Effective Advertising Solutions

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Head Office 237 Berkely road C4 (in the small business complex) Unanderra NSW 2526

Purpose of this manual To provide you with practical sales skills, experience and understanding this will give you the opportunity to improve the quality of your communications of your day to day life. To be used as a staff training tool, this will save you thousands of dollars per year in training. Who should have this manual? Real estate agents, Car sales people, Universities, Tafe colleges, Business colleges, Sales Managers, Sales Trainers, businesses who want to train their staff whether they have no experience or are top gun sales people, and everybody in a sales environment. Discover selling techniques you will love! This is a one of a kind sales training tool, designed to get excellent results in selling. If you want easier sales, buy it now! This will mean more money, and less stress. It has been tried and tested, which means it is proven to work. If you want an Effective Training tool for your business, then you should buy it. If you do buy it you will be saving thousands of dollars per year in sales training, and at the same time increasing your company s productivity which means more money for you. If you want fast results and a tool which will improve your communication skills in business and your personal life then buy it. This manual has been created by an author who has been taught by National Sales Trainers and National Sales Managers, with over 30 years combined experience. This means that you will be saving yourself years of selling the wrong way, Make the right choice today to sell more buy it now! Exclusive 30 Money back Guarantee.Hurry while stocks last. (Conditions apply)This book is also on www.amazon.com www.seekbooks.com.au www.booksurge.com.au soon to be on more sites. CONTENTS Acknowledgment 1 1. Targeting & Qualifying Customers 1 1.1 Who Are Your Customers? 1 1.2 Ice Breakers What Are They? 1 1.3 The Art of Prospecting 2 1.4 Qualify Your Customers 4 1.5 When Should we Qualify Customers? 5 1.6 Networking 6 1.7 Data Bases 6 1.8 Planning 7 2. Techniques & the Psychology of Selling 8 2.1 Why Use Sales Techniques? 8 2.2 The Power of Persuasion 8 2.3 Balance Your Encounters 11 3. You Only Get One Chance at a First Impression 12 3.1 Personal Presentations 12 3.2 Punctuality 12 3.3 Your Introduction 13 3.4 Non Face-to-Face First Impressions 13 4. First Things First 14 4.1 Opening Techniques 14 4.2 Prepare a Strong Opening 14 4.3 Attention Grabbers 15 4.5 Active Listening 17 4.6 Tips on Executing the Sale 18 5. Buying Signals 20 5.1 Recognising Buying Signals 20 5.2 How to Answer Buying Signals 22 6. Needs Analysis & Questioning Techniques 25 6.1 Needs Analysis 25 6.2 Trends and Needs 26 6.3 Questioning Techniques 28 6.4 Benefit Selling Technique 32 6.5 Avoid Assertive Words 36 7. Objections 37 7.1 Acknowledge a Customer s Objections 37 7.2 Evaluate the Objection 39 7.3 Think Before Answering 40 7.4 Answer Calmly and Confidently 41 7.5 Testimonials 43 7.6 Rephrasing a Question 43 7.7 Objections 44 7.8 Hot Tips 45 8. Effective Closing Techniques 46 8.1 An Effective Close 46 8.2 Close for an Order 46 8.3 Directive Technique 49 8.4 The Alternate Technique 49 8.5 The What IF Technique 51 8.6 Time Sensitive Technique 54 9. Action Plans and Follow-ups 55 9.1 Plan of Action 55 9.2 Techniques for Follow-up Calls 57 10. Conclusion 60 Appendixes Appendix 1: Recommended Reading 62 Appendix 2: How to tell if someone is Lying 63 Appendix 3: Work Sheets 64