is important to every
because it means finding
suitable people to whom you can sell
your product or services and without
enough of such people, no salesman can
survive.

33. Increasing your
BATTING AVERAGE
• By focusing on the QUANTITY of your
leads
• By improving the QUALITY of your
leads.
• By increasing your conversion ratio
through QUALITY SELLING SKILLS.

34. P
- Provide yourself a list of prospects.
R
O
- Record new prospects daily.
- Organize your prospecting activities into a
regular habit.
- Subject “suspects” to the ARENA
test - QUALIFY them.
- Plan your search.
- Exercise your imagination.
- Collect referred leads from every
contact.
- Train yourself to eliminate “china
egg.”
S
P
E
C
T

35. QUALIFYING THE PROSPECT
-
Ability to pay
-
Reasonably approachable
-
Eligibility to buy
-
Need or want
-
Authority/Influence in
Decisions

36. WORKSHOP
Where do you get prospects?
List down your prospects.

37. Prospecting
•
•
•
•
•
•
Referral Prospecting
Non-referral prospecting
KKK
Among people you know
Among old clients
Among total stranger

38. Researching
•
•
•
•
•
•
•
•
Personal Information
Financial resources
Buying Pattern
Personality type
Schedule
Company profile
Product line
Decision Maker
The discount & Freebie grabber : the type
who would always demand
Something extra, like discounts, rebates &
gifts
The evasive buyer: difficult to get hold,
does not reply to text, calls
Keeps rescheduling appointments. Get help
from his secretary
The complaining buyer always have
something against you & your
Company, treat this with understanding,
empathy & patience
Domineering buyer a strong willed &
powerful & difficult to get along
With, but can be a positive ally & friend
once you gain his trust
Analytical suspicious buyer this one wants everything in
writing, hate
Foul ups, be careful when dealing with this, impress
him by name
Dropping of trusted people & companies

39. THE APPROACH
Making the Right Impression

40. Approaching The Prospect
• By phone or by email
• By sending formal proposal
• By meeting prospect personally

41. 10 Effective Strategies In Approaching Prospects
• Introducing yourself
• Introducing your
product
• Emphasizing consumer
benefit
• Piquing the prospects
curiosity
• Offering premium or
reward
•
•
•
•
•
Starting with a demo
Posing questions
Using statistics
Paying a complement
Obtaining a referral

42. 12 Essentials of an Effective Approach
• Pick the proper place and
time correct timing
• Use interesting opening
statement or question use
visual grabber
• Promptly hand over your
business card
• Be brave & confident but
courteous
• Gauge the mood of your
prospect
• Strike up a conversation
• Ask Questions
• Make the prospect feel at
ease
• Get the complete undivided
attention
• State your offer clearly and
succintly
• Make an appointment
• Keep your appointment and
arrive on time

43. Elements of a Formal Sales Proposal
Title Page: Present an attactive, professional
Looking title page that clearly specify the name
Of sender and the date
Cover Letter: Grab attention by briefly summing
Up sales offer. This should be long enough to cover
The essential parts & short enough to keep it
exciting
Table of content:List all the tables, illustrations
In addition to all section & subsections
Body present an outline of the prospects current
Situation priot to use of the proposed system. Highlight
Benefits and sales offering. Show cost benefit ratio
& amount of investment needed.Show proof that offer
Will result to tremendous savings & multiple benefit
Summary: state your proposition in a single brief
Concise statement that can easily & quickly read
& understood
Contract Provides the prospect with a firm legal
Document to sign or discuss

44. Proper Introduction

USE HIS NAME CORRECTLY
The sound of a person’s own name is the
sweetest sound in his language.
Always
address the customer by
name, if you can possibly find out his
name.

USE YOUR NAME
CORRECTLY
When you state your name give
your first name first, then your
surname.

45. Make THE HANDSHAKE Work For
You, Not Against You
“TAKE YOUR LEAD from the customers.”

46. COMMUNICATION
SENDER ------------ MESSAGE ------------- RECEIVER

47. One-way Communication
V.S.
Two-way Communication

48. 3 ELEMENTS OF COMMUNICATION
Non-verbal (Gestures)
Tone of Voice
Words Used

50. Words



Include Technical Jargon only if
necessary
Use Acceptable Levels of the
English or Pilipino Language
Connotation and Associations of
Words must be positive

51. INTERACTION SKILLS
Questioning
and
Listening

52. INVESTIGATION
Asking
Right Questions
at the
Right Time

53. Why Ask Questions?
When asked the right way and at the right time, questions can give you direct insight
into the heart and soul of your prospects and provide you with road map of where you
should take your discussion.
To obtain information
To provide information
To check comprehension
To measure interest
To encourage client participation

54. Asking Questions: How to Do It
Two Main Types of Questions
Open:
• Open questions require some amount of explanation to be answered.
• When you want to explore what your prospect thinks about a
particular vehicle, you should use open questions.
• However, if you need a simple yes or no response, then open
questions are definitely out.
Closed:
• Closed questions can be answered with a simple yes or no or another
such specific response.
• If you merely want to get specific answer to specific questions - and
to avoid wasting time with a lot of needless discussion - then you
should use closed questions.

