A.S.K. Attitude, Skills, and Knowledge

By Taleb Hammad

Attitude, Skills and Knowledge are the three main pillars of self enhancement. You need to have the right attitude around colleagues, with clients and employees, you should have the right knowledge on how you should achieve your goals, how to plan them and what your industry and target audience is all about, and required skills that are built to

• Language: English
• Publisher: EC Publishing LLC
• Release date: Nov 22, 2019
• ISBN: 9781970160789

Taleb Hammad

Taleb Hammad is a certified trainer and human resource professional who has worked in business development for various startup companies. He earned a bachelor of science in Pharmaceutics and has worked more than twenty years for large pharmaceutical companies where hes motivated many sales and marketing managers. He regularly conducts skills workshops and is the executive director of a health care facility in New York.

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Copyright © 2019 by Taleb Hammad.

ISBN 978-1-970160-78-9 Ebook

ISBN 978-1-970160-41-3 Paperback

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Publication Details

No part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning or otherwise, except as permitted under Sections 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Author. Requests to the Author for permission should be addressed online at [ [e-mail] ]

Dedication

Making sense of the fast-paced world around us, what to do when you are in the midst of making a decision and need more info to decide, fine-tuning your skills for better consistent achievement every single time in your career and personal life, this is dedicated to you, wondering minds that just want to be the best.

Acknowledgment

Throughout the process of writing this book, many family members and friends influenced me and helped me out, thank you. I’d also like to give special thanks to the all my trainees for their active participating and feedback and contributions that made this book as practical as possible as it is, special thanks are extended to my wife and children, that went along with me on this adventurous ride called life.

Contents

Publication Details

Dedication

Acknowledgment

Préface

Chapter 1

Sharpened Skills Fine Tune Your Results

Chapter 1: Sharpened Skills Fine Tunes Your Results

What Is More Important: The Brand, The Product, Or The Seller?

What to Do When the Price of a Product or Service Is Very Expensive?

Give Something To Your Clients

Coherence and Commitment

Approval

Sympathy

Authority

Take Care of your Image

A Successful Salesperson

Leadership Attitude

Chapter 2

The Power of a Well-Communicated Message

Chapter 2: The Power of a Well-Communicated Message

Message Interpretation

The Right Way to Communicate

Types of Massive Media

Elements of Success

Distortion of the Context of Message and Semantics

Information Poorly Expressed

International Context Barriers

Loss of Information Due to Limited Retention

Information with Limited Listening and Early Assessment

Impersonal Communication

Distrust or Fears in Communication

Insufficient Time for Changes

Access Information

Chapter 3

Are you an Influential Presenter!

Chapter 3: Are you an Influential Presenter!

Before the Presentation

Know the Business of Your Customers

Write Your Sales Presentation

Make Sure You’re Talking to The Right Person

In the Customer’s Office

Create Understanding

Make Questions

Take Your Notes

Learn to Listen

Respond With Feel, Felt And Found

Ask open end questions and look for opportunities

Find the Key Aspect

Eliminate Objections

Close the Sale

Present Purpose

Create a Clear Structure

Conversation with the Audience

Memorable Stories

Start and End with Strength

Increase Your Sales by Presenting Your Product as a Service

Why Marketing a Product as a Service?

Share Your Vision

Show the Human Side

Increase Your Sales by Presenting Your Product as a Service

Work with Testimonials

Emphasize Long-Term Effects

Sell Experiences, Not Products!

WHY?

HOW?

WHAT?

How to Present A Product and Love Your Customers?

First Phase: Philosophy

Second Phase: The Characteristics and Benefits

The Objective of the Second Phase Is to Convince

Third Phase: Concretion

Chapter 4

Negotiation into a Win-Win Long-Term Relationship

Chapter 4: Negotiation into a Win-Win Long-Term Relationship

Introduction

How Negotiations Work Without Losers

Cooperative Preparation

The Visible Compromise

Solution!

