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TSEM 2 – The Sales Process
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
3
The Sales Process - 1. Road to the Sale = 2. Steps in the Road to the Sale 1-13
4
The Sales Process - 1. Road to the Sale = 3. Mistakes to Avoid
5
The Sales Process - 1. Road to the Sale = 4. Commit to the Steps
2. Attitude
1
Introducing - Attitude
2
The Sales Process - 2. Attitude = 1. Your Mental Disposition
3
The Sales Process - 2. Attitude = 2. Service is Senior
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The Sales Process - 2. Attitude = 3. Verbally Deliver a Great Attitude
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The Sales Process - 2. Attitude = 4. How to Stay Positive
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The Sales Process - 2. Attitude = 5. Triks to Staying Positive
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The Sales Process - 2. Attitude = 6. 20 Traits of a Great Attitude
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The Sales Process - 2. Attitude = 7. Rules to Being Positive
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The Sales Process - 2. Attitude = 8. Positive Communication
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The Sales Process - 2. Attitude = 9. Summary
3. The Greeting
1
Introducing - The Greeting
2
The Sales Process - 3. The Greeting = 1. Purpose of the Greeting
3
The Sales Process - 3. The Greeting = 2. Your Introduction
4
The Sales Process - 3. The Greeting = 3. Putting the Buyer at Ease
5
The Sales Process - 3. The Greeting = 4. Handling the RDR
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The Sales Process - 3. The Greeting = 5. Common Ground
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The Sales Process - 3. The Greeting = 6. Using Information
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The Sales Process - 3. The Greeting = 7. Using information Part 2
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The Sales Process - 3. The Greeting = 8. Information Gets You Information
10
The Sales Process – 3. The Greeting = 9. Dress and Posture
11
The Sales Process - 3. The Greeting = 10. Tips on the Greeting
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The Sales Process - 3. The Greeting = 11. Biggest Mistakes in The Greeting
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The Sales Process - 3. The Greeting = 12. Great Greetings
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The Sales Process - 3. The Greeting = 13. Terrible Greetings
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
3
The Sales Process - 4. Objections In The Greeting = 2. Difference Between Want and Ask
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The Sales Process - 4. Objections In The Greeting = 3. Initiate Objections in the Greeting
5
The Sales Process - 4. Objections In The Greeting = 4. Handling Price in the Greeting
6
The Sales Process - 4. Objections In The Greeting = 5. Mistaks Made in Handling Price
7
The Sales Process - 4. Objections In The Greeting = 6. Just Looking
8
The Sales Process - 4. Objections In The Greeting = 7. Want to Speak To Your Manager
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The Sales Process - 4. Objections In The Greeting = 8. Time Objections
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The Sales Process - 4. Objections In The Greeting = 9. Concerning Financing
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The Sales Process - 4. Objections In The Greeting = 10. Credit Concerns
12
The Sales Process - 4. Objections In The Greeting = 11. What Will the Payments be On
5. Fact Finding
1
Introducing - Fact Finding
2
The Sales Process - 5. Fact Finding = 1. The Importance of Fact Finding
3
The Sales Process - 5. Fact Finding = 2. 21st Century Fact Finding Best Practices
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The Sales Process - 5. Fact Finding = 3. What - Why - How
5
The Sales Process – 5. Fact Finding = 4. Wrong Product
6
The Sales Process - 5. Fact Finding = 5. Clues from the last Purchase
7
The Sales Process - 5. Fact Finding = 6. Questions Not to Ask
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The Sales Process - 5. Fact Finding = 7. The New Situation
6. Presentation
1
Introducing - Presentation
2
The Sales Process - 6. Presentation = 2. Selection
3
The Sales Process - 6. Presentation = 3. Verify Selection With Alternatives
4
The Sales Process - 6. Presentation = 4. More On Alternatives
5
The Sales Process - 6. Presentation = 5. Demonstration Basics
6
The Sales Process - 6. Presentation = 6. Feature Advantage Benefit
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The Sales Process - 6. Presentation = 7. Product Knowledge - Mistakes
8
The Sales Process - 6. Presentation = 8. The Why
9
The Sales Process – 6. Presentation = 9. Why's and APES
10
The Sales Process - 6. Presentation = 10. Controlled Presentations
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The Sales Process - 6. Presentation = 11. Present First
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The Sales Process - 6. Presentation = 12. The Rules
13
The Sales Process - 6. Presentation = 13. Assumptive
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The Sales Process - 6. Presentation = 14. Demonstration - Mistakes
15
The Sales Process - 6. Presentation = 15. Demonstration - Objections
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The Sales Process - 6. Presentation = 16. Sell Yourself
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The Sales Process - 6. Presentation = 17. Super Freak The Presentation
7. Trial Closes
1
Introducing - Trial Closes
2
The Sales Process - 7. Trial Closes = 1. What's a Trial Close
3
The Sales Process - 7. Trial Closes = 2. Trial closes you can use
4
The Sales Process - 7. Trial Closes = 3. Gaining Mental Ownership
5
The Sales Process - 7. Trial Closes = 4. Objections to trial closes
6
The Sales Process - 7. Trial Closes = 5. Not just the product
7
The Sales Process - 7. Trial Closes = 6. Make Them Feel Like Family
8. Write Up
1
Introducing - Write Up
2
The Sales Process - 8. Write Up = 1. Introduction
3
The Sales Process - 8. Write Up = 2. Excuses
4
The Sales Process - 8. Write Up = 3. Increase Write Ups
5
The Sales Process - 8. Write Up = 4. Mistakes
6
The Sales Process - 8. Write Up = 5. Assumptions
7
The Sales Process - 8. Write Up = 6. Objections
