1 Introduction .......................................................................................................................................... 3
1.1 What is sales? ................................................................................................................................ 3
1.2 Central Position of sales in the company ...................................................................................... 3
1.3 The social side of sales .................................................................................................................. 3
1.4 Hard selling vs soft selling ............................................................................................................. 3
2 LSD, Personalities & Body Language .................................................................................................... 4
2.1 LSD ................................................................................................................................................. 4
2.2 Body language ............................................................................................................................... 4
2.3 Personalities .................................................................................................................................. 4
2.4 Understanding the impact of why (Golden Circle) ........................................................................ 4
3 AIDA & Customer Journey Loyalty Loop............................................................................................... 5
3.1 AIDA ............................................................................................................................................... 5
3.2 Sales funnel ................................................................................................................................... 5
3.3 The customer Journey ................................................................................................................... 6
3.4 The Loyalty loop ............................................................................................................................ 6
4 Goals, time management & address management.............................................................................. 7
4.1 (SMART) Goals ............................................................................................................................... 7
4.2 Prospecting (See point 5) .............................................................................................................. 7
4.2.1 General ................................................................................................................................... 7
4.2.2 Cold vs Warm Prospecting...................................................................................................... 7
4.2.3 Why prospect?........................................................................................................................ 7
4.2.4 Preparation ............................................................................................................................. 8
4.2.5 Mediums ................................................................................................................................. 8
4.2.6 Building your database ............................................................................................................... 9
4.3 Time Management & Productivity ................................................................................................ 9
5 Prospecting ........................................................................................................................................... 9
5.1 CRM ............................................................................................................................................... 9
5.1.1 General ................................................................................................................................... 9
4 goals.............................................................................................................................................. 9
5.1.2 CRM & Sales............................................................................................................................ 9
5.2 Mailings ....................................................................................................................................... 10
5.2.1 Sales Goals ................................................................................................................................ 10
1
Rania El Ghalbzouri
, Sales Summary
2022-2023
5.2.2 Mailing as sales ..................................................................................................................... 11
5.3 Prospecting by phone .................................................................................................................. 11
5.3.1 Making appointments vs sales ................................................................................................. 11
5.2.2 The flow .................................................................................................................................... 12
5.2.3 Closing .................................................................................................................................. 12
5.3.1 Handling objections .............................................................................................................. 12
6 cialdini assertiveness .......................................................................................................................... 13
6.1 General ........................................................................................................................................ 13
6.2 Assertive communication ............................................................................................................ 13
7 Sales Coversation................................................................................................................................ 14
2
Rania El Ghalbzouri
, Sales Summary
2022-2023
1 Introduction
1.1 What is sales?
Selling is transforming a need of a customer into an action (of buying) via different
steps.
1.2 Central Position of sales in the company
1.3 The social side of sales
• Problem solving
• Socially skilled
• Educational role
• Catalyst for innovation and
change
1.4 Hard selling vs soft selling
3
Rania El Ghalbzouri
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