Program Objective <ul><li>To provide real-world, no unrealistic tips, tricks & techniques that will allow you to: </li></u...
The Challenges
The Fundamental Truth <ul><li>You must be able to demonstrate what makes you  DIFFERENT , not better.  </li></ul><ul><ul><...
What Makes You Different?
Old-fashioned, but True:  <ul><li>Benefits Are All That Matters </li></ul><ul><li>Prospects don’t care about features; the...
There Must Be A Match <ul><li>What you present must improve your buyer’s circumstances otherwise there is no need for them...
Is Your Funnel Filled?
Yes, You Must Have…  <ul><li>Quantity and Quality! </li></ul><ul><li>You must have enough prospects in your sales funnel t...
Prospect Generation
Pick Up the Phone
The Holy Grail in Cold Calling <ul><li>Engage in pre-call planning. This is not discretionary! </li></ul><ul><li>Do not bo...
The Holy Grail in Cold Calling <ul><li>Get them curious about what you have to offer. </li></ul><ul><li>Be ready for obsta...
Screening & Qualifying <ul><li>Not all prospects are created equal, and in order to save time and follow-up/follow-through...
Screening & Qualifying <ul><ul><li>The  “rush to meeting ” can ultimately cost you time that would be better spent in othe...
What?
Probing <ul><li>In general, people are better convinced when they “discover” the solution on their own. </li></ul><ul><ul>...
Closed-ended Probes <ul><li>A closed-ended question can be answered by “yes,” “no,” or a number. They do not provide “spac...
Open-ended Probes <ul><li>These questions usually begin with “how,” “what,” “when,” “where,” or “why”. They provide qualit...
The More Questions… <ul><li>The More Information! </li></ul><ul><li>In order to present value and communicate how / why yo...
You Will Get Pushback
Resistance and Pushback <ul><li>What are some of the reasons you might get resistance from your prospects? </li></ul><ul><...
Overcoming Objections <ul><li>I understand how you feel </li></ul><ul><li>Several of our prospects/clients felt the same w...
Staying on the Grid <ul><li>Persistence (not stalking) </li></ul><ul><li>Maintaining mind share during a lengthy sales pro...
Use the Three I’s
The Three I’s  & Staying on the Grid <ul><li>Information : anything that can add value and/or be of interest (either profe...
What  Doesn’t Work… <ul><li>in Touch Point Management </li></ul><ul><ul><ul><ul><li>Checking in </li></ul></ul></ul></ul><...
Frequency of Touches <ul><li>Depends upon the quality / potential of the prospect. </li></ul><ul><ul><li>If the prospect w...
Successful Sales Behaviors
Attitude for Success <ul><li>Passion </li></ul><ul><li>Commitment </li></ul><ul><li>Consistency </li></ul><ul><li>Flexibil...
Thank you <ul><li>Adrian Miller Sales Training </li></ul><ul><li>www. adriamiller .com </li></ul><ul><li>516-767-9288 </li...
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Best Practices for Sales Success

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Best Practices for Sales Success by a 23 year veteran of the sales training industry. Get tips on the good, the bad and the ugly.

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Best Practices for Sales Success

