How To Double Your Sales
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How To Double Your Sales

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Selling is simple, but simple doesn't make it easy. It's all just common sense, but common sense is seldom common practice.

Selling is simple, but simple doesn't make it easy. It's all just common sense, but common sense is seldom common practice.

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How To Double Your Sales How To Double Your Sales Presentation Transcript

  • 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