55. Use of Questions
TO:



Determine Problems
Understand Requests
Establish Needs
TO:

Ask Customer to explain
requests or problems
TO:

Ask for more information
to determine a course of
action
TO:

Get Agreement
USE:
Open Questions
USE:
Open Question
USE:
Both Open &
Closed
USE:
Closed

56. WORKSHOP
How do we approach . . .
1. Prospects who are endorsed or referred to
us?
2. Prospects who walk-in the branch the first
time.
3. Regular walk-in Top customers.

57. The Presentation
The AIDA approach
A ttention
I nterest
D esire
A ction

58. Planning Your Presentation
•
•
•
•
•
•
Product
Target client
Call Objective
Product story
Product tag line
Opening statement
• Main presentation
• Possible objection &
counter objections
• Sources
• Closing

59. Ingredients of Effective Presentation
• Establish your legitimacy and
demonstrate your expertise
• Establish rapport
• Mention all the benefits your
product or service offers
• Have conviction
• Be clear accurate and precise
• Be creative and give life to the
presentation
• Customize your presentation
according to the personality,
interest & needs of the client
• Try to keep clients interest and
focus on your presentation
• Give the client a chance to
speak out and listen to
everything he has to say
• Provide the client with a print
out of your presentation
• Rehearse and critique your
presentation

60. Handling objections

61. “The salesman’s job starts when the
customer says NO! ”

62. Objection Handling
• Remember that answering an objection is not a
matter of pointing out that the prospect is wrong,
or his logic faulty.
• You must work with him to show
proposition will do for him.
what
your

63. Objection Handling
• The only way to answer an objection satisfactorily
is to sell Benefits and more Benefits until he is
convinced that the sacrifice he must make to
obtain your product is worthwhile. To do this, one
must have the techniques required in handling
objections.

64. The ABC’s in Dealing with the “NO”
Anticipating the Common Objections
Boomerang
Compensating
Delaying your answer

65. The ABC’s in Dealing with the “NO”
Expressing it as a question
Factual Justification
Giving a Demonstration
Handling it with a Closing Action

66. WORKSHOP
What do you think are the common
objections that may be thrown at you?
How will you handle them? What would
Be your answers to these objections?

67. Objection Handling
Product / Feature Objections –
• This can be avoided if the Branch Manager/Sales
Agent is well prepared. The product or service will
have been offered in the first place because it
genuinely contains benefits for the buyer

68. Objection Handling
Competition / Loyalty Objections • This is an expression of the prospect’s confidence
in his existing supplier. This is a real challenge to
the Branch Manager/Sales Agent .
• Do not knock the opposition. It would amount to
an attack on the client’s judgment.

69. Objection Handling
Competition / Loyalty Objections • Here the Branch Manager/Sales Agent must be
patient.
• Offer your service as a safeguard. This will not
commit the buyer. Then, find good reasons for
returning to see him.

70. Objection Handling
Price Objections –
More often than not, the propsect is not so much interested in
price as in VALUE FOR MONEY. So the Branch Manager/Sales
Agent points out the benefits of his proposal in terms of its
profitability or savings and links them to the consequent return
to the prospect.

71. Objection Handling
Company Objection Based upon the company’s financial standing, personnel,
business.
Time / Delay Objections –
This is a difficult one to cope with because it seems a
reasonable thing for the buyer to do. After all it could be
genuine. On the other hand, it could be a means of avoiding
making a decision for some other reason. It could be the
prospect is still not convinced, or that he genuinely needs time
to think.

72. Objection Handling Techniques
1. Anticipating the Common Objections
(“Raise it First”)
There are some objections that can be raised by the
branch manager/sales agent at the initial stages of
his/her presentation. However, this technique must
be used carefully since the objection that was raised
by the branch manager/sales agent may not be a
concern of the prospect in the first place.

73. Objection Handling Techniques
2. Boomerang –
The objection raised by the prospect is used by the
branch manager/sales agent to reinforce his claims
or his presentation.

