brian tracy

14
TRACY’S SALES LESSONS AKDJ'S PRESENTATIONS

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10% of the top millionaires in America started their careers as a sales person. Kick start yours too and become a millionaire, using the tips of world renowned sales trainer- Brian Tracy!

TRANSCRIPT

Page 1: Brian tracy

AKDJ'S PRESENTATIONS

BRIAN TRACY’S

SALES LESSONS

Page 2: Brian tracy

AKDJ'S PRESENTATIONS

Building relationships with customers

Most important salesTele marketingOvercoming objections

Page 3: Brian tracy

AKDJ'S PRESENTATIONS

Since product is complex, relationship is more important.

People buy more from you, if you are :

VibrantLikeable Use the most popular

word – ‘Nice’

Building relationships

with customers

Page 4: Brian tracy

AKDJ'S PRESENTATIONS

AttitudeGood to see ( being polite) SmileAgreeableAdmirationAppreciationUse of wonderful wods

7 Keys to successful sale

Page 5: Brian tracy

AKDJ'S PRESENTATIONS

Treat others like the way you wanted to be treated by others

GOLDEN RULE

Page 6: Brian tracy

AKDJ'S PRESENTATIONS

1st sale is the hardest2nd is the most important

saleOur focus should be on

repeat sales and referralsPurpose of a business is

not to earn profit. It is to acquire customer and capture value and later increase share of wallet.

MOST IMPORTANT SALES

Page 7: Brian tracy

AKDJ'S PRESENTATIONS

Market competitionMore negotiationHigh customer awareness Sophisticated demands by

the customers

WHY SALES HAS BECOME MORE DIFFICULT

Page 8: Brian tracy

AKDJ'S PRESENTATIONS

5 uses of telemarketing for business purpose :ProspectingSaves timeHandling customer

queries/complaints and follow up

Outbound sellingInbound selling

TELE MARKETING

Page 9: Brian tracy

AKDJ'S PRESENTATIONS

Customer satisfactionExceeding customer

satisfactionDelighting the customer

(Augmented product) Fulfilling their dream

(Potential product)LEVELS OF

CUSTOMER SATISFACTION

Page 10: Brian tracy

AKDJ'S PRESENTATIONS

Establish Rapport Identifying the customer problemGive solution to the customer

What customers expect from you ?They want to be treated wellThey want a solution They want a proper serviceThey want value for money

3 steps for successful telemarketing

Page 11: Brian tracy

AKDJ'S PRESENTATIONS

Why objections? Fuzzy understanding

about product Incomplete information by

the sales personProblem Is not clearThere is no increased

urgency Unique selling Proposition

is not clear

OVERCOMING OBJECTIONS

Page 12: Brian tracy

AKDJ'S PRESENTATIONS

Price objections Fear of change objectionsTrust objections Lack of Urgency

TYPES OF OBJECTIONS

Page 13: Brian tracy

AKDJ'S PRESENTATIONS

Provide a proofAnswer questionProceed with your

presenation

STEPS IN ANSWERING OBJECTIONS

Page 14: Brian tracy

AKDJ'S PRESENTATIONS

THANK YOU