5 KEYS TO
SUCCESS
Time tested rules that lead to success in any company
SEALS Training: www.ts-sealstraining.com http://ww...
1st Key to Success
It all starts
with your
BELIEF
ENGINE!
SEALS Training: www.ts-sealstraining.com http://www.linkedin.com...
The Catalyst of a
Sale is Belief
P + C + Y = BELIEF
Product + Company + You = Belief
SEALS Training: www.ts-sealstraining....
BELIEF ENGINE PART
- P
Belief in Your Product
• Do people need it?
• How does it help people?
• What makes your product un...
BELIEF ENGINE PART
- C
Belief in Your Company
• Why do customers buy from your company now?
• What is your company’s reput...
"If you believe you can, you
probably can.
If you believe you won't, you
most assuredly won't.
Belief is the ignition swit...
BELIEF ENGINE PART
- Y
Belief in You
• Do you believe in yourself?
• What makes you different from your competitors?
• How...
2nd Key to Success
Be
Prepared!
SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach
Be Prepared!
• That's the motto of the
Boy Scouts. "Be prepared
for what?" someone once
asked Baden-Powell, the
founder of...
BE PREPARED…
For Your Customer
• Most customers are depending on you to prepare for
them and yourself.
• Do you know your ...
BE PREPARED…
For The Objection
• What did you anticipate the objection before the
call?
• Are you ready for the common obj...
BE PREPARED…
For Your Moment
• Moments are like shooting stars. If you are not
looking at the sky you could miss it.
• To ...
BE PREPARED…
For The Sale
• Did you visualize the sale before the call?
• Buying signs are there…now “Open” the sale.
• Do...
BE PREPARED…
To Succeed
• Are you ready to be successful?
• Be self-provisioning. Don’t wait for your company to
deliver w...
3rd Key to Success
Remember
the Rules of
Engagemen
t
SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/s...
Rules of Engagement -#1
Create a great
customer experience.
Leave them better off,
then before you got
there.
SEALS Traini...
Rules of Engagement -#2
Remember the
Golden Rule of Business:
Do unto others that you
have them do unto you.
SEALS Trainin...
Rules of Engagement -#3
Do the right thing!
Be a person of
character.
SEALS Training: www.ts-sealstraining.com http://www....
Rules of Engagement -#4
Be a humble servant!
Remember,
you need them as much,
if not more, then they
need you.
SEALS Train...
Rules of Engagement -#5
Remain fluid!
Do what is best your
customers, not matter
what the cost.
SEALS Training: www.ts-sea...
4th Key to Success
“Tricks”
of the
Trade
SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach
“Tricks” of the Trade - #1
Don’t take stupid No’s
• Make sure you are not letting your customer off the
hook with a “stupi...
“Tricks” of the Trade - #2
Give them something
to say no to!
• People don’t want to say yes to the first price or deal. Th...
“Tricks” of the Trade - #3
Leave room to negotiate!
• Start will a high price. If they say yes, great. If they say
no, now...
“Tricks” of the Trade - #4
Allow them to “test drive”
your product or service
• Help them see themselves using your produc...
“Tricks” of the Trade - #5
Fear of loss is more
impactful than hope of gain
• When do you do to the doctor? When your sick...
5th Key to Success
SAY
THANK
YOU!
Thank You Tip - #1
Say it!
• When you are done with the sale, say thank you.
• People remember gratitude.
• It makes them ...
Thank You Tip - #2
Send them a note.
• It feels good to know you are thanked after the sale.
• It keeps you in front of th...
Thank You Tip - #3
Follow Up
• This shows the customer that they matter to you!
• They may have questions or concerns that...
Thank You Tip - #4
Leave them saying
WOW!• Add a little something to get them to come back.
• Give them an offer to experi...
Thank You Tip - #5
Give a Referral
• It is much easier to get a referral if you give one first.
• Help them with another a...
Thank You
And
Remember to
Have a Great Day
or Make It One!!!! 
SEALS Training: www.ts-sealstraining.com http://www.linked...
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5 Keys to Success

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Here are five time tested keys to success in sales or life. This is great for sales training or sales coaching. Help your peope at work become better by sharing sales secrets, tips and ideas.

