What is selling? - - The action of persuading or influencing someone to take your offer
- Selling is helping someone to make the right decision for them.
- Only sell to people that want to buy
Why Sales? - - Sales is oldest profession In life.
- The ability to sell someone on your way of thinking is important.
- You need sales for everything.
- Makes you a better human being and more relatable
Numbers game: - - Selling is a numbers game.
- Need to sell the right thing to the right people.
- Need to go to the right area!
- Right prospects and right area.
- If you want to sell you have to sell to the right people
- Take massive action! Do lots of calls and prospecting and practice see what works.
Prospecting mindset: - - No floor to income and no limit
- Need to close right people
- Do not be afraid of rejection
- Door knocking helps build this mindset
- The opinion of people who don't give you money don't matter
- Rejection is never personal. Do not take it personally.
- Every single sales call makes you money. Every "no" gets you closer to a "yes"
Need balls to do sales
Frame: - - Frame influences everything. It is the perception you show to other people.
, - Make sure client knows you are there to help them. (frame)If it is not a good match don't take money
from them.
- If this deal doesn't close there will be other ones (frame)
- You are a professional selling a great service (frame)
- People can smell if you don't have someone's interest in heart.
- Approach customers to help them.
- Don't come off as pushy and over needy for the business.
- Do not come off as an amateur to a client. Do not beg.
- Be mindful of your frame
Prospects, leads and clients: - - Prospect is a potential client.
- Can pick a specific niche to have a edge and have clear audience. Goal is to get a lead to a client.
- Potential -> lead -> client
- Need a target audience, approach them, turn prospect into leads and lead to client.
Scripts for openings: - - When you start prospecting you will be nervous. It is normal!
- Takes away thinking and anxiousness with a simple opening.
- Do not script whole presentation cause you sound like a robot.
- Only use for certain bits of conversation. Opening, objections and close
Qualifying - - Need to be able to see if you are compatible.
- Depends on how many you can talk to that are a good match. Red light - Green light.
- Waste of time if you waste time on someone who is going to be a NO.
- Need to be able to let them know you are listening to them.
- Creating rapport makes selling so much easier.
- Qualifying helps get most promising leads
Always agreeing: - - If you want to convince, start with agreeing BUT DO NOT AGREE ABOUT
EVERYTHING, DO NOT BE A BITCH
Voordelen van het kopen van samenvattingen bij Stuvia op een rij:
Verzekerd van kwaliteit door reviews
Stuvia-klanten hebben meer dan 700.000 samenvattingen beoordeeld. Zo weet je zeker dat je de beste documenten koopt!
Snel en makkelijk kopen
Je betaalt supersnel en eenmalig met iDeal, creditcard of Stuvia-tegoed voor de samenvatting. Zonder lidmaatschap.
Focus op de essentie
Samenvattingen worden geschreven voor en door anderen. Daarom zijn de samenvattingen altijd betrouwbaar en actueel. Zo kom je snel tot de kern!
Veelgestelde vragen
Wat krijg ik als ik dit document koop?
Je krijgt een PDF, die direct beschikbaar is na je aankoop. Het gekochte document is altijd, overal en oneindig toegankelijk via je profiel.
Tevredenheidsgarantie: hoe werkt dat?
Onze tevredenheidsgarantie zorgt ervoor dat je altijd een studiedocument vindt dat goed bij je past. Je vult een formulier in en onze klantenservice regelt de rest.
Van wie koop ik deze samenvatting?
Stuvia is een marktplaats, je koop dit document dus niet van ons, maar van verkoper VasilyKichigin. Stuvia faciliteert de betaling aan de verkoper.
Zit ik meteen vast aan een abonnement?
Nee, je koopt alleen deze samenvatting voor €12,91. Je zit daarna nergens aan vast.
