C-Level Sales Mastery Rainmaker Commando Course Paul J. Lange Blue Ocean Strategist & Rainmaker Sydney – Dubai www.paullange.com.au

Presentation Overview Death by PowerPoint Traits of Great Salespeople Monetising Value Killer Sales Questions Daily Actions for Success

Death by PowerPoint

Traits of Great Salespeople

Monetising Value

Killer Sales Questions

Daily Actions for Success

Death By PowerPoint or Written Proposal Maximum 10 Slides. Customer Logo No-no’s Customer Focused Describe Your Customer's Compelling Need to Buy Name Proposed Solution Without Technical Details State Price and (% of) Total Cost What Business Pain Do You Remove or Prevent? Do They Believe You?

Maximum 10 Slides.

Customer Logo No-no’s

Customer Focused

Describe Your Customer's Compelling Need to Buy

Name Proposed Solution Without Technical Details

State Price and (% of) Total Cost

What Business Pain Do You Remove or Prevent?

Do They Believe You?

Your Best Salesperson Goes Where the Fish Are Identifies Buy Signals May Not Have the Most Prospects in the Pipeline Calls Only on Decision Makers Plans Every Call Always Documents the Sales Call Objective Pre-plans Questions Establishes an ‘Up-front’ Contract Listens Takes Notes Monetises the Value Makes Early Morning and Friday Afternoon Appointments Shows the Whole Chain and Sells the First Link Asks for the Sale Asks for New Business and Referrals Documents Agreements Instead of Writing Proposals

Goes Where the Fish Are

Identifies Buy Signals

May Not Have the Most Prospects in the Pipeline

Calls Only on Decision Makers

Plans Every Call

Always Documents the Sales Call Objective

Pre-plans Questions

Establishes an ‘Up-front’ Contract

Listens

Takes Notes

Monetises the Value

Makes Early Morning and Friday Afternoon Appointments

Shows the Whole Chain and Sells the First Link

Asks for the Sale

Asks for New Business and Referrals

Documents Agreements Instead of Writing Proposals

Monetise Your Value Identify, Not Edify Your Competitor(s) State Your Benefit in Simple Clear Terms Quantify the Benefit ‘ Monetise’ the Benefit to the Customer Show Total ‘Monetised’ Benefit in ‘Unit’ Terms Demonstrate the True Net Cost of Your Product

Identify, Not Edify Your Competitor(s)

State Your Benefit in Simple Clear Terms

Quantify the Benefit

‘ Monetise’ the Benefit to the Customer

Show Total ‘Monetised’ Benefit in ‘Unit’ Terms

Demonstrate the True Net Cost of Your Product

Killer Sales Questions Do you have your agenda in front of you? Will you look at the facts and decide for yourself if it makes sense? Would you like to know how we differ? If XYZ is successful is there anything else stopping you proceeding? Why can’t you? Why don’t you give it a try? What question haven’t I asked that I should have?

Do you have your agenda in front of you?

Will you look at the facts and decide for yourself if it makes sense?

Would you like to know how we differ?

If XYZ is successful is there anything else stopping you proceeding?

Why can’t you?

Why don’t you give it a try?

What question haven’t I asked that I should have?

11 Actions You Can Take Today Send a Handwritten Note Ask for a Referral from a Satisfied Customer Send a Thank You Note or Gift to a Referrer Meet an Influencer from Your Network in the Real World Convert Connections to ‘True’ Followers ‘ Napsterise’ Knowledge to Your Clients Environment Clip and Send an Interesting Media Article Make an Appointment Call a Client You Haven’t Spoken to in Over a Year Return All Calls Leave Voicemails … Especially Late in the Evening

Send a Handwritten Note

Ask for a Referral from a Satisfied Customer

Send a Thank You Note or Gift to a Referrer

Meet an Influencer from Your Network in the Real World

Convert Connections to ‘True’ Followers

‘ Napsterise’ Knowledge to Your Clients Environment

Clip and Send an Interesting Media Article

Make an Appointment

Call a Client You Haven’t Spoken to in Over a Year

Return All Calls

Leave Voicemails … Especially Late in the Evening

Exclusive for Delegates Proposal/Presentation Format Copy of this Presentation Complimentary Pre-Launch Copy of Book Access to Sales Training & Information Exclusive Offers http:// iran.paullange.com.au

Proposal/Presentation Format

Copy of this Presentation

Complimentary Pre-Launch Copy of Book

Access to Sales Training & Information

Exclusive Offers

http:// iran.paullange.com.au