CONTENTS                                        1   BEFORE THE CALL                                            Knowing you...
1      PART ONEBEFORE THE CALLKnowing your client makes   the cold call easier
If you want to sell,            then unmask your client first• If you know your client,  then you’ll be able to talk  to h...
YOUR CLIENTWhat you need to Know:• What does the  company do?• Where does it do it?• How does it serve its  clients?      ...
USEFUL RESOURCESin the quest to know your client:• Use every resource  available• Speak to other people  in the organisati...
2      PART TWO       PART TWOSPEAK TO THE RIGHT     PERSON   Always sell to a buyer
THE MOST COMMON                          SALE MISTAKESelling to a non buyer is not     Learn to evaluate yourselling, it’s...
3    PART TWO   PART THREENEVER RUSHYou need to be assertive, but don’t appear pushy
THE MOST COMMON  SALE MISTAKES   DON’T:   • Sell what you think the     client needs   • Make assumptions about     the cl...
THE MOST COMMON  SALE MISTAKES   DO:   • Sell to the client’s needs   • Ensure you know what the     client does and how h...
4           PART TWO          PART FOURGET CLOSE, BUT KEEP  YOUR DISTANCEKeep it personal but at arm’s length
SALES IS A PERSONAL                                     BUSINESSDON’T:                                              !•   Y...
5           PART TWO            PART FIVE  KEEP SOME BACKSuccessful pricing is about knowing        how to negotiate
SALES IS LIKE A POKER                              • Remember to sell toOpening with a price will       the client’s aims ...
THE WINNING HAND                        IS PLAYED LAST• The client has bought into  you• You’ve sold to his needs         ...
1. KNOW YOUR CLIENT2. SPEAK TO A BUYER3. BE ASSERTIVE, BUT NOT PUSHY4. LET YOUR PERSONALITY SHINEAT ARMS LENGTH5. KEEP SOM...
Thank You!
Be prepared to Sell
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Be prepared to Sell

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http://daniellock.com/process-improvement/sales-process-improvement/prepare-to-sell/
You’re in sales. Your earnings depend upon hitting those targets. In fact, it’s not just your earnings, but those of your colleagues. The whole company depends upon selling its products. And that’s your job. That’s a whole lot of responsibility on your shoulders. Every call you make is a battle that needs to be won, so you better be prepared to win it.

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Be prepared to Sell

  1. 1. CONTENTS 1 BEFORE THE CALL Knowing your client SPEAK TO THE RIGHT 2 PERSON Selling to a buyer NEVER RUSH 3 Selling to a need doesn’t mean being pushy GET CLOSE BUT KEEP YOUR 4 DISTANCE Making sales a personal businessPresented by Daniel LockPrincipal of Daniel Lock Consulting 5 KEEP SOME BACK The art of successful pricing
  2. 2. 1 PART ONEBEFORE THE CALLKnowing your client makes the cold call easier
  3. 3. If you want to sell, then unmask your client first• If you know your client, then you’ll be able to talk to him about his needs Japan,• Your conversation will be Japa1945 Today better, and more targeted• You’ll gain his respect, because you already know him• And this applies to the business and the person to whom you are speaking (if possible)
  4. 4. YOUR CLIENTWhat you need to Know:• What does the company do?• Where does it do it?• How does it serve its clients? ?• New products/ Services?• What is your lead’s role?
  5. 5. USEFUL RESOURCESin the quest to know your client:• Use every resource available• Speak to other people in the organisation• Newspapers !• Other companies• Company website• LinkedIn• Even Twitter
  6. 6. 2 PART TWO PART TWOSPEAK TO THE RIGHT PERSON Always sell to a buyer
  7. 7. THE MOST COMMON SALE MISTAKESelling to a non buyer is not Learn to evaluate yourselling, it’s just talking: contact:• Low level employees will be • Use screening questions happy to speak to you • Know your contact’s job• But they can’t make title and responsibilities decisions • Never be afraid to ask:• And won’t tell you until you think you’ve closed the deal “If we were to shake• But they could be intrinsic hands on this, could we start to the deal, all the same tomorrow?”
  8. 8. 3 PART TWO PART THREENEVER RUSHYou need to be assertive, but don’t appear pushy
  9. 9. THE MOST COMMON SALE MISTAKES DON’T: • Sell what you think the client needs • Make assumptions about the client’s work processes • Tell the client you know his business better than he does • Rush to close the deal
  10. 10. THE MOST COMMON SALE MISTAKES DO: • Sell to the client’s needs • Ensure you know what the client does and how he does it • Ask qualifying questions before moving to a close • Help the client see his objectives, and sell him the solution to his problems
  11. 11. 4 PART TWO PART FOURGET CLOSE, BUT KEEP YOUR DISTANCEKeep it personal but at arm’s length
  12. 12. SALES IS A PERSONAL BUSINESSDON’T: !• Your client will buy into you before he buys into your company• Build a rapport by listening to your client’s concerns• Take time and ask open ended questions• The conversation should be about your client and his business• Build trust, but don’t be a ‘yes man’• You’ve cracked it when private concerns about the business are shared, or appropriate personal stories exchanged
  13. 13. 5 PART TWO PART FIVE KEEP SOME BACKSuccessful pricing is about knowing how to negotiate
  14. 14. SALES IS LIKE A POKER • Remember to sell toOpening with a price will the client’s aims and needs either shock or give a base for downward • He will buy the benefit negotiation and on value, not on price • Make your first meeting exploratory, and don’t discuss price
  15. 15. THE WINNING HAND IS PLAYED LAST• The client has bought into you• You’ve sold to his needs “What would you be happy to• He realises the benefits to remove so I can come down him to your price?”• Now offer the price• Any negotiation downwards should be accompanied with a reduction in value
  16. 16. 1. KNOW YOUR CLIENT2. SPEAK TO A BUYER3. BE ASSERTIVE, BUT NOT PUSHY4. LET YOUR PERSONALITY SHINEAT ARMS LENGTH5. KEEP SOME BACK FOR ASTRONGER NEGOTIATINGPOSITION BE PREPARED TO SELL CONCLUSION
  17. 17. Thank You!
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