How To Double Your Sales

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

You build by 12

Creating RELEVANCE by 13

3 Asking Questions in Colour

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#1. PAIN development

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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

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

How To Double Your Sales

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Notes on slide 1

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