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you'll go back with a feeling of pleasure and goodwill, not realize the underlying sales process that was taking place.|you'll go back with a feeling of pleasure and goodwill, not realize the underlying sales process that was taking place. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01777.wav |
For sales tools to be effective, they must be self-explanatory.|For sales tools to be effective, they must be self-explanatory. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01778.wav |
It means they should speak for themselves. They should be simple because otherwise they detract.|It means they should speak for themselves. They should be simple because otherwise they detract. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01779.wav |
IDENTIFY THE PEOPLE THAT COUNT|IDENTIFY THE PEOPLE THAT COUNT | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01780.wav |
Always ensure that you optimize your time by making presentations to the decision-maker.|Always ensure that you optimize your time by making presentations to the decision-maker. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01781.wav |
Many Salespeople keep making presentations without even finding out who the decision-maker is.|Many Salespeople keep making presentations without even finding out who the decision-maker is. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01782.wav |
No wonder their closing ratios go down.|No wonder their closing ratios go down. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01783.wav |
Since titles and designations vary from company to company,|Since titles and designations vary from company to company, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01784.wav |
there may be a total disconnect between the titleholder and the decision-maker.The titleholder and the authority holder may be two totally different people|there may be a total disconnect between the titleholder and the decision-maker.The titleholder and the authority holder may be two totally different people | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01785.wav |
and it is critical that you spend the majority of your time focused on the people that matter.|and it is critical that you spend the majority of your time focused on the people that matter. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01786.wav |
Professionals establish the rules of the game before they start playing.|Professionals establish the rules of the game before they start playing. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01787.wav |
and they ask questions in order to gain a clear understanding.|and they ask questions in order to gain a clear understanding. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01788.wav |
A good sales professional needs to know in advance who the key players in the decision-making process are.|A good sales professional needs to know in advance who the key players in the decision-making process are. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01789.wav |
Those are the people he makes efforts to build relationships with.|Those are the people he makes efforts to build relationships with. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01790.wav |
He needs to know: Who is the buyer? Who is the decision-maker? Who is the influencer?|He needs to know: Who is the buyer? Who is the decision-maker? Who is the influencer? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01791.wav |
Who is the actual user? One should not ask questions like,|Who is the actual user? One should not ask questions like, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01792.wav |
‘Are you the decision-maker?’ or ‘What is your role in this purchase?’ as they could be offensive because: a) he may feel small if he is not the decision-maker;|‘Are you the decision-maker?’ or ‘What is your role in this purchase?’ as they could be offensive because: a) he may feel small if he is not the decision-maker... | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01793.wav |
b) just to feel important, he may give you wrong information;|b) just to feel important, he may give you wrong information; | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01794.wav |
What is the decision-making process in your organization? Who else, besides you, would be involved in the decision-making process?”|What is the decision-making process in your organization? Who else, besides you, would be involved in the decision-making process?” | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01796.wav |
What is the buying criterion in your organization?|What is the buying criterion in your organization? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01797.wav |
What do you suggest? When would be a good time to touch base?|What do you suggest? When would be a good time to touch base? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01798.wav |
What would you look for, in a good supplier? How should we proceed from this point onward?|What would you look for, in a good supplier? How should we proceed from this point onward? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01799.wav |
What would be your criteria for quality?|What would be your criteria for quality? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01801.wav |
your ability to satisfy the needs of the potential buyer will be hampered.|your ability to satisfy the needs of the potential buyer will be hampered. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01803.wav |
For instance, sometimes the influencer/buyer may be a person different from the decision-maker.|For instance, sometimes the influencer/buyer may be a person different from the decision-maker. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01804.wav |
The decision-maker has the final say.|The decision-maker has the final say. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01805.wav |
The influencer generally may not have the authority to say ‘yes’ but he may be able to contribute to a ‘no’ to the purchase decision.|The influencer generally may not have the authority to say ‘yes’ but he may be able to contribute to a ‘no’ to the purchase decision. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01806.wav |
Salespeople want to deal with decision-makers, but decisionmakers don’t want to deal with salespeople unless they are also decision-makers.|Salespeople want to deal with decision-makers, but decisionmakers don’t want to deal with salespeople unless they are also decision-makers. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01807.wav |
So, carefully consider how you represent yourself,|So, carefully consider how you represent yourself, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01808.wav |
so that you stay focused on closing the sale and keeping the buyer motivated to progress the discussions.|so that you stay focused on closing the sale and keeping the buyer motivated to progress the discussions. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01809.wav |
If the decision-making is done by a committee,|If the decision-making is done by a committee, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01810.wav |
the first option is to find a way how you can make the presentation to the committee.|the first option is to find a way how you can make the presentation to the committee. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01811.wav |
