Hi, my name is Misty.I am a marketing coach.My formal education is in Marketing andGraphic Communications and over 16 yearsof sales experience.I empower small business owners to takecontrol of their business growth by showingthem how to inexpensively - yet effectively -market their business.SALES SYSTEM
What we are going to learn today:1. The art of asking questions2. How to create a presentation that gets most of the objections outof the way3. How to handle objections easily and effortlessly…eliminatingtension4. Power closes all champions must know5. Get your prospect to buy…so you don’t have to sell (HINT:Prospecting properly is the KEY!!!!)SALES SYSTEM
SALES SYSTEMYOU CAN LEADA HORSE TOWATER BUT YOUCAN’T MAKEHIM DRINK
Write down your top 3 objections:1. Prospecting2. Setting Appointments3. Closing• Do you have different objectionswith different products?4. Getting ReferralsSALES SYSTEM
Closing is STRESSFUL for many because:1. They are not prepared2. They fear rejectionProspects are STRESSED because:1. They fear making a mistake…2. They have dealt with other BAD sales people before…CLOSING IS HARD - MYTH
Overcoming Objections is NOT:1. Manipulation2. Convincing3. Pushing4. Getting people to buy things they don’t want, needor can’t afford (which is why we need to ASK Q’s!!!)MYTHOvercoming Objections IS:1. Teaching2. Helping3. Answering questions….which is a Service!
The Key to Successful Prospecting:Identify if your prospect is:Ready, Willing, AND Ableto purchase your product or service…Brian Tracy asks it this way…1. Does the prospect need what you’re selling?2. Can the prospect use what you’re selling?3. Can the person afford the product?4. Does the person want the product?SALES SYSTEM
The Key to a Successful Presentation:1. Overcome the MOST COMMON objectionsas part of your sales presentation.2. Talk less ASK more3. Includes TRIAL CLOSESSALES SYSTEM
The SYSTEM to Overcoming Objections:1. LISTEN2. RESTATE - Restate the objection3. ISOLATE - Is that the only…objection?4. TRIAL CLOSE - So if I can…will you…?5. REAL OBJECTION REVEALED - So the real concern is…6. TRIAL CLOSE - So if I can…you will…?7. INFORM / OVERCOME / SOLVE PROBLEM8. CLOSE like a CHAMPION!OVERCOMING OBJECTIONS
ASK FOR THE SALE!Trial Closes:1. Does that make sense?2. Is that correct?3. Which do you prefer?4. How do you see us fitting in?5. Where do you stand on this?6. Do you agree?7. Is this what you were looking for?8. Are we on track with what you were thinking?
Champion Closes:1. Demonstration Close 11. Take away2. Alternative Close 12. Ben Franklin3. Hot Button Close 13. Summary Close4. Assumptive Close 14. Example Close5. Power of Suggestion Close6. What Would It Take…7. Porcupine Close8. Reverse Close9. Sudden Death Close10. Level with meASK FOR THE SALE!