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Essential Sales System Programme - webinar 2
 

Essential Sales System Programme - webinar 2

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Essential Sales System Programme - webinar 2 Essential Sales System Programme - webinar 2 Presentation Transcript

  • Copyright 2010 | REV Sales Ltd With Leigh Ashton & Michael ClarkEssential Sales System Programme Webinar 2
  • Agenda1. Updates2. Revise Tracking Template3. BUYER & SALES Cycle - recapped4. Creating your Sales Presentation pt 1 2
  • Progress Updates...Feedback from each participant How are you going with the scripts? Copyright 2010 | REV Sales Ltd How is the template working for you? What’s not working for you? What assistance do you require?
  • EFFICIENCY Why is it important to know your Copyright 2010 | REV Sales Ltd numbers?
  • EFFICIENCY Benefits of knowing your numbers Copyright 2010 | REV Sales Ltd
  • EFFICIENCY Benefits of knowing your numbers Copyright 2010 | REV Sales Ltd ‣ Gives you clarity between Financial Result & Activity Targets
  • EFFICIENCY Benefits of knowing your numbers Copyright 2010 | REV Sales Ltd ‣ Gives you clarity between Financial Result & Activity Targets ‣ Empowers you to lead your client
  • EFFICIENCY Benefits of knowing your numbers Copyright 2010 | REV Sales Ltd ‣ Gives you clarity between Financial Result & Activity Targets ‣ Empowers you to lead your client ‣ Increases your certainty of hitting targets
  • EFFICIENCY Benefits of knowing your numbers Copyright 2010 | REV Sales Ltd ‣ Gives you clarity between Financial Result & Activity Targets ‣ Empowers you to lead your client ‣ Increases your certainty of hitting targets ‣ Allows you to set meaningful targets
  • EFFICIENCY Benefits of knowing your numbers Copyright 2010 | REV Sales Ltd ‣ Gives you clarity between Financial Result & Activity Targets ‣ Empowers you to lead your client ‣ Increases your certainty of hitting targets ‣ Allows you to set meaningful targets ‣ Gives structure to the sales activities each D/W/M
  • Re-Cap Mapping your sales process Marketing Funnel Copyright 2010 | REV Sales Ltd Sales Process 1. Appointment 2. Book 3. Sales Booking Call Appointment Appointment 4. Sale
  • Sales Activity Template NAME 1st Ph No. EMAIL Appointment Booking Sale Appointment Copyright 2010 | REV Sales Ltd Att Yes No CB NC Vmsg NCD WN Att Sale Pend No NP NotesBob Smith 1 1 Name 1 2 1 1 Name 2 3 1 1 1 1 1 Sale Product 1 - £297 Name 3 1 1 Name 4 2 1 1 Name 5 1 1 Name 6 2 1 1 Name 7 2 1 1 1 1 Name 8 1 1 Name 9 1 1Name 10 2 1 1 1 1 Sale Product 2 £997Name 11 1 1 1 1 19 4 2 5 5 1 1 4 2 1 0 1
  • Any Questions or Insightsregarding how to track the numbers in your sales process? Copyright 2010 | REV Sales Ltd
  • BUYER & SALES Cycles V E BIA ION SE OL S E LU T E K Copyright 2010 | REV Sales Ltd ES D SO R UNSATIS ATEATE AWAK TM TM LU LU VA VA E FIE N EE D YOU SEARCH LOCK IN
  • Creating Powerful SalesPresentations Pt 1 Copyright 2010 | REV Sales Ltd
  • 2 Types of Pre-Framing
  • 2 Types of Pre-Framing1. Create a link in the prospect’s mind about the relevance of the questions you’re about to askTypically used at the beginning of your appointments
  • 2 Types of Pre-Framing1. Create a link in the prospect’s mind about the relevance of the questions you’re about to askTypically used at the beginning of your appointments2. Build the value and importance of the question you’re about to ask, so it has greater impactTypically used throughout your presentations atkey moments
  • Architecture of a Pre-Frame
  • Architecture of a Pre-Frame‣Set the tone
  • Architecture of a Pre-Frame‣Set the tone‣Make it clear WHY you’re calling/meeting
  • Architecture of a Pre-Frame‣Set the tone‣Make it clear WHY you’re calling/meeting‣Let them know what they can expect
  • Architecture of a Pre-Frame‣Set the tone‣Make it clear WHY you’re calling/meeting‣Let them know what they can expect‣Take away the resistance - ‘this may not be for you’
  • Architecture of a Pre-Frame‣Set the tone‣Make it clear WHY you’re calling/meeting‣Let them know what they can expect‣Take away the resistance - ‘this may not be for you’‣Let them know that they’ll be able to buy if it’s right for them
  • Sales Presentation 1.Seek to Understand (Biassed) Copyright 2010 | REV Sales Ltd