Why? Because you are the most qualified person because of your training and knowledge of the product and the company.|Why? Because you are the most qualified person because of your training and knowledge of the product and the company. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01812.wav |
You would be much more efficient in handling objections than anyone else.|You would be much more efficient in handling objections than anyone else. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01813.wav |
Supposing you are not permitted to make the presentation, then you'll need to find an ambassador for your product inside the buyer organization,|Supposing you are not permitted to make the presentation, then you'll need to find an ambassador for your product inside the buyer organization, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01814.wav |
and you'll need to coach him such that he can represent you authentically and with enthusiasm.|and you'll need to coach him such that he can represent you authentically and with enthusiasm. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01815.wav |
He'll need to understand how to handle objections such as: Are the prices too high? Why should we do it now? What's the rush?|He'll need to understand how to handle objections such as: Are the prices too high? Why should we do it now? What's the rush? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01816.wav |
What are the warranties and guarantees? What’s the turn-around time? What’s your credibility?|What are the warranties and guarantees? What’s the turn-around time? What’s your credibility? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01817.wav |
MAKING PRESENTATIONS|MAKING PRESENTATIONS | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01818.wav |
Most sales professionals could multiply their sales if only they made great presentations|Most sales professionals could multiply their sales if only they made great presentations | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01819.wav |
A great presentation cannot be fancy packaging alone, it needs to be substantive.|A great presentation cannot be fancy packaging alone, it needs to be substantive. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01820.wav |
It should be well-planned, structured, customer-focused and solution-oriented.|It should be well-planned, structured, customer-focused and solution-oriented. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01821.wav |
It must move from a general presentation to specific needs because customers don’t buy products/ services,|It must move from a general presentation to specific needs because customers don’t buy products/ services, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01822.wav |
they only buy benefits and solutions.|they only buy benefits and solutions. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01823.wav |
PRESENTATION APPROACH:|PRESENTATION APPROACH: | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01824.wav |
A good professional uncovers a need by: One. Getting the prospect involved in a two-way transaction.|A good professional uncovers a need by: One. Getting the prospect involved in a two-way transaction. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01825.wav |
Four. Asking questions.|Four. Asking questions. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01827.wav |
Eight. Rephrasing and giving feedback to confirm understanding.|Eight. Rephrasing and giving feedback to confirm understanding. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01830.wav |
and Nine. Making some reinforcing remarks or statements.|and Nine. Making some reinforcing remarks or statements. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01831.wav |
It is important to get feedback because it helps the Salesperson realize whether his presentation is on track or not.|It is important to get feedback because it helps the Salesperson realize whether his presentation is on track or not. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01832.wav |
It also engages and involves the prospect.|It also engages and involves the prospect. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01833.wav |
Feedback also gives indicators as to what are the hot buttons of the prospect.|Feedback also gives indicators as to what are the hot buttons of the prospect. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01834.wav |
It helps him uncover the needs and wants of the prospect. But most importantly|It helps him uncover the needs and wants of the prospect. But most importantly | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01835.wav |
a Salesperson must very carefully listen to what is being said and what is left unsaid.|a Salesperson must very carefully listen to what is being said and what is left unsaid. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01836.wav |
He will only get clues, provided he is an active listener. PRESENTATION TIPS:|He will only get clues, provided he is an active listener. PRESENTATION TIPS: | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01837.wav |
Does Go with a clear focus and identify your objective.|Does Go with a clear focus and identify your objective. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01838.wav |
Take a deep breath, relax and speak clearly. Be pleasant and behave naturally.|Take a deep breath, relax and speak clearly. Be pleasant and behave naturally. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01839.wav |
Be proud of your profession, product and company.|Be proud of your profession, product and company. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01841.wav |
Be prepared with all your selling tools.|Be prepared with all your selling tools. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01842.wav |
Be sensitive to your client’s needs and time constraints.|Be sensitive to your client’s needs and time constraints. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01844.wav |
Convert features into benefits.|Convert features into benefits. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01845.wav |
Analyze questions carefully and respond appropriately. Be prepared to handle objections. Make complete disclosures. Know quality standards and benchmarks.|Analyze questions carefully and respond appropriately. Be prepared to handle objections. Make complete disclosures. Know quality standards and benchmarks. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01846.wav |
Keep your commitment don’ts|Keep your commitment don’ts | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01847.wav |
Be pushy and pressurizing.|Be pushy and pressurizing. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01849.wav |
Ignore anyone, especially those who have an influence on decision-making.|Ignore anyone, especially those who have an influence on decision-making. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01854.wav |
Why is it important to make a statement or ask a question where the obvious answer is yes?|Why is it important to make a statement or ask a question where the obvious answer is yes? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01855.wav |