  1. 2. Program Objective <ul><li>To provide real-world, no unrealistic tips, tricks & techniques that will allow you to: </li></ul><ul><ul><ul><li>Convert more prospects </li></ul></ul></ul><ul><ul><ul><li>Win more new business </li></ul></ul></ul><ul><ul><ul><li>Retain and grow your existing clients </li></ul></ul></ul><ul><ul><ul><li>Capture more market share </li></ul></ul></ul>
  2. 3. The Challenges
  3. 4. The Fundamental Truth <ul><li>You must be able to demonstrate what makes you DIFFERENT , not better. </li></ul><ul><ul><li>By using exquisite sales skills, you show how this difference equates to an improvement in your prospect’s situation (business or personal). </li></ul></ul><ul><ul><li>Ultimately, this improvement must be in something that they WANT . </li></ul></ul>
  4. 5. What Makes You Different?
  5. 6. Old-fashioned, but True: <ul><li>Benefits Are All That Matters </li></ul><ul><li>Prospects don’t care about features; they care about what the features can do for them. </li></ul><ul><ul><li>Don’t tell them about your product or service. Tell them about how it can make an improvement in their current situation. </li></ul></ul><ul><ul><ul><li>Emotion sells. People buy what they want and they want benefits. </li></ul></ul></ul>
  6. 7. There Must Be A Match <ul><li>What you present must improve your buyer’s circumstances otherwise there is no need for them to say “yes” to your offer (regardless of how good it is!) </li></ul>
  7. 8. Is Your Funnel Filled?
  8. 9. Yes, You Must Have… <ul><li>Quantity and Quality! </li></ul><ul><li>You must have enough prospects in your sales funnel to generate sufficient new business and revenue. </li></ul>
  9. 10. Prospect Generation
  10. 11. Pick Up the Phone
  11. 12. The Holy Grail in Cold Calling <ul><li>Engage in pre-call planning. This is not discretionary! </li></ul><ul><li>Do not bore your prospect! Think of a problem they are likely to have with their current solution/s. </li></ul><ul><li> </li></ul>
  12. 13. The Holy Grail in Cold Calling <ul><li>Get them curious about what you have to offer. </li></ul><ul><li>Be ready for obstacles. </li></ul><ul><li>Have a fallback position. What will you say if they don’t agree to your desired outcome? </li></ul>
  13. 14. Screening & Qualifying <ul><li>Not all prospects are created equal, and in order to save time and follow-up/follow-through appropriately, you must effectively screen and qualify your prospects (proactive and reactive). </li></ul>
  14. 15. Screening & Qualifying <ul><ul><li>The “rush to meeting ” can ultimately cost you time that would be better spent in other endeavors. </li></ul></ul>
  15. 16. What?
  16. 17. Probing <ul><li>In general, people are better convinced when they “discover” the solution on their own. </li></ul><ul><ul><li>You can help them to accomplish this discovery by effective probing. </li></ul></ul>
  17. 18. Closed-ended Probes <ul><li>A closed-ended question can be answered by “yes,” “no,” or a number. They do not provide “space” for the prospect to describe a situation in their own words. These questions can close down a conversation and you must be careful where and when you deploy these probes . </li></ul>
  18. 19. Open-ended Probes <ul><li>These questions usually begin with “how,” “what,” “when,” “where,” or “why”. They provide qualitative insights and are best used to draw out a prospect. </li></ul>
  19. 20. The More Questions… <ul><li>The More Information! </li></ul><ul><li>In order to present value and communicate how / why your offering is an improvement, you must engage in active probing. </li></ul><ul><li>Probing enables people to (eventually) buy (and not be sold!). </li></ul><ul><li>Probing leads prospects to see benefits and advantages. </li></ul>
  20. 21. You Will Get Pushback
  21. 22. Resistance and Pushback <ul><li>What are some of the reasons you might get resistance from your prospects? </li></ul><ul><ul><li>You didn’t present enough value and benefits. </li></ul></ul><ul><ul><li>You didn’t demonstrate an improvement over what they are currently specifying. </li></ul></ul><ul><ul><li>You are experiencing prospect inertia (inertia can often be won over by persistence). </li></ul></ul>
  22. 23. Overcoming Objections <ul><li>I understand how you feel </li></ul><ul><li>Several of our prospects/clients felt the same way </li></ul><ul><li>They found that… </li></ul><ul><ul><li>This is where you RE-SELL your benefits as they apply specifically to the prospect. End the benefit statement with a controlling question. </li></ul></ul>
  23. 24. Staying on the Grid <ul><li>Persistence (not stalking) </li></ul><ul><li>Maintaining mind share during a lengthy sales process </li></ul><ul><li>Generating increased ROI from your prospecting </li></ul>
  24. 25. Use the Three I’s
  25. 26. The Three I’s & Staying on the Grid <ul><li>Information : anything that can add value and/or be of interest (either professionally or personally) </li></ul><ul><li>Invitations : to events, meetings, charity outings, etc. (whether or not you will be attending yourself) </li></ul><ul><li>Introductions : to individuals that share specific synergies </li></ul>
  26. 27. What Doesn’t Work… <ul><li>in Touch Point Management </li></ul><ul><ul><ul><ul><li>Checking in </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Touching base </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Haven’t heard from you in awhile </li></ul></ul></ul></ul><ul><ul><ul><ul><li>What’s happening </li></ul></ul></ul></ul>
  27. 28. Frequency of Touches <ul><li>Depends upon the quality / potential of the prospect. </li></ul><ul><ul><li>If the prospect was good enough for you to meet, they are good enough for you to stay on the grid and get closure. </li></ul></ul>
  28. 29. Successful Sales Behaviors
  29. 30. Attitude for Success <ul><li>Passion </li></ul><ul><li>Commitment </li></ul><ul><li>Consistency </li></ul><ul><li>Flexibility </li></ul><ul><li>Open-mindedness </li></ul>
  30. 31. Thank you <ul><li>Adrian Miller Sales Training </li></ul><ul><li>www. adriamiller .com </li></ul><ul><li>516-767-9288 </li></ul><ul><li>[email_address] </li></ul>

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