TSEM 2 – The Sales Process

5 out of 5
5
5 VLERESIME

A full knowledge of The Sales Process is the cornerstone of a successful sales career.

This step by step breakdown gives you the exact mechanics and precise actions to take.

1. Road to the Sale

1
Introducing – Road to the Sale
2
The Sales Process – 1. Road to the Sale = 1. What is the Road to The Sale
04:26
3
The Sales Process – 1. Road to the Sale = 2. Steps in the Road to the Sale 1-13
04:43
4
The Sales Process – 1. Road to the Sale = 3. Mistakes to Avoid
05:52
5
The Sales Process – 1. Road to the Sale = 4. Commit to the Steps
04:49

2. Attitude

1
Introducing – Attitude
2
The Sales Process – 2. Attitude = 1. Your Mental Disposition
05:05
3
The Sales Process – 2. Attitude = 2. Service is Senior
03:59
4
The Sales Process – 2. Attitude = 3. Verbally Deliver a Great Attitude
03:33
5
The Sales Process – 2. Attitude = 4. How to Stay Positive
07:09
6
The Sales Process – 2. Attitude = 5. Triks to Staying Positive
07:32
7
The Sales Process – 2. Attitude = 6. 20 Traits of a Great Attitude
07:01
8
The Sales Process – 2. Attitude = 7. Rules to Being Positive
09:34
9
The Sales Process – 2. Attitude = 8. Positive Communication
07:27
10
The Sales Process – 2. Attitude = 9. Summary
03:35

3. The Greeting

1
Introducing – The Greeting
2
The Sales Process – 3. The Greeting = 1. Purpose of the Greeting
04:13
3
The Sales Process – 3. The Greeting = 2. Your Introduction
05:11
4
The Sales Process – 3. The Greeting = 3. Putting the Buyer at Ease
05:27
5
The Sales Process – 3. The Greeting = 4. Handling the RDR
06:40
6
The Sales Process – 3. The Greeting = 5. Common Ground
05:17
7
The Sales Process – 3. The Greeting = 6. Using Information
06:20
8
The Sales Process – 3. The Greeting = 7. Using information Part 2
05:29
9
The Sales Process – 3. The Greeting = 8. Information Gets You Information
03:32
10
The Sales Process – 3. The Greeting = 9. Dress and Posture
05:23
11
The Sales Process – 3. The Greeting = 10. Tips on the Greeting
02:04
12
The Sales Process – 3. The Greeting = 11. Biggest Mistakes in The Greeting
03:42
13
The Sales Process – 3. The Greeting = 12. Great Greetings
01:37
14
The Sales Process – 3. The Greeting = 13. Terrible Greetings
01:26

4. Objections In The Greeting

1
Introducing – Objections In The Greeting
2
The Sales Process – 4. Objections In The Greeting = 1. Handling Objections in The Greeting
02:24
3
The Sales Process – 4. Objections In The Greeting = 2. Difference Between Want and Ask
03:48
4
The Sales Process – 4. Objections In The Greeting = 3. Initiate Objections in the Greeting
05:20
5
The Sales Process – 4. Objections In The Greeting = 4. Handling Price in the Greeting
04:32
6
The Sales Process – 4. Objections In The Greeting = 5. Mistaks Made in Handling Price
03:14
7
The Sales Process – 4. Objections In The Greeting = 6. Just Looking
05:18
8
The Sales Process – 4. Objections In The Greeting = 7. Want to Speak To Your Manager
05:30
9
The Sales Process – 4. Objections In The Greeting = 8. Time Objections
04:04
10
The Sales Process – 4. Objections In The Greeting = 9. Concerning Financing
04:19
11
The Sales Process – 4. Objections In The Greeting = 10. Credit Concerns
03:35
12
The Sales Process – 4. Objections In The Greeting = 11. What Will the Payments be On
03:21

5. Fact Finding

1
Introducing – Fact Finding
2
The Sales Process – 5. Fact Finding = 1. The Importance of Fact Finding
02:24
3
The Sales Process – 5. Fact Finding = 2. 21st Century Fact Finding Best Practices
04:38
4
The Sales Process – 5. Fact Finding = 3. What – Why – How
03:31
5
The Sales Process – 5. Fact Finding = 4. Wrong Product
05:37
6
The Sales Process – 5. Fact Finding = 5. Clues from the last Purchase
03:43
7
The Sales Process – 5. Fact Finding = 6. Questions Not to Ask
01:49
8
The Sales Process – 5. Fact Finding = 7. The New Situation
01:40

6. Presentation

1
Introducing – Presentation
2
The Sales Process – 6. Presentation = 2. Selection
03:31
3
The Sales Process – 6. Presentation = 3. Verify Selection With Alternatives
06:57
4
The Sales Process – 6. Presentation = 4. More On Alternatives
04:42
5
The Sales Process – 6. Presentation = 5. Demonstration Basics
04:08
6
The Sales Process – 6. Presentation = 6. Feature Advantage Benefit
02:59
7
The Sales Process – 6. Presentation = 7. Product Knowledge – Mistakes
02:54
8
The Sales Process – 6. Presentation = 8. The Why
02:28
9
The Sales Process – 6. Presentation = 9. Why’s and APES
02:44
10
The Sales Process – 6. Presentation = 10. Controlled Presentations
04:52
11
The Sales Process – 6. Presentation = 11. Present First
04:01
12
The Sales Process – 6. Presentation = 12. The Rules
04:45
13
The Sales Process – 6. Presentation = 13. Assumptive
03:46
14
The Sales Process – 6. Presentation = 14. Demonstration – Mistakes
05:21
15
The Sales Process – 6. Presentation = 15. Demonstration – Objections
03:42
16
The Sales Process – 6. Presentation = 16. Sell Yourself
04:13
17
The Sales Process – 6. Presentation = 17. Super Freak The Presentation
03:49

7. Trial Closes

1
Introducing – Trial Closes
2
The Sales Process – 7. Trial Closes = 1. What’s a Trial Close
02:30
3
The Sales Process – 7. Trial Closes = 2. Trial closes you can use
01:52
4
The Sales Process – 7. Trial Closes = 3. Gaining Mental Ownership
05:11
5
The Sales Process – 7. Trial Closes = 4. Objections to trial closes
02:43
6
The Sales Process – 7. Trial Closes = 5. Not just the product
02:49
7
The Sales Process – 7. Trial Closes = 6. Make Them Feel Like Family
05:39

8. Write Up

1
Introducing – Write Up
2
The Sales Process – 8. Write Up = 1. Introduction
04:42
3
The Sales Process – 8. Write Up = 2. Excuses
03:50
4
The Sales Process – 8. Write Up = 3. Increase Write Ups
05:12
5
The Sales Process – 8. Write Up = 4. Mistakes
05:36
6
The Sales Process – 8. Write Up = 5. Assumptions
04:34
7
The Sales Process – 8. Write Up = 6. Objections
03:55
5
5 out of 5
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