Sales 101

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Developing a Sales Rep

Empresariales Tecnología

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A vs. B Customer Perception Vs. Representative Self Perception

SELLING ANIMAL What is your selling style?

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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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