SELLING BEYOND
TELLING
(SELLING YOUR PERSONALITY WAY)
PRESENTED BY
ENGR. JOHN IBEBUNJO
SALES CONSULTANT

TWO DAYS AT A GLANCE
MODULE 10
CLOSING 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 PERSUASION
Persuasive
SALES
Personality
always get a
Buy-in
DECISION

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

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

Thank You for Your Attention!
QUESTIONS?