How to sell when nobodys buying spring clean

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How to sell when nobodys buying spring clean

  1. 1. Spring Clean Your Business
  2. 2. sales xcellence
  3. 3. <ul><li>“ You have to be smart. </li></ul><ul><li>The easy days are over ” </li></ul><ul><li>-Robert Kiyosaki </li></ul><ul><li>Rich Dad, Poor Dad </li></ul>
  4. 5. Think of a number between 1 and 10 Multiply by 9 Add the digits of your number together till you get a single number Subtract 5 Assign a letter to the number: 1 = A 2 = B 3 = C
  5. 6. <ul><li>There are no grey elephants in </li></ul><ul><li>Denmark except of course in the zoo </li></ul>
  6. 7. It’s all about Attitude 1999- Hicham El Guerrouj holds the current world record in a time of 3:43.13 1954- Roger Bannister breaks the four minute mile barrier in a time of 3:59.4.
  7. 8. Visualising Success <ul><li>On hearing the “B” of Bang </li></ul><ul><li>Being able to see himself already crossing the finishing line </li></ul><ul><li>Can you see your success in your mind’s eye </li></ul>
  8. 9. Sales Strategy <ul><li>Strategy: </li></ul><ul><li>planning of war - the science or art of planning and conducting a war or a military campaign </li></ul><ul><li>planning in any field - a carefully devised plan of action to achieve a goal, or the art of developing or carrying out such a plan </li></ul><ul><li>Sales Strategy Sales Strategy are the overall plans for achieving the goals of moving buyers closer and closer to a final commitment. </li></ul>
  9. 10. <ul><li>“ What do I have to do to get people to buy? </li></ul><ul><li>Wrong </li></ul><ul><li>“ What do I have to give?” </li></ul><ul><li>“ What benefits can I bring to my customers?” </li></ul><ul><li>“ What value can I add to my customers business?” </li></ul>
  10. 11. What value do you bring to your customers? <ul><li>Tangible, Measurable Results </li></ul><ul><li>How does your product or service impact your customer’s bottom line or expenses? </li></ul><ul><li>How does your product or service provide additional revenue/business to your customer? </li></ul><ul><li>Without your product or service, how do they do things? </li></ul><ul><li>What problems does your offering solve? </li></ul><ul><li>What results can they expect by using your product or service? </li></ul>
  11. 12. Who are your customers? <ul><li>What are the characteristics of your best customer? </li></ul><ul><li>Who else has these characteristics? </li></ul><ul><li>Who can you best add value to? </li></ul><ul><li>Where will you find them? </li></ul>
  12. 13. Sales Process – five steps By Careful Questioning Help Prospect Admit Need Understand Conditions of Satisfaction Get Commitment to Next Step Agree Conditions of Satisfaction Demonstrate Value Establish Success Criteria Secure Order Close After Sales Service Develop as Key Account Proposal Assess Define the Opportunity Send Email to Confirm Commitment and Conditions of Satisfaction Qualify Engage Define Key Players Account Profile Introductory Letter Business Development Prompter Reference Story Value Proposition
  13. 14. Lead Generation <ul><li>Suspect </li></ul><ul><li>Prospect </li></ul><ul><li>Lead Qualification </li></ul>
  14. 15. Problem Solving Selling <ul><li>What problems do my prospect have? </li></ul><ul><li>What is the likely cause of the problems? </li></ul><ul><li>What are the consequences of the problem? </li></ul><ul><li>What impact do they have on the business? </li></ul><ul><li>Who are the problems likely to effect?    </li></ul>
  15. 16. Where will your business come from?
  16. 17. Five Days to Sales Success <ul><li>Day One </li></ul><ul><li>Call 10 clients from your orphan list – talk to them about doing business again </li></ul><ul><li>Call 10 existing customers present them with an offer sell them an upgrade, additional service, a new product </li></ul><ul><li>Call someone who is not a competitor but sells to the same customers as you, tell them you have the names of five good customers you would be willing to introduce them to if you do the same for you </li></ul>
  17. 18. Five Days to Sales Success <ul><li>Day Two </li></ul><ul><li>Call 10 people who could give you a referral </li></ul><ul><li>Call 5 existing customers and ask for a testimonial </li></ul><ul><li>Send an introductory letter to 10 prospects you would really like to do business with </li></ul>
  18. 19. How to ask for a referral
  19. 20. <ul><li>Day Three </li></ul><ul><li>Call 10 prospects who didn’t buy from and find out what they did instead </li></ul><ul><li>Write 500 to 750 word article and submit it to a business magazine </li></ul><ul><li>Make all your customer follow-up calls to-day </li></ul>Five Days to Sales Success
  20. 21. Five Days to Sales Success <ul><li>Day Four </li></ul><ul><li>Research your top 25 prospects, Google them, call people who might know them, become an expert on these prospects. </li></ul><ul><li>Make a list of ways you can help them based on the information you have found </li></ul><ul><li>Gather the information for each prospect so that you can contact them next week </li></ul><ul><li>Make all your customer follow-up calls to-day </li></ul>
  21. 22. Five Days to Sales Success <ul><li>Day Five </li></ul><ul><li>Call 5 satisfied customers and ask them about other ways you might be of assistance to them </li></ul><ul><li>Pay back at least 3 referrals you have received </li></ul><ul><li>Write 5 thank you letters to people who have purchased from you recently </li></ul><ul><li>Find 2 networking events that you can attend in the next 10 days where prospects will be </li></ul><ul><li>Make all your customer follow-up calls to-day </li></ul>
  22. 23. <ul><li>N o tworking </li></ul>N e tworking e is for effort
  23. 24. Become More Persuasive <ul><li>Dress to impress Sell to people’s emotions Don’t ask ‘what they think’ _ </li></ul><ul><li>Ask ‘how they feel’ </li></ul><ul><li>Give prospects a reason to buy </li></ul><ul><li>Use embedded suggestions </li></ul><ul><li>Answer Objections in a positive manner </li></ul><ul><li>Feel Felt Found </li></ul>
  24. 25. Close the Sale <ul><li>Ask for their business </li></ul><ul><li>Assume people are going to buy </li></ul><ul><li>Give them a choice </li></ul><ul><li>Use a simple closing question: </li></ul>
  25. 26. <ul><li>“ Do you need to ask me any other questions or are you ready to go ahead?” </li></ul>
  26. 27. And…………… Finally <ul><li>Nothing happens till someone takes ACTION </li></ul><ul><li>Make a commitment to yourself to take action </li></ul><ul><li>Take Massive Action </li></ul>
  27. 28. The choice is ……………… YOURS
  28. 29. Thank You please visit www.salesxcellence.co.uk

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