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SALES PRINCIPLES YOU NEED YOU TO KNOW AS A SALES-PERSON

As a sales-person, you need to under the sales principles to grow your business.



Written by: Realtor Simon Saleh



UNDERSTANDING SALES PRINCIPLES

As a sales-person, you must plan ahead using SMAC.



SMAC – Goals

S- Specific

M- Measurable

A- Attainable

C-Challenging

SEE Factors - Meeting & Greeting

S- Smile

E- Eye Contact

E- Excitement

Professionalism & Looks

S.A.D Principle

S- Speak

A- Act

D- Dress

ICE Breaker – Clean joke or genuine compliment!

“You look great today! “You dropped your smile!”

THE 5 STEPS TO A CONVERSATION

1) Introduction – USE ICE Breaker & SEE Factors!

2) Short Story – Explain who you are and what are you doing, USE KISS Factors!

3) Presentation – Explain the benefits of your service or product using “The Pitch”.

4) Close – CLOSE WITH ACTION By using the two types of closing.

A- Verbal - Coming to an agreement

B- Physical – By Action “Give me your ID” or “Sign Here”

5) REHASH Remembering Everyone Has Another Sale Hidden – Ask the customer who do you know might be interested in this service or product.

8 STEPS TO SUCCESS

1- Have a great attitude. Think Positive.

2- Be on time.

3- Be Prepared

4- 100% effort

5- Working Territory

6- Safeguard your Attitude

7- Know why you are here and what you are doing

8- Take Control


Controllable Vs Uncontrollable

Controllable – Pitch – Pace – Attitude

Uncontrollable – Other People – Weather – Territory

KLIT – Maintain A Positive Attitude

K - Kill them with kindness

I – Indifference

L – Law of Averages

T- Threat Everyone like your first customer

CPR Factors – Read, Relate, Relax

C- Creating

P- Personal

R- Relationships

Kiss Vs Kill

Kiss Keep It Short & Simple

Kill Keep It Long & Lengthy

3 Strike

No Smile

Doesn’t respond to ice breaker

Doesn’t take laminate

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