Stewart Nash
Managing Business Acceleration & Change

Paul Munnery
The Stewart Nash Consultancy
Business Support & Assistance to SME Businesses
Where there is a need for additional business...
South West SME Businesses
Facing tough, new competition

Post-recession business will be tough
Financial Security in Sales
Financial Security = 4%
Financial Security = 4%
80% / 20% / 4%
Professional Salespeople.
Average Salespeople.
Financial Security = 4%
80% / 20% / 4%
Professional Salespeople.
Average Salespeople.
The difference?
Consistently winning...
Develop a Sales Persona
Develop a Sales Persona
Two Characteristics of Professional Salespeople

High levels of Self Confidence & Self Esteem
High...
The Successful Salesperson
The Successful Salesperson
Two Fundamentals.
Choose the right Product or Service to sell
•Tangible? Intangible?
Be intense...
Why People Buy
Why People Buy
Why do people buy?
For our reasons or for theirs?
Closing
Who enjoys closing?
Get through the close smoothly.
When to close?
Closing. The Process of Selling
Telling is not selling.
Ask questions.
Closing. The Process of Selling
Telling is not selling.
Ask questions.
Trial closing
Closing. The Process of Selling
Telling is not selling.
Ask questions.
Trial closing
Give one piece of information. Ask a ...
Closing. The Rule of Seven
The more, the easier.
1.
2.
3.
4.
5.
6.
7.

Salesperson must be Positive, Enthusiastic & Eager
...
Closing. Applying Pressure …
Closing. Applying Pressure …
The only pressure you apply is the pressure of Silence.
When?
How?
Closing. Why so difficult?
Four difficulties to overcome when closing.
Closing. Why so difficult?
Four difficulties to overcome when closing.
1. Salespersons fear of rejection
Closing. Why so difficult?
Four difficulties to overcome when closing.
1. Salespersons fear of rejection
2. Prospects fear...
Closing. Why so difficult?
Four difficulties to overcome when closing.
1. Salespersons fear of rejection
2. Prospects fear...
Closing. Why so difficult?
Four difficulties to overcome when closing.
1.
2.
3.
4.

Salespersons fear of rejection
Prospec...
Closing. Major obstacles
Closing. Major obstacles
1.
2.
3.
4.

Negative Expectations
Lack of Enthusiasm
Lack of Sincerity
On a Different Wavelength
Closing. Handling Objections
Closing. Handling Objections
There are NO sales without objections
Interpret the objection as a question, requesting more
...
Closing. The Law of Six.
Closing. The Law of Six.
Sales objections. How many do you encounter?
Normally six objections to any product or service.
K...
In summary …
Woo & Wow!
In summary …
Woo & Wow!
Pay attention to the detail
Control the conversation
&

Close More Orders
Stewart Nash
Managing Business Acceleration & Change

Paul Munnery
Paul.munnery@stewartnash.co.uk
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Paul Munnery - Close More Orders Workshop

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How to Close More Orders, was a workshop I ran in Truro, Cornwall for the South West Rural Development Agency.
The fifty delegates were from small and medium sized businesses that had a dedicated sales person or sales team. They all wanted to do a better job of selling their company's products or services.

With the South West businesses under threat from highly competitive businesses from outside the region, the RDA wanted South West businesses to sharpen their selling skills.

This workshop taught delegates basic sales psychology and several useful higher-level selling skills.

This slide deck shows the slides I presented. If you'd like the text and detail that accompanies the slides,
- please contact Paul Munnery at www.stewartnash.co.uk, or
- email directly to paul.munnery@stewartnash.co.uk

Published in: Business, Education
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Transcript of "Paul Munnery - Close More Orders Workshop"

  1. 1. Stewart Nash Managing Business Acceleration & Change Paul Munnery
  2. 2. The Stewart Nash Consultancy Business Support & Assistance to SME Businesses Where there is a need for additional business skills & director-level experience into the company Practical, hands-on assistance. Highly results orientated Helping SME businesses in South West develop, grow and sell more products & services
  3. 3. South West SME Businesses Facing tough, new competition Post-recession business will be tough
  4. 4. Financial Security in Sales
  5. 5. Financial Security = 4%
  6. 6. Financial Security = 4% 80% / 20% / 4% Professional Salespeople. Average Salespeople.
  7. 7. Financial Security = 4% 80% / 20% / 4% Professional Salespeople. Average Salespeople. The difference? Consistently winning salespeople do just a few things differently to the others
  8. 8. Develop a Sales Persona
  9. 9. Develop a Sales Persona Two Characteristics of Professional Salespeople High levels of Self Confidence & Self Esteem High levels of Empathy
  10. 10. The Successful Salesperson
  11. 11. The Successful Salesperson Two Fundamentals. Choose the right Product or Service to sell •Tangible? Intangible? Be intensely Goal Orientated •Goals = Focus = Results
  12. 12. Why People Buy
  13. 13. Why People Buy Why do people buy? For our reasons or for theirs?
  14. 14. Closing Who enjoys closing? Get through the close smoothly. When to close?
  15. 15. Closing. The Process of Selling Telling is not selling. Ask questions.
  16. 16. Closing. The Process of Selling Telling is not selling. Ask questions. Trial closing
  17. 17. Closing. The Process of Selling Telling is not selling. Ask questions. Trial closing Give one piece of information. Ask a question. Demonstrate a Benefit. Ask a question. Giv one piece of information. Ask a question…
  18. 18. Closing. The Rule of Seven The more, the easier. 1. 2. 3. 4. 5. 6. 7. Salesperson must be Positive, Enthusiastic & Eager Salesperson must understand the customers needs Customer must understand the value of the offering Customer must believe you - and your company Trust, Rapport or Friendship must be established Customer must want to enjoy the benefits Product or Service must be suited to the customer
  19. 19. Closing. Applying Pressure …
  20. 20. Closing. Applying Pressure … The only pressure you apply is the pressure of Silence. When? How?
  21. 21. Closing. Why so difficult? Four difficulties to overcome when closing.
  22. 22. Closing. Why so difficult? Four difficulties to overcome when closing. 1. Salespersons fear of rejection
  23. 23. Closing. Why so difficult? Four difficulties to overcome when closing. 1. Salespersons fear of rejection 2. Prospects fear of failure
  24. 24. Closing. Why so difficult? Four difficulties to overcome when closing. 1. Salespersons fear of rejection 2. Prospects fear of failure 3. The lazy buyer
  25. 25. Closing. Why so difficult? Four difficulties to overcome when closing. 1. 2. 3. 4. Salespersons fear of rejection Prospects fear of failure The lazy buyer The emotional prospect
  26. 26. Closing. Major obstacles
  27. 27. Closing. Major obstacles 1. 2. 3. 4. Negative Expectations Lack of Enthusiasm Lack of Sincerity On a Different Wavelength
  28. 28. Closing. Handling Objections
  29. 29. Closing. Handling Objections There are NO sales without objections Interpret the objection as a question, requesting more information from you …
  30. 30. Closing. The Law of Six.
  31. 31. Closing. The Law of Six. Sales objections. How many do you encounter? Normally six objections to any product or service. Know yours. Handle objections with ease.
  32. 32. In summary … Woo & Wow!
  33. 33. In summary … Woo & Wow! Pay attention to the detail Control the conversation & Close More Orders
  34. 34. Stewart Nash Managing Business Acceleration & Change Paul Munnery Paul.munnery@stewartnash.co.uk
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