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Sales 101

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J
John Beaver

Developing a Sales Rep

BusinessTechnologie
1 von 12
[object Object],[object Object],[object Object]
A vs. B Customer Perception Vs. Representative Self Perception
SELLING ANIMAL What is your selling style?
[object Object],[object Object],[object Object],Questions
1980’s Selling Style (A-B-C’s of Selling) - 10% Relate - 20% Qualify - 30% Present - 40% Close
2009 Selling (Relationship Selling) - 40% Trust - 30% Needs - 20% Solution - 10% Close
Understanding the Customer
Understanding the Representative Talent Attitude Skill Knowledge Brought Taught
The Intersecting Circles of Sales Success $
Understanding You, Competitors & Customers ,[object Object],[object Object],[object Object],[object Object]
ELEMENTS OF A SALES CALL ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Putting the Pieces Together ,[object Object],[object Object],[object Object],[object Object]

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