Keep It Simple Selling<br />The KISS of Sales<br />© 2010-2011 IntroRocket, Inc.<br />1<br />www.IntroRocket.com<br />
The KISS of Sales<br />These are 5 basic ingredients for sales success<br />Many will want to add to the basics.  Try to a...
The KISS of Sales<br />Qualify<br />Plan<br />Listen (then sell)<br />Manage<br />Close<br />© 2010-2011 IntroRocket, Inc....
Qualify<br />Think before you call<br />Understand your prospect<br />Know if you have relevant connections<br />Decide ho...
Plan<br />You can set the agenda – so have an agenda<br />Before you connect with a prospect, you should:<br />Plan what y...
What do you mean “next steps”?<br />Success does not happen by accident – it is all about execution<br />© 2010-2011 Intro...
Listen (then sell)<br />Talk less, listen more, avoid “happy ears”<br />As a rule of thumb, especially in the early stages...
Manage the process<br />Do your job and sell<br />You have to manage your deals (or at least your part of the process) fro...
Close<br />Your well-earned commission<br />Your job is to sell – not to “buy it back” – so sell<br />When it is time for ...
Know your opportunities<br />Closed Won<br />Closed Lost<br />© 2010-2011 IntroRocket, Inc.<br />10<br />www.IntroRocket.c...
The KISS of Sales<br />Qualify<br />Know who you are selling to and why<br />Plan<br />Set, manage, adapt the agenda<br />...
Discussion / Questions?<br />mike@IntroRocket.com<br />© 2010-2011 IntroRocket, Inc.<br />12<br />www.IntroRocket.com<br />
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The KISS of Sales

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The 5 ingredients for sales success

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The KISS of Sales

  1. 1. Keep It Simple Selling<br />The KISS of Sales<br />© 2010-2011 IntroRocket, Inc.<br />1<br />www.IntroRocket.com<br />
  2. 2. The KISS of Sales<br />These are 5 basic ingredients for sales success<br />Many will want to add to the basics. Try to avoid this, but if adding process steps, do two things:<br /> Consider why you want to add complexity<br />Measure and report on anything you add<br />© 2010-2011 IntroRocket, Inc.<br />2<br />www.IntroRocket.com<br />
  3. 3. The KISS of Sales<br />Qualify<br />Plan<br />Listen (then sell)<br />Manage<br />Close<br />© 2010-2011 IntroRocket, Inc.<br />3<br />www.IntroRocket.com<br />
  4. 4. Qualify<br />Think before you call<br />Understand your prospect<br />Know if you have relevant connections<br />Decide how you can best solve a real problem<br />Why does your solutions matter?<br />Prospects must “see themselves” in your service<br />The absolute basics<br />Search Google<br />Visit your prospect’s website<br />Understand existing relationships (IntroRocket, LinkedIn, …)<br />© 2010-2011 IntroRocket, Inc.<br />4<br />www.IntroRocket.com<br />
  5. 5. Plan<br />You can set the agenda – so have an agenda<br />Before you connect with a prospect, you should:<br />Plan what you will cover<br />Cover the items in your plan<br />Define and reiterate next steps<br />Absolute basics<br />Use a script / template<br />Capture last steps in CRM system<br />Capture next steps in CRM system<br />© 2010-2011 IntroRocket, Inc.<br />5<br />www.IntroRocket.com<br />
  6. 6. What do you mean “next steps”?<br />Success does not happen by accident – it is all about execution<br />© 2010-2011 IntroRocket, Inc.<br />6<br />www.IntroRocket.com<br />Define and document (past and future) activities in your CRM system<br />
  7. 7. Listen (then sell)<br />Talk less, listen more, avoid “happy ears”<br />As a rule of thumb, especially in the early stages of a sale, you should spend at least 70% of your time listening. If not, you are talking too much<br />Some of the most interesting things happen when you are quiet<br />Ask relevant questions, listen carefully, address potential hurdles<br />Happy Ears?<br />You are not going to close every deal, so don’t waste time selling to people not ready to buy<br />Don’t be afraid to take things off the table<br />Absolute basics<br />Ask planned questions<br />Understand blocking issues<br />Capture next steps in CRM system<br />© 2010-2011 IntroRocket, Inc.<br />7<br />www.IntroRocket.com<br />
  8. 8. Manage the process<br />Do your job and sell<br />You have to manage your deals (or at least your part of the process) from initial contact to completion / close. If not, failure is essentially guaranteed<br />Walk your prospect through each step from initial interaction to final signature<br />Ask if there are obstacles<br />Your deals should close when you expect them to close<br />Pricing always seems like a hot topic, but it is not. Know and communicate pricing<br />.. A note about complaining: You have much more credibility when you are killing your quota ..<br />Absolute basics<br />Follow your plan<br />Define next steps in CRM system<br />© 2010-2011 IntroRocket, Inc.<br />8<br />www.IntroRocket.com<br />
  9. 9. Close<br />Your well-earned commission<br />Your job is to sell – not to “buy it back” – so sell<br />When it is time for a purchase, you should already know the answer<br />When you win a deal: understand why, document what happened, define next steps for increased success with your new customer<br />Much more importantly: when you lose a deal, understand what reallyhappened. Document this – 100% of the time – in your CRM system<br />Absolute basics<br />Close your deals<br />Document wins / losses<br />Define next steps in CRM system<br />© 2010-2011 IntroRocket, Inc.<br />9<br />www.IntroRocket.com<br />
  10. 10. Know your opportunities<br />Closed Won<br />Closed Lost<br />© 2010-2011 IntroRocket, Inc.<br />10<br />www.IntroRocket.com<br />
  11. 11. The KISS of Sales<br />Qualify<br />Know who you are selling to and why<br />Plan<br />Set, manage, adapt the agenda<br />Listen (then sell)<br />Be confident, use silence as an asset<br />Manage<br />Do the things you are supposed to do<br />Close<br />Jerry McGuire<br />© 2010-2011 IntroRocket, Inc.<br />11<br />www.IntroRocket.com<br />
  12. 12. Discussion / Questions?<br />mike@IntroRocket.com<br />© 2010-2011 IntroRocket, Inc.<br />12<br />www.IntroRocket.com<br />
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