‘Yes’ is a form of agreement the more “yeses’ you get during the presentation, the more agreements you would have received.|‘Yes’ is a form of agreement the more “yeses’ you get during the presentation, the more agreements you would have received. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01856.wav |
When you come to a close and, if the prospect has agreed with you all along, it will be difficult for him to disagree with you when you come to close the sale.|When you come to a close and, if the prospect has agreed with you all along, it will be difficult for him to disagree with you when you come to close the sale. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01857.wav |
His buying decision is being made step-by-step with every yes,|His buying decision is being made step-by-step with every yes, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01858.wav |
mentally or verbally.|mentally or verbally. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01859.wav |
The more ‘yeses’ you get, the easier it is for the prospect to make a positive decision.|The more ‘yeses’ you get, the easier it is for the prospect to make a positive decision. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01860.wav |
Chapter 14: Prospecting|Chapter 14: Prospecting | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01861.wav |
Sales professionals who get involved in too many activities, including sales presentations,|Sales professionals who get involved in too many activities, including sales presentations, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01864.wav |
either forget or don’t have enough time to continuously prospect.|either forget or don’t have enough time to continuously prospect. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01865.wav |
That’s when problems arise they go into feast or famine mode.|That’s when problems arise they go into feast or famine mode. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01866.wav |
Even though it is very hard to tell when today’s prospecting will show results,|Even though it is very hard to tell when today’s prospecting will show results, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01867.wav |
the process must continue. Regardless of how busy a person is today or how well they are doing, if they are looking to achieve good results in selling|the process must continue. Regardless of how busy a person is today or how well they are doing, if they are looking to achieve good results in selling | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01868.wav |
they must engage in prospecting every day.|they must engage in prospecting every day. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01869.wav |
This is because no matter what happens, there will always be a small percentage of your existing client base that will leave you;|This is because no matter what happens, there will always be a small percentage of your existing client base that will leave you; | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01870.wav |
eventually, the business will dry up and at some point become non- existent.|eventually, the business will dry up and at some point become non- existent. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01871.wav |
Your inflow and retention of prospects must be greater than the outflow.|Your inflow and retention of prospects must be greater than the outflow. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01872.wav |
Only then can you grow. WHAT IS THE DIFFERENCE BETWEEN A PROSPECT AND A SUSPECT?|Only then can you grow. WHAT IS THE DIFFERENCE BETWEEN A PROSPECT AND A SUSPECT? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01873.wav |
A suspect could be anyone, whereas, a prospect is one who meets the following three criteria.|A suspect could be anyone, whereas, a prospect is one who meets the following three criteria. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01874.wav |
He has: A need for your product. Ability to take a decision|He has: A need for your product. Ability to take a decision | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01875.wav |
Money to buy your product|Money to buy your product | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01876.wav |
If any one of the above is missing, he is not a prospect.|If any one of the above is missing, he is not a prospect. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01877.wav |
Keep your focus on your target market: Be aware of your target group.|Keep your focus on your target market: Be aware of your target group. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01878.wav |
Be aware that you cannot sell winter clothes in a warm climate.|Be aware that you cannot sell winter clothes in a warm climate. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01879.wav |
To maintain a constant flow of new prospects,|To maintain a constant flow of new prospects, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01881.wav |
One needs to have multiple approaches, as one method cannot be relied upon exclusively.|One needs to have multiple approaches, as one method cannot be relied upon exclusively. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01882.wav |
The Salesperson, over a period of time, will develop his own level of comfort in the prospecting method.|The Salesperson, over a period of time, will develop his own level of comfort in the prospecting method. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01883.wav |
Seven. Direct mailing.|Seven. Direct mailing. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01887.wav |
and Twelve. E-marketing/social media|and Twelve. E-marketing/social media | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01889.wav |
I remember from my life insurance selling days|I remember from my life insurance selling days | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01892.wav |
that some people, very successfully, used to call the ones who were recently promoted.|that some people, very successfully, used to call the ones who were recently promoted. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01893.wav |
Regardless of the source of prospects, the methods of prospecting remain identical, by and large.|Regardless of the source of prospects, the methods of prospecting remain identical, by and large. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01894.wav |
I shall elaborate just a few as follows: METHODS OF PROSPECTING|I shall elaborate just a few as follows: METHODS OF PROSPECTING | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01895.wav |
Direct Mail Marketing: I recall when I was selling life insurance, we had one Salesperson who was amongst the top producers in our office.|Direct Mail Marketing: I recall when I was selling life insurance, we had one Salesperson who was amongst the top producers in our office. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01896.wav |
His marketing plan was very simple.|His marketing plan was very simple. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01897.wav |
He consistently sent ten mailers a day because he knew that five days later he would have to make phone calls to follow-up.|He consistently sent ten mailers a day because he knew that five days later he would have to make phone calls to follow-up. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01898.wav |
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