74. Objection Handling Techniques
3. Compensating (Admit and Compensate)
There will be times when a branch manager/sales
agent will have to simply admit that the objection of
the prospect is valid -- but he cannot take this sitting
down.
A prospect may say that the product is very
expensive, and while the branch manager/sales
agent may accept that his product may be premium
priced, he compensates by explaining the concept of
“value for money” by giving the other benefits of his
product.

75. Objection Handling Techniques
4. Delaying your answer
To buy more time, a branch manager/sales agent
may respond by saying “Let me answer that
question in a little while.” Just be careful not to
forget to go back to the objection afterwards.

76. Objection Handling Techniques
5. Expressing it as a question
Another way of handling objections is through the
use of questions. Rephrase the objection and ask
the prospect questions to clarify your thinking as to
what the prospect is really asking for.

77. Objection Handling Techniques
6. Factual Justification
The use of facts and data can further support your
claims or answers. The more objective the data is,
the more reliable it can be used to handle
objections.
7. Giving a Demonstration
A good way of dealing with an objection is through
“SHOWING.” Let them appreciate the product
through their other senses.

78. Objection Handling Techniques
8. Handling it with a Closing Action
Challenge them to purchase if you are able to prove
that you’re right.

79. 


How You Can Be Prepared
To Answer Any Objection
sure your Attitude towards objections
Make
Show your prospects that you welcome them.
is right.
Acquire sufficient Knowledge on your company and the
products or services you are offering.
Develop Skills in handling objections by listing all
objections and questions you are likely to hear from
prospects and the best answers to each questions.

80. How You Can Be Prepared
To Answer Any Objection


Create the best combination of words to sell enough
benefits to get him to agree his question has been
answered satisfactorily.
Believe in what you’re saying!

81. K-A-S-H
Knowledge
Skills
Attitudes
HABITS

82. Handling Objections
8 common sources of objection
• They do not trust you and
your company
• They have doubts about the
quality of the
products/service you are
offering
• They are not convince that
they need the product /
service
• The product/service is not
attractive to them& it does
not have what they are
looking for
• They cannot afford the
productor they are not
satisfied with the price
package
• They are not satisfied with
the terms & conditions of the
sales
• They are not satisfied with
your delivery of service
• The product is new &
unknown no demand yet

83. 10 Steps In Handling Objections Or
Addressing Concern
• Prepare ready answer to
possible objections
• Listen to all the clients
questions & querries &
objections
• Respond promptly
• Keep a cool head
• Be friendly & pleasant
•
•
•
•
Always keep to the point
Reassure the client
Allow small concession
Don’t hesitate to make
referral
• Don’t lose contact with
the client

84. How to Respond Promptly
•
•
•
•
•
•
The direct approach
The indirect approach
The boomerang approach
The probing & questioning approach
The compensation/ offsetting approach
The ignore approach

85. Handling Difficult Sales Situation
•
•
•
•
Your first sales call
Facing the competitor
The demanding customer
Customer tantrums ( hot headed difficult
customer )
• Personal favor
• The elusive customer
• Fear of rejection

86. Closing the Deal

87. Closing A Deal
When to close the deal…. When the client…
• Closely examines the product and read the label, ask you to
describe the product/service in more details or asks a lot of
questions regarding the terms of the sale
• Nods in agreement or say yes to your explanations
• Smiles a lot and seems to be in a pleasant mood
• Asks about the details of delivery or installation
• Starts to negotiate about the price, discounts, trade offs ,
terms and policies of the sales, including service warranties
• Asks for assurance regarding products quality, durability etc

88. Closing A Deal
When to close the deal…. When the client…
•
•
•
•
Asks about the mode of paymentand related company policies
Request a demo of the product or a product sample for trial
Request for a plant tour or an audience with your superior
Shows an attitude of ownership such as “ I agree that this
original Amorsolo painting will definitely enhance our living
room”
• Wants to see the manual for how to correctly operate your
product

89. How To Close A Deal
Keep this in mind that your goal is to
Obtain from the client.
• A firm commitment , a signed order a verbal acceptance that
the client will buy your product/service
• A positive agreement , a promise that he will buy in the
immediate future

90. How To Close A Deal
How to determine the state of your customer mind
Your clients response on the following
will give you a good idea
• Have I explained everything to your satisfaction so
far
• Was I able to address all of your concerns
• Have I provided the solutions to your problems
• Are you convinced that product x is truly qualified to
satisfy your needs and wants

