The KISS of Sales
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The KISS of Sales

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The 5 ingredients for sales success

The 5 ingredients for sales success

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The KISS of Sales Presentation Transcript

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