$1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100 Welcome to Who Wants to be a Millionaire 50:50

© Mark E. Damon - All Rights Reserved Another Presentation © All rights Reserved

© Mark E. Damon - All Rights Reserved

$1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100

© Mark E. Damon - All Rights Reserved A: before C: meaning B: after D: during 50: $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100 A customers needs must be determined_______ the approach

© Mark E. Damon - All Rights Reserved $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100

© Mark E. Damon - All Rights Reserved A: Presenting C: selling B: demonstrating D: wrapping 50: $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100 A good salesperson educates the consumer when__________the product

© Mark E. Damon - All Rights Reserved $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100

© Mark E. Damon - All Rights Reserved A: greeting C: service B: merchandise D: pre 50: $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100 Can I help you with a particular color is an example of the _______ approach method.

© Mark E. Damon - All Rights Reserved $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100

© Mark E. Damon - All Rights Reserved A: non verbal communication C: close B: verbal communication D: motives 50: $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100 What a customer does not say

© Mark E. Damon - All Rights Reserved $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100

© Mark E. Damon - All Rights Reserved A: questioning C: analyzing B: cross examine D: irritating 50: $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100 Asking several questions in row

© Mark E. Damon - All Rights Reserved Congratulations! You’ve Reached the $1,000 Milestone! Congratulations! C o n g r a t u l a t i o n s !

© Mark E. Damon - All Rights Reserved $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100

© Mark E. Damon - All Rights Reserved A: Preapproach C: during the sales presentation B: close D: during the first meeting 50: $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100 In business to business sales when is the customer’s needs determined?

© Mark E. Damon - All Rights Reserved $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100

© Mark E. Damon - All Rights Reserved A: selling C: nonverbal B: buying D: listening 50: $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100 Maintaining eye contact, providing feedback and giving the customer undivided attention

© Mark E. Damon - All Rights Reserved $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100

© Mark E. Damon - All Rights Reserved A: cautiously C: quietly B: carefully D: quickly 50: $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100 When the customer is impatient the salesperson should approach the customer

© Mark E. Damon - All Rights Reserved $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100

© Mark E. Damon - All Rights Reserved A: open ended C: essay B: close ended D: sources of product information 50: $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100 A question that does not have a yes or no answer…

© Mark E. Damon - All Rights Reserved $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100

© Mark E. Damon - All Rights Reserved A: greeting C: personal selling B: merchandise D: service 50: $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100 Good Morning and Welcome to DCH Millburn Audi. Is an example of the ___________ approach method

© Mark E. Damon - All Rights Reserved Congratulations! You’ve Reached the $32,000 Milestone! Congratulations! C o n g r a t u l a t i o n s !

© Mark E. Damon - All Rights Reserved $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100

© Mark E. Damon - All Rights Reserved A: greeting C: selling B: services D: merchandise 50: $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100 This suit comes in a navy blue tropical wool. Is an example of the ____________ approach method.

© Mark E. Damon - All Rights Reserved A: benefits C: selling B: features D: marketing 50: $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100 The physical characteristics of a product that explain what it is.

© Mark E. Damon - All Rights Reserved $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100

© Mark E. Damon - All Rights Reserved A: feature benefit selling C: cold calling B: customer benefits D: buying motives 50: $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100 Customer do not buy products, they buy what products will do for them.

© Mark E. Damon - All Rights Reserved A: feature benefit selling C: cold calling B: customer benefits D: buying motives 50: $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100 Customer do not buy products, they buy what products will do for them.

© Mark E. Damon - All Rights Reserved $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100

© Mark E. Damon - All Rights Reserved A: personal selling C: telemarketing B: pre-approach D: marketing 50: $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100 Process of selling over the telephone

© Mark E. Damon - All Rights Reserved A: personal selling C: telemarketing B: pre-approach D: marketing 50: $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100 Process of selling over the telephone

© Mark E. Damon - All Rights Reserved $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100

© Mark E. Damon - All Rights Reserved A: emotional blocks C: telemarketing B: pre-approach D: endless chain method 50: $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100 Getting ready for the face to face encounter

© Mark E. Damon - All Rights Reserved A: emotional blocks C: telemarketing B: pre-approach D: endless chain method 50: $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100 Getting ready for the face to face encounter

© Mark E. Damon - All Rights Reserved $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100

© Mark E. Damon - All Rights Reserved A: sales person C: prospect B: customer D: cold call 50: $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100 A potential customer

© Mark E. Damon - All Rights Reserved A: sales person C: prospect B: customer D: cold call 50: $1 Million $500,000 $250,000 $125,000 $64,000 $32,000 $16,000 $8,000 $4,000 $2,000 $1,000 $500 $300 $200 $100 A potential customer

© Mark E. Damon - All Rights Reserved YOU WIN $1 MILLION DOLLARS!