This document provides guidance on becoming an effective salesperson. It discusses developing the right mindset and overcoming obstacles like low self-esteem and fear of rejection. It also outlines a six-step "IMPACT" sales process: 1) Investigate, 2) Meet your prospect, 3) Probe, 4) Apply your solution, 5) Convince, and 6) Tie it up. Key aspects of each step are described, such as asking problem-resolution questions to understand needs during probing. The document emphasizes examining customers thoroughly to diagnose their problems before recommending solutions.

1. GREAT SALES
PROCESS
BE A DOCTOR OF
SELLINGBy Mohamed Al Abd
Marketing Manager

2. “Nothing happens until a sales takes
place”
Mohamed Al Abd Purity
Life
2
Red Motley

3. Is There A Such Thing As A Natural
Salesperson??!!
Mohamed Al Abd Purity
Life
3
Who Should Be Better Qualified
Seller Or Buyer??!!

4. Attitude Versus Aptitude
“The Quality Of Your Thinking Determines
The Quality Of Your Life”
80/20 Rule
80% Attitude 20% Aptitude
Mohamed Al Abd Purity
Life
4

5. The Major Obstacles Of Sales Success
1) LOW SELF-ESTEEM
2) FEAR OF REJECTION
Mohamed Al Abd Purity
Life
5

6. Low Self-esteem
Translates into feeling of inferiority, unworthiness, and
undeserving.
 Overcome:
1- Be Authentic
2- Say what you mean and mean what you say.
Mohamed Al Abd Purity
Life
6

7. Fear Of Rejection
 IT IS an acquired fear. No one is born with it.
You can not achieve any success in selling until you
eradicate you fear.
Overcome
1- Do the thing you fear and the death of fear is certain
2- The best way to overcome fear of rejection is to learn to
speak on your feet.Mohamed Al Abd Purity
Life
7

8. SELF- Image Modification
1. See your self as self-employed
2. Become a strategic thinker in sales
3. Get the job done
4. Be the best
Mohamed Al Abd Purity
Life
8

9. SELF- Image Modification
5- Practice the golden rule of selling:
“sell to others as you like them to sell to you”
Golden rule attitude
Golden rule sales professionals try to take care of clients by treating them the way
that they would like to be treated
Golden rule principles
Golden rule salesperson doesn't help clients because she expects clients to help her.
She does it because it's the way she does business.
The great harvest law
Being unselfish enough, helps you to achieve your selfish goals.
Mohamed Al Abd Purity
Life
9

10. Levels Of Selling
I. Commodity
II. Serving the want
III. Enhancing the need
IV. The experience with your business
V. The transformation of customer life style
Mohamed Al Abd Purity
Life
10

11. THE REALITIES OF TODAY’S SELLING
ENVIRONMENT
 The secret to selling is never in the selling. Instead, it is
always in the continuous act of prospecting
You must position yourself, your organization, and your
product correctly in the mind of the buyer
Prospects are busy
Mohamed Al Abd Purity Life 11

12. THE REALITIES OF TODAY’S SELLING
ENVIRONMENT
To sell successfully, you must be in front of qualified
prospect when she is ready to buy, not when you need to
make a sale.
Prospects must believe you have something important to
offer
Being trusted is more important than being liked
Mohamed Al Abd Purity
Life
12

13. THE REALITIES OF TODAY’S SELLING
ENVIRONMENT
Prospects will buy to solve their problems, not yours
Prospects will try to make your product a commodity
There is less margin for error than ever before
Mohamed Al Abd Purity
Life
13

14. CUSTOMER TYPES
I. Consumers
II. Wholesalers or retailers
III. Business customer
Mohamed Al Abd Purity
Life
14

15. Business customer
• SHE WANTS ANSWERS OF FOUR QUESTIONS BEFORE COMMITTING TO BUY:
1- WHAT IS THE VALUE EQUATION?
2- HOW MUCH DO I GET BACK?(ROI)
3- HOW SOON DO I GET BACK?(TIME TO PAYBACK)
4- HOW SURE CAN I BE THAT I WILL ACTUALLY ENJOY THE BOTTOM-LINE FINANCIAL
BENEFITS THAT YOU ARE OFFERING?( RISK MANAGEMENT)
YOUR JOB IS TO CONVINCE THE DECISION MAKER THAT YOUR PRODUCT IS
“FREE, PLUS A PROFIT”
Mohamed Al Abd Purity
Life
15

16. DOCTOR OF SELLING
Mohamed Al Abd Purity
Life
16

17. DOCTOR OF SELLING
• Any doctor follows an established procedure consists of
three steps
1. The examination
2. The diagnosis
3. The prescription
Mohamed Al Abd Purity
Life
17

18. DOCTOR OF SELLING
1- The Examination
 Just as a doctor would insist upon doing a complete examination
before drawing any conclusion or making any recommendation ,
you must do the same thing with your prospect.
 During the information-gathering process, discipline yourself to
hold back form talking about your product or making any
recommendation.
Mohamed Al Abd Purity Life 18

19. DOCTOR OF SELLING
2- The diagnosis
 In this stage, you take all information that the customer has given
to you and double-check it with him.
 You then share with the customer what you believe his real want
or need is, and how it could be satisfied.
Mohamed Al Abd Purity Life 19

20. DOCTOR OF SELLING
3- The prescription
 Only after have done a thorough examination, and both discussed
and agreed upon the diagnosis with the customer, do your move to
the third phase( prescription)
 Recommend your product as the ideal treatment.(solution for
customer problem or need)
Mohamed Al Abd Purity Life 20

21. IMPACT SYSTEM
1) INVESTIGATE
2) MEET YOUR PROSPECT
3) PROBE
4) APPLY YOUR SOLUTION
5) CONVINCE
6) TIE IT UP
Mohamed Al Abd Purity
Life
21

22. 1) INVESTIGATE
• GATHER SUFFICIENT INFORMATION ABOUT YOUR MARKET EX.:
1. COMPETITORS
2. NUMBER OF POSSIBLE PROSPECTS
• GATHER INFORMATION ABOUT YOUR PROSPECTS EX.
1. BUFFERS
2. USERS
3. INTERNAL ADVOCATOR
4. DECISION MAKER
Mohamed Al Abd Purity
Life
22

23. 1) INVESTIGATE
• GET A FACE-TO-FACE APPOINTMENT WITH QUALIFIED PROSPECT.:
• MAKE A PRE-CALL PLAN.
• POSITION YOURSELF PROPERLY
Mohamed Al Abd Purity
Life
23

24. 2) MEET YOUR PROSPECT
• TO SET THE FACE-TO-FACE SALES PROCESS IN MOTION.
• THIS THE INTERACTION THAT LAUNCHES THE SALES PROCESS. IT TAKES ABOUT
20-40 SECONDS
• IT IS CRITICAL TO THE SALES PROCESS
Mohamed Al Abd Purity
Life
24

25. 2) MEET YOUR PROSPECT
Your approach
positive
Trust
Open-minded
negative
Mistrust
Closed-minded
Mohamed Al Abd Purity
Life
25

26. 2) MEET YOUR PROSPECT
• EXAMPLES OF BAD APPROACHES
RESULTS BASED ON STUDY OF 6852 DECISION MAKERS:
o UNSOLICITED SMALL TALK(95%)
o BENEFIT CLAIM(98%)
o PRODUCT REFERENCE(85%)
o TIE-DOWN QUESTION(84%)
o QUALITY CLAIM(71%)
Mohamed Al Abd Purity
Life
26

27. 2) MEET YOUR PROSPECT
• Best approach is statement of intention followed by
primary bonding statement
REMEMBER
“If You Can Not Sell Yourself You Will Not Sell
Anything”
Mohamed Al Abd Purity
Life
27

28. 3) PROBE
• Objective:
To have your prospect identify, verbalize, and discuss her
needs, wants, and desires.
“Different people buy the same products for different
reasons”
Mohamed Al Abd Purity
Life
28

29. 3) PROBE
• Types of questions:
1- Problem-resolution questions.
2- Agitation questions.
3- Solution and feeling based questions.
4- Feature-benefit questions.
5- Yes/No questions.
Mohamed Al Abd Purity
Life
29

30. 4) APPLY YOUR SOLUTION
• Objective:
To recommend and present your product in a way that
clearly matches the solution your prospect is trying to
achieve.
“Different people buy the same products for different
reasons”
Mohamed Al Abd Purity
Life
30

31. HANDLING PREMATURE PRICE
QUESTION
I. The Delay strategy
II. The Range strategy
Mohamed Al Abd Purity
Life
31

32. 5) CONVINCING
•OBJECTIVE:
TO PROVIDE POWERFUL PROOF OF YOUR CLAIMS
Mohamed Al Abd Purity
Life
32

33. 6) TIE IT UP
• Objective:
To empower your prospect to buy, solidifying the sale.
“Without securing a commitment, you won’t have sale”
Mohamed Al Abd Purity
Life
33

34. HANDLING OBJECTION
34
Mohamed Al Abd Purity
Life

35. BE SMART
Mohamed Al Abd Purity
Life
35

36. THANK YOU
36