1. SELLING IN THE 21 ST CENTURY

2. PAUL FOH

3. The 21 st century work place will be Known by the 3Cs: ACCELERATED CHANGE, OVERWHELMING COMPLEXITIES, AND TREMENDOUS COMPETITION

4. WHAT IS SELLING? The process of persuading, influencing and convincing someone to your point of view and exchange money for value in the process.

5. WHY DO PEOPLE BUY? To solve problems Convenience Prestige/ Aspirational Lower prices Fad Referral Reciprocity

6. KNOW YOUR PRODUCTS BENEFITS FEATURES

7. KNOW YOUR TARGET CUSTOMER NEEDS WANTS VACUM

8. THE 21 ST CENTURY CUSTOMER

9. PRODUCT PASSION

11. The Communication Process source encoding channel decoding receiver SALES COMMUNICATION

12. IF YOUR TARGET CUSTOMER DOES NOT BUY OR UNDERSTAND YOUR MESSAGE WHO IS AT FAULT?

13. THE SALES PROCESS

14. PROSPECTING Your prospect are those that ‘CAN’ become your customer.

15. PRESENTING This is the stage of the selling process where communicate and present your product before the prospect

16. STILL ON PRESENTING This is the stage where you present your business opportunity to them either one on one or a seminar. There is a direct relationship between your number of prospect and the number of presentation. If you talk to 10 prospect and 3 come for your presentation you have a ratio of 10:3 In presentation.

17. CLOSING THE SALE This where you ask for the: order, account deposit

18. FOLLOW UP 48% OF SALES PEOPLE NEVER FOLLOW UP WITH A PROSPECT

19. LAWS OF INTERNET SALES

20. 1. LIKING Make us your friend before we can buy from you.

21. 2. RECIPROCITY Do for us what you want us to do for you.

22. 3. SOCIAL PROOF

23. 4. CONSISTENCY Can you be trusted

24. 5. AUTHORITY FIGURE

25. Use social media tools