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Aamir Jamil Business Beam (Pvt.) Limited Closing Sales Deal  Questions that move you closer to closing the deal.
Objectives of the Session ,[object Object],[object Object]
The Sales Process
Introduction To Sales ,[object Object],[object Object],[object Object],[object Object],[object Object]
Going Beyond “Magic Questions” ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The Buyer’s Perspective ,[object Object],[object Object]
“ Makes Sense”  Selling Model ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Few things to remember  ,[object Object],[object Object],[object Object]
Three Groups to Sell To ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Three Groups to Sell To ,[object Object],[object Object],[object Object],[object Object]
Three Groups to Sell To ,[object Object],[object Object],[object Object],[object Object],[object Object]
Beyond Order Taking ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Why Presentations Fail ,[object Object],[object Object],[object Object],[object Object]
Questions of Six Distinct Categories ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The Sales Continuum ,[object Object],[object Object],[object Object],[object Object]
Sales Conversation Questions
Stages of Sales Conversation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
1. Initiating Contact & Build Rapport ,[object Object],[object Object],[object Object],[object Object],[object Object]
Your Questioning Strategy ,[object Object],[object Object]
The Knockout Question ,[object Object],[object Object],[object Object]
Questions to Ask Yourself ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The Road Map for a Great Conversation ,[object Object],[object Object],[object Object],[object Object]
Rapport Building Questions ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Managing Transition into Business Portion of Meeting ,[object Object],[object Object],[object Object],[object Object]
Don’t Launch into a Monologue! ,[object Object],[object Object],[object Object]
Points Frequently Neglected ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Opening Questions ,[object Object],[object Object],[object Object],[object Object],[object Object]
Your Questioning Strategy ,[object Object],[object Object],[object Object]
Sample Opening Questions ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Caution ,[object Object],[object Object],[object Object]
Follow-Through Question ,[object Object],[object Object],[object Object],[object Object],[object Object]
The 80/20 Rule of Sales Conversations ,[object Object],[object Object]
What is an Effective Follow-Through Question? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Effective Follow-Through Question Sequence ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
3. Move Towards Next-Step ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
When in Doubt! ,[object Object],[object Object],[object Object]
Questions to Use for Backup Plans ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
And If You Can’t Get Next  Step ,[object Object]
4. Right Presentation ,[object Object]
Questions ,[object Object],[object Object],[object Object],[object Object],[object Object]
Situation ,[object Object],[object Object],[object Object],[object Object]
Presentation Checklist
5. Deal with Obstacles ,[object Object],[object Object],[object Object],[object Object],[object Object]
Questions ,[object Object],[object Object],[object Object],[object Object],[object Object]
6. Formalize the Sales Decision ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Questions ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Tips ,[object Object],[object Object],[object Object]
Thank You! Courtesy: Stephan Schiffman’s “The 250 Sales Questions To Close The Deal”.

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Closing sales deal