• Like
  • Save
Creating a Sales System that gets Results!
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

Creating a Sales System that gets Results!

  • 474 views
Published

 

  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Be the first to comment
No Downloads

Views

Total Views
474
On SlideShare
0
From Embeds
0
Number of Embeds
0

Actions

Shares
Downloads
0
Comments
0
Likes
1

Embeds 0

No embeds

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
    No notes for slide
  • Can I have a “prospect” please…I have a desk of cards (which are all the products / services I sell)I know what product my “prospect” needs based off key questions I have asked (which I will train you on today)…The product my it’s written on the back of the white board…It is my job as the sales professional to LEAD my prospect to see why my product is the right product for them…but yet make sure that I am LEADING them not TELLING them!!!!!!!!!!!!!!!!!!!!!!Watch In a deck of cards you have:Face cards and numbered cards…which do you prefer?You have Ace/King or Queen/JackYou have Ace / Kings…which do you preferYou have black or red…which do you prefer?You have hearts/diamonds…which do you prefer?
  • Write the objections on the board…
  • Objections is a request for more information (or a request for clarity)…
  • To be effective as a salesperson…we have to LOVE salespeople…A sleezy sales person is…him A pushy sales person is the person who “pushes” his/her product on us without asking us if we are even interested…EXAMPLE: Casual conversation about
  • There is objections involved in all steps of the sales system…The key to a successful sales system is ASKING QUESTIONS – NOT TELLING INFORMATION!!!!!!!!!!!!!!!!!!If you ask the right questions…you will get less objections…We talked about prospecting a few weeks ago but I would like to re-visit this area for a minute because if you prospect right…people will BUY you don’t have to SELL!
  • If you have a problem setting up an appointment….the prospect is:Not readyNot willingNot able
  • The more we talk….the more objections WE CREATE!!!!Sometimes our most PAIN IN THE BUTT customers are because WE CREATED THE MONSTER!!!
  • Most think the best way to overcome objections is…..INFORMATION…..that’s furthest from the truth! ASKING QUESTIONS IS Write the system on the left side of the board…It’s important to note that your presentation should have covered MOST of the concerns….that is why you do not need to spend a lot of time informing and giving more information (because they already have the information….if you get the same objections regularly then you should try to incorporate these into your presentation because these are COMMON concerns.
  • Most think the best way to overcome objections is…..INFORMATION…..that’s furthest from the truth! ASKING QUESTIONS IS Closing EXAMPLES:Demonstration Close (mutual funds)Triplicate of ChoiceHot Button Close (realestate….prospect wants a pool) Unskilled sales people DON’T LISTENAssumptive (when do you need the … by? Great! Let’s get you scheduled)Power of Suggestion Close speaks as if the prospect already owns the product/service (your kids are going to love the park right down the road)What would it take…to gain your businessSudden death – We’ve spent some time now…why don’t we move to making a decision either way.Level with me – what’s the REAL reason?Porcupine close – If I
  • Most think the best way to overcome objections is…..INFORMATION…..that’s furthest from the truth! ASKING QUESTIONS IS Closing EXAMPLES:Demonstration Close (mutual funds)Alternative Close (Triplicate of Choice)Hot Button Close (realestate….prospect wants a pool) Unskilled sales people DON’T LISTENAssumptive (when do you need the … by? Great! Let’s get you scheduled)Power of Suggestion Close speaks as if the prospect already owns the product/service (your kids are going to love the park right down the road)What would it take…to gain your businessPorcupine close – If we can break the payments up over 3 months…Reverse close – let’s pretend when I met you that you owned (what I am proposing) and I was trying to convince you to buy (what you have)Sudden death – We’ve spent some time now…why don’t we move to making a decision either way.Level with me – what’s the REAL reason?Take away – use sparinglyBen Franklin – pros and consSummary – let’s summarize what we covered…Example – cell phone (story)
  • Let’s apply what we have learned!

Transcript

  • 1. 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
  • 2. 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
  • 3. SALES SYSTEMYOU CAN LEADA HORSE TOWATER BUT YOUCAN’T MAKEHIM DRINK
  • 4. Write down your top 3 objections:1. Prospecting2. Setting Appointments3. Closing• Do you have different objectionswith different products?4. Getting ReferralsSALES SYSTEM
  • 5. 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
  • 6. MYTH
  • 7. 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!
  • 8. SALES SUCCESS SYSTEMProspectSetAppointmentPresentationCloseFollow UpReferrals
  • 9. 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
  • 10. 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
  • 11. 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
  • 12. 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?
  • 13. 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!
  • 14. OBJECTION!