SELLING BEYOND TELLING(SELLING YOUR

PERSONALITY WAY)

PRESENTED BYENGR. JOHN IBEBUNJOSALES CONSULTANT

TWO DAYS AT A GLANCE

MODULE 10CLOSING SALES

CLOSING SALES (The “YES” WAY)

Learning Goals All participants have understanding of the SALES PROCESS

Every participant see themselves as a necessary part of the revenue generation supply

chain for Protek Ltd.

Each participant embraces the idea of Persuasive creativity in selling

Each participant gain mastery of what it means to be a successful sales person.

Provide each participants with adequate motivation to CLOSE Sales

Learn to manage the sales process by understanding where the sale is and how to keep

the momentum moving forward until a DECISION is made

Master highly effective sales closing techniques unique to individual personalities

Sales Decision Process

The Sales Decision Process is defined as the series of steps you follow as you guide prospects from initial contact to purchase.”

Sales Decision Process

The Sales Decision Process starts with the identification of a NEED with your Customer

Sales Decision Process

Sell Reasons why YOUR SOLUTION/ PRODUCT is the BEST ALTERNATIVE to the Customer’s NEED

Sales Buying Cycle

The Sales Buying Cycle shows how the customer processes and analyzes before buying

No SALES can be CLOSED without a DECISION

Influencers VS Decision Making

Influencers VS Decision Making

Every SALES person job is to identify what & who can influence DECISION

Getting a customer to make a Buying DECISION requires more than TELLING

Influencers VS Decision Making

Influence of PERSUASIONPersuasive SALES Personality always get a Buy-in DECISION

When to CLOSE SALESYou MUST be SENSITIVE to know when you have the Signals from the customer for a PURCHASE

When to CLOSE SALESYou MUST STOP Pitching and DEMAND Commitment when you have the Signals from the customer for a PURCHASE

Thank You for Your Attention!

QUESTIONS?