IPS Selling Skills Presentation Slideshow

SELLING SKILLS Welcome to… Selling Skills: A Needs-Based Selling Process

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],SELLING SKILLS

Selling Skills: Overview ,[object Object],[object Object]

[object Object],[object Object],Selling Skills - Rapport

Selling Skills - Rapport ,[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],Selling Skills - Rapport

[object Object],[object Object],[object Object],[object Object],Selling Skills - Rapport

Selling Skills: Rapport ,[object Object],[object Object],[object Object],[object Object]

Selling Skills: Rapport ,[object Object],[object Object]

[object Object],[object Object],Selling Skills: Uncovering Needs

[object Object],[object Object],[object Object],[object Object],[object Object],Selling Skills: Uncovering Needs

Selling Skills: Uncovering Needs Open-ended questions are most effective in identifying large quantities of information in a single question. Examples of open-ended questions begin with “What…” “When…” “How…” “Where…”

Selling Skills: Uncovering Needs ,[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],Selling Skills: Uncovering Needs

Selling Skills: Uncovering Needs in the Human Mode ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Selling Skills: Uncovering Needs in the Business Mode ,[object Object],[object Object]

Selling Skills: Solutions & Needs ,[object Object],[object Object]

Selling Skills: Solutions & Needs ,[object Object],[object Object],[object Object]

Selling Skills: Solutions ,[object Object],[object Object],[object Object],[object Object]

Selling Skills: Objections Types of Objections Misunderstanding Usually caused by too little or too much information Doubt The customer doesn’t believe in the product, service, company, or sales person Drawback A fact or belief that another option is more valuable than the solution being offered

Selling Skills: Objections ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Selling Skills: Close ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Selling Skills: Close ,[object Object],[object Object],[object Object],[object Object],Why is all this so important? 9 out of 10 sales people won’t ask for the sale 8 out of 10 customers won’t buy unless you ask

Selling Skills: Close ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Selling Skills: A Final Thought Self-Assessments ,[object Object],[object Object]

Contact US ,[object Object],[object Object],[object Object]

IPS Selling Skills Presentation Slideshow

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IPS Selling Skills Presentation Slideshow