“How To Make It EASY For Your
Prospects & Clients To Say Yes!”

                With Sean McPheat
       (Managing Directo...
Interesting Question

How would you currently rate the competency
of your sales staff?
A.   Excellent – they exceed their ...
Interesting Question

How many hours did you spend in up-skilling
your sales staff in 2009?
A.   12 days+ per person (84 h...
The Best Sales Person I’ve Seen...




                                     www.mtdsalestraining.com
Sales Person Of The Month
      WINNER

 46 MONTHS
  RUNNING                   www.mtdsalestraining.com
Top Sales People (and Holly!)....
• Focus & Belief (She believes in what she’s selling & she knows her
  outcomes!)
• Atti...
Let’s Take A Look At...

• The DNA Of The Modern Day Buyer

• The Evolution Of Selling And What It Means
  To You

• Time ...
Who/What Do You Think Of?




                            www.mtdsalestraining.com
This Is The Modern Buyer Of Today!




Psst This includes you too!




                                     www.mtdsalestr...
The Modern Day Buyer...

• Wants “More” For “Less”
• They Want You To Practically Give It Away And
  Still That’s Not Enou...
The Result? Supply Chain Madness!

You’re all squeezing the life out
     of your own margins!

           A Thought:
 Is ...
The Evolution Of The Modern Day Buyer




                                www.mtdsalestraining.com
The Evolution Of The Modern Day Buyer




                                www.mtdsalestraining.com
The Evolution Of The Modern Day Buyer




                                www.mtdsalestraining.com
The Evolution Of The Modern Day Buyer




                                www.mtdsalestraining.com
Redress The Balance Of Power!
• Review:
  – Your sales process
  – Your prospects wants
  – How they buy from you
  – Curr...
Time To Revisit Your USP?




                            www.mtdsalestraining.com
Time To Reposition Exhibitions?

What makes you more unique, more valuable,
      and more visible in the market?

    Mos...
Time To Reposition Exhibitions?

• Repositioning within the industry

• Repositioning how a show is sold

• Is it time tha...
Unique Selling Proposition

                 EXERCISE

        In Pairs, State What Your USP
              Is To Your Part...
USP Or Not USP – That Is The Question!

                  These are NOT USP’s
•   “Our expertise”
•   “Our experience”
•  ...
AUDIENCE POLL


                   Did You Hear A
     UNIQUE SELLING PROPOSITION
                      Or Not?

• being t...
THE MODEL LAYOUT FOR A USP!




“You get fresh, hot pizza delivered to your
  door in 30 minutes or less -- or it's free”
...
If You’re Not
    Different
From The Rest
  Then You’re
    Invisible!



                 www.mtdsalestraining.com
Action

• Brainstorm different USP’s when you get back
  to the office

• Try the BENEFIT, BENEFIT, GUARANTEE USP




    ...
Your Offer




             www.mtdsalestraining.com
Just How Good Is Your Offer?


             AUDIENCE POLL

         How many of you believe
           100% in your offer?...
Just How Good Is Your Offer - REALLY?


               AUDIENCE POLL

How many of you would be 100% comfortable
   in sell...
Challenges With Your Offer

You have to assume that:
• No one believes you!
• No one trusts what you say!
• They believe a...
So What Could You Offer In Return?
• Make it easy for them to buy!

• “One Stop Shop”

• Help them to Budget their partici...
Remember, Your Prospects Want A Magic Pill




QUESTION:
       How can you make your offer so compelling that
 it has nex...
Different Approaches For   TAKE ACTION
                           NOT NOTES!




                                 www.mtds...
Remember There Are 3 Types Of People...

• Those people that WATCH things happen

• Those people that MAKE things happen

...
Thanks!

Some Useful Resources For You:

 For A Copy Of These Slides Plus 20 FREE Sales Audios

            www.mtdufi.com...
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UFI Open Seminar in Europe 2010 - Budapest - Sean McPheat

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Optimize your sales!
by: Sean McPheat, Managing Director, MTD Sales Training, Coventry (United Kingdom)

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UFI Open Seminar in Europe 2010 - Budapest - Sean McPheat

