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Seven Qualities of Top Sales People
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  • Slide 1 - 7 QUALITIES OF TOP SALES PEOPLE Kelley School of Business 1 Bob Goldstein Discussion Session # 68 February, 2005
  • Slide 2 - How many of you are planning a career in sales (show of hands)? Anything less then a 100% show of hands is not acceptable… NOW WHY DO I SAY THAT? 2
  • Slide 3 - We usually think of SELLING PRODUCTS SERVICES OR BOTH 3
  • Slide 4 - But what about.. Selling Yourself ? 4
  • Slide 5 - Remember this truism….. I don’t care what career path you are on. The reality is that you must sell yourself before you sell your skills. I am talking about your “persona”---about how others see you as a human being. I choose to call it “personal salesmanship”. 5
  • Slide 6 - Who would you hire? Joe has a 4.0 g.p.a. Also, he is a “slug”. He is slovenly—conceited—surly--doesn’t bathe too frequently—has no friends---yet his grades are tops. Bill has a 3.0 g.p.a. He is personable—well liked—outgoing—a good listener—enjoys working with others—and he bathes frequently. 6
  • Slide 7 - ARE YOU…… BEGINNING TO GET THE MESSAGE? 7
  • Slide 8 - The video you are going to see…… is focused on those who are planning a career in sales and what it takes to become a top salesperson. But following my own thesis----that we sell ourselves before we sell our skills, I believe there is something you can learn from this video even though you’re not going into sales as we traditionally think of “sales”. 8
  • Slide 9 - Who is Brian Tracy? 9
  • Slide 10 - www.briantracey.com A review of Brian Tracey’s web-site could very easily lead you to the conclusion that he walks on water. My own criteria is simple: Would I pay to hear him speak? Right now, the only person on my “pay to hear list” is George Carlin. There is some good information in this video---but you will have to decide if you would pay to hear him speak. 10
  • Slide 11 - O.K.- Let’s Review Brian’s Message 11
  • Slide 12 - Why are some salespeople so successful? 20% of the salespeople make 80% of the sales and 80% of the commissions 10% of salespeople open 80% of new accounts (“hunters”) The top 10% of sales professionals today earn 5X, 10X, 15X and even 20X the average of the other 80%-90%. 12
  • Slide 13 - Why are some salespeople so successful? They sell the product people want. They convince people they want the product they have to sell. 13
  • Slide 14 - Who do you think are the top earners in the big name consulting firms? Those with the 3.9 gpa’s? OR Those who bring in the most new clients? 14
  • Slide 15 - Why are some salespeople so successful? 80% of Sales success is psychological. Top salespeople are OPTIMISTS. They have a positive mental attitude. 15
  • Slide 16 - Optimism Optimism is a result, or effect, of the seven key qualities of top sales people 16
  • Slide 17 - Seven Qualities of Top Salespeople They are ambitious. 17
  • Slide 18 - Ambition A strong desire to gain a particular objective; specifically, the drive to succeed or to gain fame, power wealth, etc. 18
  • Slide 19 - Seven Qualities of Top Salespeople They are ambitious. They are courageous. 19
  • Slide 20 - Courage Everyone is afraid. The best salespeople do it anyway! Ask for the sale… The top people confront their fears. 20
  • Slide 21 - Seven Qualities of Top Salespeople They are ambitious. They are courageous. They are committed. 21
  • Slide 22 - Commitment…. Caring is the key element in successful selling. Selling has often been defined as a “transfer of enthusiasm”. 22
  • Slide 23 - Law of Correspondence The more you believe in what you sell, the easier it is for you to convince someone else. 23
  • Slide 24 - Seven Qualities of Top Salespeople They are ambitious. They are courageous. They are committed. They see themselves more as consultants than as salespeople. 24
  • Slide 25 - Consultant stance… People accept you at the way you present yourself. Act like a consultant in everything you do and say. What does a consultant do? 25
  • Slide 26 - Forbidden Phrases 26 “WHY DO YOU NEED TO KNOW?” “NO.” “YOU’RE WRONG.” “WE’VE NEVER DONE IT THAT WAY.” “YOU’LL HAVE TO.” “THAT’S NOT MY JOB.” “THAT’S AGAINST COMPANY POLICY.” “I DON’T KNOW.”
  • Slide 27 - 27 What makes people remember? Positive Associations Love, , Table, Fork, Pen, Stream, Wisdom, Stream, Flower, Zulu, Ruler, Blue, Sheep, Meaning, etc…
  • Slide 28 - Why Do Customers Stop Being Customers? 1% Die 3% Move Away 5% Seek alternatives 9% Go to the competition 14% Dissatisfied with product/service 68% Upset with the treatment they receive 28 Beyond Customer Service, 1992. 100%
  • Slide 29 - Seven Qualities of Top Salespeople They are ambitious. They are courageous. They are committed. They see themselves more as consultants than as salespeople. They are prepared. 29
  • Slide 30 - Three Keys to Preparation in Selling Pre-call research – do your homework- mentally prepare. Pre-call objectives – what are your goals? Starting out? Break it down. Post-call analysis – write down every detail. When to re-contact. Think what other approach could be used to advance your prospect of success. 30
  • Slide 31 - Seven Qualities of Top Salespeople They are ambitious. They are courageous. They are committed. They see themselves more as consultants than as salespeople. They are prepared. They engage in continuous learning. 31
  • Slide 32 - Keys to Continuous Learning Read one hour in selling each day. Listen to audio tapes in your car. Take all the training you can get. 32
  • Slide 33 - Seven Qualities of Top Salespeople-summary Be ambitious. Be courageous. Be committed Be professional. Be prepared. Engage in continuous learning. Be responsible. 33
  • Slide 34 - 34 Hooray! I Made the Sale!
  • Slide 35 - Just Remember… YOU ARE SELLING YOURSELF!!! 35
  • Slide 36 - Evaluation Questions Use: Strongly agree Agree Disagree Strongly disagree Don’t know I found the presentation of material easy to understand. This Advantage session increased my knowledge on the subject presented. I will be able to use some of the information from this Advantage session in the future. The presenter was well prepared for this session. This presentation should be repeated in future semesters. 36

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