  • Sales Presentation 1.Seek to Understand (Biassed) 1.Open Questions Copyright 2010 | REV Sales Ltd
  • Sales Presentation 1.Seek to Understand (Biassed) 1.Open Questions 2.Avoid Problems Copyright 2010 | REV Sales Ltd
  • Sales Presentation 1.Seek to Understand (Biassed) 1.Open Questions 2.Avoid Problems Copyright 2010 | REV Sales Ltd 3.Avoid Solutions
  • Sales Presentation 1.Seek to Understand (Biassed) 1.Open Questions 2.Avoid Problems Copyright 2010 | REV Sales Ltd 3.Avoid Solutions 4.Play to your strengths
  • Sales Presentation 1.Seek to Understand (Biassed) 1.Open Questions 2.Avoid Problems Copyright 2010 | REV Sales Ltd 3.Avoid Solutions 4.Play to your strengths 5.Use exploring questions sparingly
  • Sales Presentation 1.Seek to Understand (Biassed) 1.Open Questions 2.Avoid Problems Copyright 2010 | REV Sales Ltd 3.Avoid Solutions 4.Play to your strengths 5.Use exploring questions sparingly 6.Find Common Themes
  • Sales Presentation 2.Awaken Problems (Unsatisfied) Copyright 2010 | REV Sales Ltd
  • Sales Presentation 2.Awaken Problems (Unsatisfied) Copyright 2010 | REV Sales Ltd 3 Types of Problem Qs
  • Sales Presentation 2.Awaken Problems (Unsatisfied) Copyright 2010 | REV Sales Ltd 3 Types of Problem Qs 1.Identification
  • Sales Presentation 2.Awaken Problems (Unsatisfied) Copyright 2010 | REV Sales Ltd 3 Types of Problem Qs 1.Identification 2.Exploration
  • Sales Presentation 2.Awaken Problems (Unsatisfied) Copyright 2010 | REV Sales Ltd 3 Types of Problem Qs 1.Identification 2.Exploration 3.Ownership
  • Copyright 2010 | REV Sales Ltd2.Awaken Problems (Unsatisfied)
  • 2.Awaken Problems(Unsatisfied)Identification Questions Copyright 2010 | REV Sales Ltd
  • 2.Awaken Problems(Unsatisfied)Identification Questions• What’s not working so well for you right now? Copyright 2010 | REV Sales Ltd
  • 2.Awaken Problems(Unsatisfied)Identification Questions• What’s not working so well for you right now? Copyright 2010 | REV Sales Ltd• What are some of your biggest challenges at the moment?
  • 2.Awaken Problems(Unsatisfied)Identification Questions• What’s not working so well for you right now? Copyright 2010 | REV Sales Ltd• What are some of your biggest challenges at the moment?Exploration Questions
  • 2.Awaken Problems(Unsatisfied)Identification Questions• What’s not working so well for you right now? Copyright 2010 | REV Sales Ltd• What are some of your biggest challenges at the moment?Exploration Questions• How long has this gone on for?
  • 2.Awaken Problems(Unsatisfied)Identification Questions• What’s not working so well for you right now? Copyright 2010 | REV Sales Ltd• What are some of your biggest challenges at the moment?Exploration Questions• How long has this gone on for?• Who else is effected by that?
  • 2.Awaken Problems(Unsatisfied)Identification Questions• What’s not working so well for you right now? Copyright 2010 | REV Sales Ltd• What are some of your biggest challenges at the moment?Exploration Questions• How long has this gone on for?• Who else is effected by that?• What does that mean?
  • 2.Awaken Problems(Unsatisfied)Identification Questions• What’s not working so well for you right now? Copyright 2010 | REV Sales Ltd• What are some of your biggest challenges at the moment?Exploration Questions• How long has this gone on for?• Who else is effected by that?• What does that mean?• How does that effect others?
  • Copyright 2010 | REV Sales Ltd2.Awaken Problems (Unsatisfied)
  • 2.Awaken Problems(Unsatisfied)Ownership Questions Copyright 2010 | REV Sales Ltd
  • 2.Awaken Problems(Unsatisfied)Ownership Questions• How is that impacting you professionally and Copyright 2010 | REV Sales Ltd personally?
  • 2.Awaken Problems(Unsatisfied)Ownership Questions• How is that impacting you professionally and Copyright 2010 | REV Sales Ltd personally?• If nothing changes how will this impact you in 3 months?
  • 2.Awaken Problems(Unsatisfied)Ownership Questions• How is that impacting you professionally and Copyright 2010 | REV Sales Ltd personally?• If nothing changes how will this impact you in 3 months?• What’s the REAL cost if things stay as they are?
  • Copyright 2010 | REV Sales LtdWhat’s coming next? Creating Powerful Sales Presentations Pt 2
  • Assignments... Create your Sales Presentation Copyright 2010 | REV Sales Ltd Continue tracking your numbers using the spreadsheet