  1. 1. “How To Make It EASY For Your Prospects & Clients To Say Yes!” With Sean McPheat (Managing Director – MTD Sales Training) www.mtdsalestraining.com www.mtdsalestraining.com
  2. 2. Interesting Question How would you currently rate the competency of your sales staff? A. Excellent – they exceed their targets B. Good – they meet their targets C. Below Average – they do not meet their targets D. Poor Performance – they do not meet their targets by a long way www.mtdsalestraining.com
  3. 3. Interesting Question How many hours did you spend in up-skilling your sales staff in 2009? A. 12 days+ per person (84 hours) B. 8-11 days per person (56 – 77) C. 3-7 days per person (21 – 49) D. Less than 3 days (<21) E. 0 www.mtdsalestraining.com
  4. 4. The Best Sales Person I’ve Seen... www.mtdsalestraining.com
  5. 5. Sales Person Of The Month WINNER 46 MONTHS RUNNING www.mtdsalestraining.com
  6. 6. Top Sales People (and Holly!).... • Focus & Belief (She believes in what she’s selling & she knows her outcomes!) • Attitude (She expects a positive outcome and if she does hear a “No” it does not put her off for next time) • Understands needs (my need for a quiet life!) • Communication & negotiation skills • Sales process – she’s tried and tested several approaches and has refined her approach perfectly! • She uses emotion to sell & understands my “hot buttons” • She makes the buying decision easy (Especially down the doughnut isle of the supermarket) In short, she makes it EASY for me to say YES! www.mtdsalestraining.com
  7. 7. Let’s Take A Look At... • The DNA Of The Modern Day Buyer • The Evolution Of Selling And What It Means To You • Time To Revisit Your USP’s? • Is Your Offer Really Compelling? www.mtdsalestraining.com
  8. 8. Who/What Do You Think Of? www.mtdsalestraining.com
  9. 9. This Is The Modern Buyer Of Today! Psst This includes you too! www.mtdsalestraining.com
  10. 10. The Modern Day Buyer... • Wants “More” For “Less” • They Want You To Practically Give It Away And Still That’s Not Enough! • Has More Choice Than Ever Before • Can “Research” Quickly & Find Alternatives • Plays You Off Against Other Alternatives • Sees How Much They Can Get Your Price Down • Is More Sales Savvy www.mtdsalestraining.com
  11. 11. The Result? Supply Chain Madness! You’re all squeezing the life out of your own margins! A Thought: Is it time that you all worked together in a new model? www.mtdsalestraining.com
  12. 12. The Evolution Of The Modern Day Buyer www.mtdsalestraining.com
  13. 13. The Evolution Of The Modern Day Buyer www.mtdsalestraining.com
  14. 14. The Evolution Of The Modern Day Buyer www.mtdsalestraining.com
  15. 15. The Evolution Of The Modern Day Buyer www.mtdsalestraining.com
  16. 16. Redress The Balance Of Power! • Review: – Your sales process – Your prospects wants – How they buy from you – Current skill levels of your people – Understand the numbers of your business – Your offer – Opportunity cost solutions – Look towards the internet and social media for positioning and selling power – Revisit the USP of your industry as a whole and for what you sell www.mtdsalestraining.com
  17. 17. Time To Revisit Your USP? www.mtdsalestraining.com
  18. 18. Time To Reposition Exhibitions? What makes you more unique, more valuable, and more visible in the market? Most USP’s are not USP’s, they’re “givens” ~ DEFINITIONS ~ • being the only one of a particular type; single; sole • without equal or like; unparalleled • very remarkable or unusual www.mtdsalestraining.com
  19. 19. Time To Reposition Exhibitions? • Repositioning within the industry • Repositioning how a show is sold • Is it time that you all worked together? • Sometimes you just need to be different! www.mtdsalestraining.com
  20. 20. Unique Selling Proposition EXERCISE In Pairs, State What Your USP Is To Your Partner 20 Seconds www.mtdsalestraining.com
  21. 21. USP Or Not USP – That Is The Question! These are NOT USP’s • “Our expertise” • “Our experience” • “Our reputation” • “Our pricing” • “Our levels of service” • “Our quality” • “Our performance” • “Our people” • “Our speed of response” • “Our flexibility” • “Our ability to solve problems” www.mtdsalestraining.com
  22. 22. AUDIENCE POLL Did You Hear A UNIQUE SELLING PROPOSITION Or Not? • being the only one of a particular type; single; sole • without equal or like; unparalleled • very remarkable or unusual www.mtdsalestraining.com
  23. 23. THE MODEL LAYOUT FOR A USP! “You get fresh, hot pizza delivered to your door in 30 minutes or less -- or it's free” Here’s Why It’s So Powerful: benefit (fresh), benefit (hot), product (pizza) delivered to your door (benefit) in 30 minutes or less (benefit) or it's free (guarantee) www.mtdsalestraining.com
  24. 24. If You’re Not Different From The Rest Then You’re Invisible! www.mtdsalestraining.com
  25. 25. Action • Brainstorm different USP’s when you get back to the office • Try the BENEFIT, BENEFIT, GUARANTEE USP www.mtdsalestraining.com
  26. 26. Your Offer www.mtdsalestraining.com
  27. 27. Just How Good Is Your Offer? AUDIENCE POLL How many of you believe 100% in your offer? www.mtdsalestraining.com
  28. 28. Just How Good Is Your Offer - REALLY? AUDIENCE POLL How many of you would be 100% comfortable in selling your service, show, floor space, offering etc to your parents/spouse at FULL PRICE with NO DISCOUNT whatsoever? www.mtdsalestraining.com
  29. 29. Challenges With Your Offer You have to assume that: • No one believes you! • No one trusts what you say! • They believe a show costs too much • They don’t like the costs of all of the extras • Poor communications, training • There are too many exhibitions • They don’t like it that visitor attendance is dropping www.mtdsalestraining.com
  30. 30. So What Could You Offer In Return? • Make it easy for them to buy! • “One Stop Shop” • Help them to Budget their participation • Make the order process easy there and then • Avoid charging them after the show • What guarantees can you offer? www.mtdsalestraining.com
  31. 31. Remember, Your Prospects Want A Magic Pill QUESTION: How can you make your offer so compelling that it has next to ZERO risk in it for your prospects and clients? www.mtdsalestraining.com
  32. 32. Different Approaches For TAKE ACTION NOT NOTES! www.mtdsalestraining.com
  33. 33. Remember There Are 3 Types Of People... • Those people that WATCH things happen • Those people that MAKE things happen • Those people that say “What the *!”$ happened?” Make THINGS Happen! www.mtdsalestraining.com
  34. 34. Thanks! Some Useful Resources For You: For A Copy Of These Slides Plus 20 FREE Sales Audios www.mtdufi.com Join Me On Facebook – www.facebook.com/seanmcpheat Join Me On Twitter – www.twitter.com/seanmcpheat Join Me On LinkedIn – www.linkedin.com/in/seanmcpheat www.mtdsalestraining.com
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