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The psychology of sales success

The psychology of sales success



Sharpen your sales process with this set of steps.

Sharpen your sales process with this set of steps.



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    The psychology of sales success The psychology of sales success Presentation Transcript

    • The Psychology of Sales Success
      The hidden steps to stop spinning your wheels and begin selling more effectively
      Peter Lambrou, Ph.D.
      Twitter: @plambrou
    • Why Sharpen Your Sales Skills Now?
      It’s the economy “S****d”
      Now is always a good time to improve our skills
      Our competitors don’t sit still…
    • Who is Able to Improve?.
      A recent experience with a Solar System
      Too much chitchat
      Too much irrelevant information – Texture coating
      Didn’t get to the point quickly
      Learned my motivation way too late
      Didn’t respect the time we agreed upon
      Left without giving a quote
      Able to improve – YES – lost this sale
    • Sales Don’t Just Happen!
      How do you bake a cake?
      How do you build a house?
      How do you make a sale?
      Do you know the recipe?
      Do you have a blueprint?
      What’s your process?
    • Clarifying Your Sales Process
      You already know the features and benefits of your product or service… hopefully.
      Let’s drill deeper into the Sales Process
      8 Steps
      Defining your customers
    • Your Target Customer/s
      What are the demographic, psychographic, geographic, firmographic, and behavioral elements of your target customer/s?
      Create an Avatar or profile for each target customer if you have multiple products or services or levels.
    • Prospecting
      What are the methods for prospecting you currently use?
      What current methods could you improve?
      What methods could you add?
      Suspects vs. Prospects
    • Prospecting Processes
      Who’s doing it – You or someone you hire?
      Of course referrals are best – do you have a process for asking?
      Accept the reality prospecting really is a “numbers game.”
      Keep records of important data to sharpen your process.
    • Qualifying
      How do you distinguish a suspect from a prospect?
      What are the key distinctions for each target customer?
      What are the defining questions you ask?
      How are different answers providing clarity on the qualification of a suspect to be a prospect?
    • Qualifying Processes
      Go for ‘NO’ Always be in a "Disqualification" mode.
      Rate suspects in some way.
      Have your qualifying questions either in front of you or memorized. Take notes.
      Disarm defenses – let suspects know you may or may not be able to assist them.
      Come from a head & heart of service – not self-service.
    • Engaging Prospects
      How do you engage a qualified prospect to be open to providing the information you need to explore their pain that you can/may remedy?
      How do you develop rapport, connection, and the foundations of trust?
    • Engaging Process
      When you can, Research – do your homework.
      Rapport is the creation of some sense of shared values, interests, or objectives.
      Connection is the development of a sense of collaboration toward a common purpose.
      Trust is the ability to rely upon one another with a scale of confidence (low to high).
    • Engaging Elements
      Do you know what matters to the prospect?
      Can you speak the prospect’s language?
      Can you allow prospects to be wrong with dignity
      Increases in trust allow you to ask more detailed questions and get more honest and relevant information to help you offer the best solutions.
    • How Do You Present?
      When you have a solution for a prospect’s wants or needs, how do you create the environment for that solution to be heard and understood?
      Do you have a pre-condition to presenting or proposing a solution?
      Who do you present to?
    • Negotiation
      What is your plan or process to negotiate differences between what your prospect wants/needs and what you can deliver?
      Specific parameters
    • Securing the Sale (closing)
      What is/are your specific processes for closing a transaction?
    • Service & Follow-Up
      How do you follow-up a sale and ensure the customer is satisfied.
      Do you have a process for obtaining a second sale to that customer or a referral?
    • Summary
      A periodic review of your sales process is like a tune-up for your car-
      Qualifying, Negotiating & Closing are the main keys to sales efficiency and profitablity-
      A follow-up system can keep customers and generate leads and referrals-
    • Sales Consulting Associates.Com
      Twitter @plambrou #psychsales
      45-Minute Free Phone Consultation – just contact Peter Lambrou, Ph.D.
      Training for individuals and teams
      For free reports sign up at: