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SalesChannel
                                                              Europe




    How To Double
   Your Sales in an
Economic Downturn
     © 2009 SalesChannel Europe - All rights reserved
SalesChannel
                                                         Europe




© 2009 SalesChannel Europe - All rights reserved
2 3
                                                  SalesChannel
                                                        Europe




1
                                    Things to
                                  remember
  SalesChannel Europe ©2009 All rights reserved
1. The Magic Sales Formula                                SalesChannel
                                                                Europe

2. Earning Trust
3. Asking Questions in Colour




          SalesChannel Europe ©2009 All rights reserved
1                                                      SalesChannel
                                 The Magic Sales Formula     Europe




    © 2009 SalesChannel Europe - All rights reserved
P x CR = SALES

                 6
CR = Conversion Ratio


P x CR = SALES
P = Number of prospects

                              7
33%   (Typically 25%-50%)




P x CR = SALES
10       S=3
                               Example 1
                                           8
40% *


P x CR = SALES
10       S=4
*Requires considerable effort. Not easily sustainable
                                                        Example 2
                                                                    9
33%


P x CR = SALES
20 *
         S=6
*Requires less effort. Is sustainable
                                        Example 3
                                                10
2                                                                  SalesChannel
                                                                         Europe




Earning Trust


                © 2009 SalesChannel Europe - All rights reserved
You build



 by
            12
Creating

RELEVANCE
 by

           13
Asking insightful questions                                           SalesChannel
                                                                            Europe




                   © 2009 SalesChannel Europe - All rights reserved
SalesChannel
                                                                            Europe




and listening actively

                   © 2009 SalesChannel Europe - All rights reserved
3

Asking Questions in Colour
17
#1. PAIN development
SalesChannel
                                                                           Europe




#2. Show them GAIN after PAIN


                  © 2009 SalesChannel Europe - All rights reserved
20
Asking Questions in Colour
                                                                             SalesChannel
                                                                                   Europe
 White Questions Current situation
                   Facts, data & information
                   white snow: pure, cold hard facts

 Green Questions   Desired situation
                   Future state
                   Grass, trees, growth, can become

                   Obstacles
 Black Questions   Important, powerful
                   Dark, night time, can’t see in the dark. Turn on the light to see
                   what stands between current situation and desired situation.

 Red Questions     Feelings
                   Fire, explosive color, highly emotional
                   -ve Red: “If Stan doesn’t do something he won’t make quota
                   without help. Stan needs to talk to you.”
                   +ve Red: “If Stan overachieves this year, he will probably be
                   promoted to VP Sales
                          © 2009 SalesChannel Europe - All rights reserved
SalesChannel
                          Simple doesn’t mean easy       Europe




© 2009 SalesChannel Europe - All rights reserved
Sales                                                     SalesChannel
                                                                          Europe




Acceleration 2.0
                                                                    David R Ednie
                                                                  President & CEO
                                                         SalesChannel Europe SARL
                                                              Ph: +33 676 600 925
                                          Email: david@saleschannel-europe.com
                                           Blog: http://saleschannel.blogspot.com
                                          Website: www.saleschannel-europe.com
     © 2009 SalesChannel Europe - All rights reserved                        23

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How To Double Your Sales

  • 1. SalesChannel Europe How To Double Your Sales in an Economic Downturn © 2009 SalesChannel Europe - All rights reserved
  • 2. SalesChannel Europe © 2009 SalesChannel Europe - All rights reserved
  • 3. 2 3 SalesChannel Europe 1 Things to remember SalesChannel Europe ©2009 All rights reserved
  • 4. 1. The Magic Sales Formula SalesChannel Europe 2. Earning Trust 3. Asking Questions in Colour SalesChannel Europe ©2009 All rights reserved
  • 5. 1 SalesChannel The Magic Sales Formula Europe © 2009 SalesChannel Europe - All rights reserved
  • 6. P x CR = SALES 6
  • 7. CR = Conversion Ratio P x CR = SALES P = Number of prospects 7
  • 8. 33% (Typically 25%-50%) P x CR = SALES 10 S=3 Example 1 8
  • 9. 40% * P x CR = SALES 10 S=4 *Requires considerable effort. Not easily sustainable Example 2 9
  • 10. 33% P x CR = SALES 20 * S=6 *Requires less effort. Is sustainable Example 3 10
  • 11. 2 SalesChannel Europe Earning Trust © 2009 SalesChannel Europe - All rights reserved
  • 14. Asking insightful questions SalesChannel Europe © 2009 SalesChannel Europe - All rights reserved
  • 15. SalesChannel Europe and listening actively © 2009 SalesChannel Europe - All rights reserved
  • 17. 17
  • 19. SalesChannel Europe #2. Show them GAIN after PAIN © 2009 SalesChannel Europe - All rights reserved
  • 20. 20
  • 21. Asking Questions in Colour SalesChannel Europe White Questions Current situation Facts, data & information white snow: pure, cold hard facts Green Questions Desired situation Future state Grass, trees, growth, can become Obstacles Black Questions Important, powerful Dark, night time, can’t see in the dark. Turn on the light to see what stands between current situation and desired situation. Red Questions Feelings Fire, explosive color, highly emotional -ve Red: “If Stan doesn’t do something he won’t make quota without help. Stan needs to talk to you.” +ve Red: “If Stan overachieves this year, he will probably be promoted to VP Sales © 2009 SalesChannel Europe - All rights reserved
  • 22. SalesChannel Simple doesn’t mean easy Europe © 2009 SalesChannel Europe - All rights reserved
  • 23. Sales SalesChannel Europe Acceleration 2.0 David R Ednie President & CEO SalesChannel Europe SARL Ph: +33 676 600 925 Email: david@saleschannel-europe.com Blog: http://saleschannel.blogspot.com Website: www.saleschannel-europe.com © 2009 SalesChannel Europe - All rights reserved 23