The Cake Enlargement Strategy

The Need of the Other

The Interests Decide

The Win-Win Situation

The Win-Win Evaluation

The Win-Win Relationship

The Characteristics of a Win-Win Negotiation

With Investors: Clarity

Do Not Let Investors See You Worried

Write the Investment Conditions before the Meeting

Make It Clear

With Suppliers: Trust

Learn to Trade in Your Favor under a Win-Win Scheme

The Concept of Win-Win

Ask the Right Questions

Be Honest

Offers Alternatives

Third Party

Recommendations for Your Negotiations

What Could We Do to Make Any Negotiation Easy, Quick, and End Up Generating The Expected Result?

Chapter 5

Emotional Intelligence Speaks About You

Chapter 5: Emotional Intelligence Speaks About You

Understand Yourself

Influence Yourself

Understand Others

Influences Others

Does Emotional Intelligence Explain Business Success?

Follow Actions, Not Words

Analyze Yourself

Have the Final Goal Present

Get Rid of Toxins

Stay Connected

The Importance of Emotional Intelligence

A Question of Social Skills

The Acquired Emotional Capacities

Recognition and Mastery of Emotions

Flexibility and Adaptability

Empathy

Education of Emotions

Solidarity with Others

Assertiveness

Leadership Skills

Emotional Intelligence

Types of Emotional Intelligence According to Personality

Generates A Climate of General Trust in The Company

Inter-Company and Intra-Firm Relationships Improve Substantially

Chapter 6

Implications of Leadership

Chapter 6: Implications of Leadership

Self-Esteem

What Is the Relationship of Self-Esteem with Leadership and How It Is Exercised?

Motivation

Authority

Types of Authority

Power

Ethics

Control

Chapter 7

You Become What You Think! Think Positive

Chapter 7: You Become What You Think! Think Positive

Use Techniques of Your Marketing

1Why Should You Develop A Sales Plan?

Creating A Sales Plan

Setting Up Your Sales Team

Sales Management

Effective Communication

Communication Skills for Team Management

Active Listening

Different Techniques, Different Situations

Non-Verbal Communication

Emotional Dominance

Clarity, Conciseness, And Creativity

Appropriate Channels

What to Do Before the Presentation?

Steps to Prepare A Presentation

Short, Memorable, Blunt

Be as Clear and Intentional

Incredibly Visual Slides

Hook Words

Memorable Moment

Numbers and Statistics

Show the Benefits of Your Product or Service

Show the Sales Model

Incite to The Purchase

Order Your Presentation

What Can We Do to Make the Win-Win Habit Come True?

Motivation

Trust

Culture of Work

Enthusiasm

Glossary

Bibliography or References

Préface

Attitude, Skills, and Knowledge are the three main pillars of self-enhancement. You need to have the right attitude around colleagues, with clients and employees, you should have the proper knowledge on how to achieve your goals, how to plan them and what your industry and target audience is all about, with the required skills that are built to change behavior. Presenting your service is a crucial issue for any company that wants to sell and do business. The most important thing about an excellent presentation is to create interest and show that you are not like others and that you have added value that your client or prospect can use to solve a need that they have. This book emphasizes on the selling tips you need to achieve all this. It helps any salesperson to boost up company revenue by polishing up skills. This book answers the main objectives for sharpening your skills and talent that you need to accomplish your goals in life.

CHAPTER 1

Sharpened Skills Fine Tune Your Results

Chapter 1

Sharpened Skills Fine Tunes Your Results

There’s no lotion or potion that will make sales faster and easier for you - unless your potion is hard work.

- Jeffrey Gitomer

From birth until we die, we are continually selling something to someone, regardless of whether we are teachers, doctors, lawyers, or parents. Just as a mother needs to sell absolute values to her children to be the right person, the teacher, the surgeon, or the judge need to sell their best to achieve success. That is made with the help of other people, whom we must influence or persuade to create and decide for us, whether to get a job or just networking for friends. Regardless of the brand, product, or service, if the seller fails to sell first, and fails to connect with the customer, it is going to be very difficult to sell. Sales executives are much more than just salespeople. This is an independent position that pursues the maximum number of sales and is also related to professional specialization.

Professionalism, in effect, is a distinctive feature of the sales executive. Both its preparation and its specialization and constant training, seeking to combine the increase in sales and the pursuit of customer satisfaction with them. That is