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P U B L I S E R - C o r p u s C o l l o s u m L e a r n i n g . P v t L t d
Y E A R O F P U B L I C A T I O N - 2 0 0 6
P L A C E O F P U B L I C A T I O N -M U M B A I
I S B N - 8 1 - 8 9 1 9 7 - 3 2 - 0
AUTHOR
GEORGE LUDWIG
M.D.(January 4,1922-November 24,1973)Was an American professor of medicineAnd medical researches .The first application of ultrasound to thehuman body for medical purposes ,he was the founder chairman of the department of medicine of the medical college of Ohio.
CONTENTS
THE POWER OF REPUTATIONTHE POWER OF REAL PASSIONTHE POWER OF RESEARCHTHE POWER OF RAPPORTTHE POWER OF RESOURCE
MANAGEMENTTHE POWER OF RESILIENCYTHE POWER OF RELATIONSHIP
THE POWER OF REPUTATION
Know Who You AreBelieve You Can Be BetterMake Sure You’re Credible
LIVE IT ! TURNING YOUR IDENTITY INTO A REPUTATION
Focus on serving buyers Be an Industry Headliner
LEVERAGE IT! USING YOUR REPUTATION TO INCREASE SALES
Capitalize on Your Company’s ReputationLeverage Your Personal ReputationAdvance marketingPersonal Contact marketing
THE POWER OF REAL PASSION
Super change your psychologySelf esteemSales beliefsFocus on your goalDirect your thoughts -Visualization
The power of research
Become the specialistContinuing education
Identify the best account strategy Identify Your Ideal BuyersResearch The Buyer’s OrganizationIdentify your best account strategy
THE POWER OF RAPPORT
caring commonalities communication flexibility likeabilityContacting –follow the rules of engagement face to face engagement tele phone engagement
THE POWER OF RESOURCE MANAGEMENT
Life planStrategic business planMarket position assessmentSales volume goalClient retention
POWER OF RESILIENCY
The ability to keep bouncing back from their difficulties.
Top sales producers develop resiliency by knowing the following.
1) Sales is not the big easy.2) Use your attitude indicator.3) It’s not over until you win.
THE POWER OF RELATIONSHIPS
In selling how we will sell the product
• Start with commitmentClosing the sale-but opening the relationshipCommit to relational bankingDeepen your relationships
synopsis
There should be reputation of the product in the market.
For selling the product we must have a passion to do the work in a better and easy way.
We have to keep on bringing new ideas for the process of selling.
We should maintain good relation with the customers.