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5 Keys to Success

  1. 1. 5 KEYS TO SUCCESS Time tested rules that lead to success in any company SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach
  2. 2. 1st Key to Success It all starts with your BELIEF ENGINE! SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach
  3. 3. The Catalyst of a Sale is Belief P + C + Y = BELIEF Product + Company + You = Belief SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach
  4. 4. BELIEF ENGINE PART - P Belief in Your Product • Do people need it? • How does it help people? • What makes your product unique? • What is your products competitive edge? SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach
  5. 5. BELIEF ENGINE PART - C Belief in Your Company • Why do customers buy from your company now? • What is your company’s reputation? • Is your company going to change the industry? • Are they staying cutting edge or up with the times? SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach
  6. 6. "If you believe you can, you probably can. If you believe you won't, you most assuredly won't. Belief is the ignition switch that gets you off the launching pad.“ - Denis Waitley SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach
  7. 7. BELIEF ENGINE PART - Y Belief in You • Do you believe in yourself? • What makes you different from your competitors? • How are you going to separate yourself within your industry? • Who is in your “Fan Club?” SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach
  8. 8. 2nd Key to Success Be Prepared! SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach
  9. 9. Be Prepared! • That's the motto of the Boy Scouts. "Be prepared for what?" someone once asked Baden-Powell, the founder of Scouting, "Why, for any old thing." said Baden-Powell. • Be prepared for life - to live happily and without regret, knowing that you have done your best. That's what the Scout motto means. Excerpted from page 54, Boy Scout Handbook, 11th ed,(#33105), copyright 1998 by BSA, ISBN 0-8395-3105-2 SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach
  10. 10. BE PREPARED… For Your Customer • Most customers are depending on you to prepare for them and yourself. • Do you know your product or service inside and out? • Do you know the current trends in your product or service? SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach
  11. 11. BE PREPARED… For The Objection • What did you anticipate the objection before the call? • Are you ready for the common objections? • Do you have the facts or materials necessary to overcome their concern? SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach
  12. 12. BE PREPARED… For Your Moment • Moments are like shooting stars. If you are not looking at the sky you could miss it. • To separate you from your competitors • Don’t over stay your “welcome.” SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach
  13. 13. BE PREPARED… For The Sale • Did you visualize the sale before the call? • Buying signs are there…now “Open” the sale. • Do you have the proper “tools” to close the sale? SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach
  14. 14. BE PREPARED… To Succeed • Are you ready to be successful? • Be self-provisioning. Don’t wait for your company to deliver what you need. • Success is a journey…not an event. SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach
  15. 15. 3rd Key to Success Remember the Rules of Engagemen t SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach
  16. 16. Rules of Engagement -#1 Create a great customer experience. Leave them better off, then before you got there. SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach
  17. 17. Rules of Engagement -#2 Remember the Golden Rule of Business: Do unto others that you have them do unto you. SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach
  18. 18. Rules of Engagement -#3 Do the right thing! Be a person of character. SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach
  19. 19. Rules of Engagement -#4 Be a humble servant! Remember, you need them as much, if not more, then they need you. SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach
  20. 20. Rules of Engagement -#5 Remain fluid! Do what is best your customers, not matter what the cost. SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach
  21. 21. 4th Key to Success “Tricks” of the Trade SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach
  22. 22. “Tricks” of the Trade - #1 Don’t take stupid No’s • Make sure you are not letting your customer off the hook with a “stupid” no. • A “stupid” no is defined by a minimal reason why they won’t buy from you. • Maybe is a “stupid” no. SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach
  23. 23. “Tricks” of the Trade - #2 Give them something to say no to! • People don’t want to say yes to the first price or deal. They know that there is something better is they say no. • It makes them more comfortable. It helps them feel like they win and will allow them to justify it to the “mystery” partner is necessary. • This will allow “roadblock” to surface. It will get you closer to the yes.
  24. 24. “Tricks” of the Trade - #3 Leave room to negotiate! • Start will a high price. If they say yes, great. If they say no, now you have the room to concede. • Remember the rule of 3. By the third proposal, the likelihood of the sales increases significantly. • People want a deal. It makes your customer feel like they won.
  25. 25. “Tricks” of the Trade - #4 Allow them to “test drive” your product or service • Help them see themselves using your product or service. Create a “picture” of the benefits or outcome. • Give them a trial version is applicable. • Remember the Jones’. Name drop or show them who is using your product. People don’t want to be the experimental lab rat.
  26. 26. “Tricks” of the Trade - #5 Fear of loss is more impactful than hope of gain • When do you do to the doctor? When your sick? Or when you healthy? • What do your customer lose by not doing business with you? • Remember human nature. People don’t like to lose!
  27. 27. 5th Key to Success SAY THANK YOU!
  28. 28. Thank You Tip - #1 Say it! • When you are done with the sale, say thank you. • People remember gratitude. • It makes them happy too! SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach
  29. 29. Thank You Tip - #2 Send them a note. • It feels good to know you are thanked after the sale. • It keeps you in front of them. • Send “snail mail” over email. If you can’t…send the email. • Send holiday or birthday cards to current customers SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach
  30. 30. Thank You Tip - #3 Follow Up • This shows the customer that they matter to you! • They may have questions or concerns that you can address early rather than allowing them to stew over the issue. • Allows you another opportunity to present a new of different product or service. SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach
  31. 31. Thank You Tip - #4 Leave them saying WOW!• Add a little something to get them to come back. • Give them an offer to experience something else. • Give a referral. SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach
  32. 32. Thank You Tip - #5 Give a Referral • It is much easier to get a referral if you give one first. • Help them with another aspect of their life by providing a name of someone that fill the need. • This is the BEST form of thanks! SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach
  33. 33. Thank You And Remember to Have a Great Day or Make It One!!!!  SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach
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