91. Closing techniques
• The Direct Close
• The positive choice
close
• The boomerang
• The summary close
• The Reference verbal
proof
• The concession close
• The Example close
• The caution close/score
method
• The isolation close
• The Benjamin Franklin
close
• The sharp single close
• The negative close
• The puppy dog close
If client customer is already showing visible buying signal don’t hesitate to ask directly
Whether she would want to buy

92. Direct close
Indication :Buyer is sending buying signal and answers
yes to your leading questions, then it is safe to
assume that customer is interested enough to buy,
do not hesitate to ask the customer directly whether
she would want to buy the product.
Ex.
Do we have a deal? Can I have our commitment
When can I call you for an order?
Do we have an agreement?
Can I have your order?
How soon or where do you like the products delivered?
When is the best time to get the P.O.?
Can I take your order now and I can pick up the payment this afternoon?

93. Positive choice
Indication: Present the client with two choices
whichever he picks will imply that he has
agreed to buy. In other words, the moment he
chooses implied he has accepted the offer
Example
Do you prefer the larger blister pack or the smaller ones?
The sachets or poly bags?
Would you like the ads to start in March or April?
Do you prefer to pay in cash or instalment?
Blue or red?

94. Boomerang
Indication: you answer the client question by
asking another question, this one meant to
imply that the client is buying
Client asking for a particular feature, ask if he would prefer his unit to come with
That feature.
Does this come in a variety of color’s ? How many color’s would you prefer?

95. Summary close
Indication: involves first summarizing the main
points of your presentation, emphasizing all
the significant qualities of your product that
the other products of the same kind do not
have.
Ex. Our product is to so and so. We will provide you with so and so and so. And here
The details of your order....

96. Reference/Verbal proof close
Indication: Citing a recognized and trusted
authority as a reference.
Ex. Our product has passed ISO 9001 standard
Our existing clients include some of the top companies in the
Philippines like, SMC, Robinson, Ayala
Our product is biodegradable and duly approved by BFADD

97. Concession Close
Indication: In sales lingo, a concession is
something that costs you or your company a
little but has a high perceived value for the
customer.
Ex: I will offer you a small price reduction f you order now.
I will offer you a small specification change at no extra cost
We offer a 10 % discount for a Php 3 million minimum purchase
Buy within the next two weeks and you can avail of a 20 %
discount

98. Caution close/Score Method
Instead of telling the client what she will gain if she
buys your product, here point out instead what the
client will lose if she does not avail of the offer. Do
not sound threatening, rather adopt a helpful
attitude, works will client who does not want to lose,
or who tend to regret their decisions
Ex: If you do not place your order now there is a chance the
Product will be out of stock and the inflation rate will be higher
In the feature.
Our special discount is good until next week, if you do not order
by then you will not be able to avail the promo price
Act now or you miss out on our special 40% discount

99. Isolation close
Indication: after neutralizing all of the clients concerns,
he comes up with last minute one, tell him you will
isolate it and work on that issue only until you have
manage to dissolved it.
Ex: Is this the only thing bothering you? If I could remove your
doubts about this Will you buy?
If I can shorten the delivery time as you want, will that make you
happy?

100. Ben Franklin Close
Indication: Write in a piece of paper the Yes and
NO column. Explain to client to list down all
his reasons favoring the decision under the
Yes, and all his reasons against the decision in
the No column, Then help the customer list
down all the positive things about offer that
you have agreed almost always the benefit
you helped him list will outnumber the clients
objections

101. Sharp angle
Indication: Use this method when you have a
tough client who fires a lot of demanding
questions at you. The moment he asks for
something, ask him whether he will sign the
contract if you can provide what he wants?

102. Example close
Indication: Describe how a former client with
the same objection decided to take the risk
and accepted the offer and how they are
doing well.
Or you may describe how a previous customer
with the same dilemma refused your offer and
ended up losing. Quickly follow up this
example with your closing question

103. Negative close
Indication: This technique emphasizes the
disadvantage or perceived weakness of the
product or service and asking the client if he
still wants to proceed in buying.
Ex: Here is a refrigerator that exceeds customer expectation
With respect to quality, durability and service warranty. The only
Problem is it has too much space inside that a newly wed couple
Would find it difficult filling up. Will this ref fit your need in the
Next couple of years? Will you pay in cash or credit?

104. Puppy dog close
Indication: Involves using the product as a lure,
letting the client sample it and take it home like a
puppy dog. Like a puppy dog it is expected to
work into the heart of the client until he finds it
indispensible. This work extremely well especially
if your product has new features that you are
sure your client will fall in love with. After some
time when you feel the “puppy dog” has done its
job, drop by and take it back and to have your
order form signed

105. Thank you