Group members

JAHANGIR HAYAT KHAN 11108007

MUZZAMIL RANA 11108009

This book is written by 6 most

successful sale people in world. this
book tell unheard tatistics and
selling strategies .

Buying back the sale

(how consumer will buy the commodity again )
Its all about the
perception,
dealing style
conformability of consumer with brand
demand fullfiment ,
So brand positioning matter more than anyone's
guess
Here I will give you example of most intelligent friend of
you whenever you hear his name from all of your friends a
smile will come on your face this is exact a perception also
created in customer mind which will change his buy
back decision

Power framing for sales

This chapter is about how you will achieve your sales by

creating a successful interaction environment with you
consumers , by judging customer nature.
You have to check Authority wile you interacting with
consumer that particular person is right or not
(example )
Receptionist: "Good morning, how may I help?"
Seller : "Hello, I'm jahangir from ABC Print. I have an
appointment at 10:30 with mr. muzamil (ceo)
Receptionist: "Ok, I'll just inform him that you are here
and waiting. STOP stop stop !!! This is going exactly the
way all of your presentations have gone. You
need to ask a very simple question BEFORE she contacts
mr .muzamil

can I just check that mr. muzamil is the CEO isn't

he?"
So this is exact a successful way through
you can frame the accurate start of
presentation See how successfully you have
change the frame of sale presentation.

FOCUSING CUSTOMER THOUGHTS

This chapter is about when you are going to
make a deal with customer focus on
following points:
Mind reading : wile interaction with
customer you have to analyze his want by
his body gesture and by the way of his
communication.
Manipulating you just have to change the
thought of consumer and mold him to
think what you want him to think.

when you got clue you

transaction is going to be risky
give him Second suggestion
because given alternative is
better than cancelation of deal .

Role projection

assigning a position to some one

We remember Our school and university life examples
our teachers assign us positions we keep in mind and
travels throughout life with us
Similarly Sales output depends on role projection.
insurance update example
customer:" hello Gary I thought I recognized the name,
You're only person who didn't use insurance jargon or over
inflate the price.
so you see how role has been projected to a
insurance employee that he is a trustable and very
cooperative ..

your extreme sale events

An Extreme Sales Event is "word of mouth
that travels from one prospect to another.
This is an event that creates memories
and separate you from the competition
I'm not talking about a "SALE! SALE! ! I'm
talking about using your imagination to
produce an event that will create lasting
memories for your clients
Like we have example of coke studio

Fueling sales with value driven

selling
Fueling sales mean boosting you sale share of
market:
In order to maximize sales , your daily sales priorities need
to be based on your values. Values are subjective beliefs
about what is important to you and that you see as
acceptable to others. Some people actually come to believe
that their goals are their values.
So to achieve your fueling sale you have
plant your values that what you want to do
Set a action plan
Divide main mission on daily basis
Appraisal on daily basis

certainty(knowingness) the most

undeveloped factor
Generally what happen in our daily business that we do not
properly know our customers we gave no importance to certainty
How we can eliminate uncertainty
Asking great questions eliminates all of the post sales doubt and
clearly identifies customer motives and creates true opportunity
and probability to use. Asking great questions will
~ Build trust, confidence, credibility.
Types of question we must ask:
Personal questions to warm up the conversational(poltics,
religious)
Customer service questions
Financial
Past, present ,future