David Gilroy BSc (Hons1), MBA Conscious Solutions Sales & Marketing Director  (Director of Stuff & Things) (Accidental Sal...
Why do people buy?
Make them your friend
Tell! Don’t sell
Questions, questions
Follow the numbers
Benefits
Where’s the pain?
People love to buy
Posture
Become bullet proof
Learn to handle rejection
Closing
Keep in touch
 
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Closing More Business

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A presentation given at our 2008 client conference on sales technique and closing more business.

Published in: Business, Career
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  • Why me? Been selling for over 10 years Turnover of £1m this year Letters not to impress you but should you that I have sat where you are sitting
  • - Dale Carnegie says "Become genuinely interested in other people." EKS anecdote re. F1 bet. Birthdays, holidays, CRM, data, data, data
  • - show them value - don't TRY and sell
  • - the quality of your questions will affect the quality of your sale
  • - sales is a numbers game - make sure you know your pipeline
  • People want holes how does it help them, forget you they are NOT interested in you or your product, just what it will do for them
  • - what is causing them problem - dollarise the benefit of using your service
  • - so let them - no complicated contracts - risk reversal
  • - define what I mean....if I can!!! - never accept the first meeting - the blink test
  • - you will have to be
  • - it is a fact of life with sales - deal with it!
  • Do NOT “always be closing” - you shouldn't have to - don't use the "traditional" closes - trial, alternative, preference, ask, puppy dog, ego, pen, last ditch
  • - Budd Martin story - Oct-04 contact - Nov-04 meeting - Aug-06 phone call - Dec-06 said yes - Sep-07 still not live
  • Closing More Business

    1. 1. David Gilroy BSc (Hons1), MBA Conscious Solutions Sales & Marketing Director (Director of Stuff & Things) (Accidental Salesman) (11 Handicap Golfer) Closing More Business
    2. 2. Why do people buy?
    3. 3. Make them your friend
    4. 4. Tell! Don’t sell
    5. 5. Questions, questions
    6. 6. Follow the numbers
    7. 7. Benefits
    8. 8. Where’s the pain?
    9. 9. People love to buy
    10. 10. Posture
    11. 11. Become bullet proof
    12. 12. Learn to handle rejection
    13. 13. Closing
    14. 14. Keep in touch

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