Highest Branch
inspirational sales
Highest Branch
introductions
what is selling?
our sales process
customer qualification
handling objections
closing
whats ne...
Highest Branch
Highest Branch
define: sale
se l/
noun
plural noun: sales
1.the exchange of a commodity for money; the action of selling so...
Highest Branch
how do people sell?
how do we sell?
how do we BUY?
what are we actually selling?
Open Forum
Highest Branch
What is a sales
process?
!
!
This?
Highest Branch
What is a sales
process?
!
Maybe
This?
Highest Branch
What is a sales
process?
!
Perhaps
this?
Highest Branch
qualification
objection handling
closing
retention
happily it is much simpler!
Highest Branch
define: qualify
!
kw l fa
In selling, process of determining if a certain lead (potential customer) has cert...
Highest Branch
wait for the customer to ask a question
move straight into a sales pitch
don t really listen
attempt (poor)...
Highest Branch
ask open questions
engage in conversation with (not at)
use information given to engage further
ask more op...
Highest Branch
separates YOU from the competition
allows you to fully understand needs
builds rapport
puts customer at eas...
Highest Branch
it takes too long
customers get all defensive
they only care about the price anyway
I don t know how to tal...
Highest Branch
“I’ve learned that
people will forget
what you said, people
will forget what you
did but people will
never ...
Highest Branch
define: objection
uhb-jek-shuhn
noun
1.
a reason or argument offered in disagreement, opposition, refusal, o...
Highest Branch
price
complacency
fear
trust
external influencers
timing
the objections
Highest Branch
break down overall cost into smaller service
help client justify cost personally (from qualification)
focus ...
Highest Branch
External Influencers
It s fine but I need to talk to my partner
frequently used as an excuse
longer and bette...
Highest Branch
Timing
It s too much to think about just now - call me back in 6 months
if there are issues, chances are th...
Highest Branch
objection overcome?
Great!
move STRAIGHT to the close
DANGER - SALES APPROACHING
Highest Branch
define: close
close the deal Complete a transaction, as in Jack was delighted to close the sale .
This term ...
Highest Branch
just ask - (often the hardest thing to do)
some useful closing techniques
Closing the sale
Highest Branch
Closing techniques
Alternative Close
Assumptive Close
Indirect Close / question close
Sharp Angle
Balance s...
Highest Branch
the alternative close
we can do this or we can do that
WHICH OF THOSE DO YOU PREFER?
Excellent, I will get ...
Highest Branch
the assumptive close
This is what we can do for you (don’t stop)
So I will get you booked in right now
Highest Branch
the indirect close
aka the question close
use indirect or soft questions
how does that feel to you?
what do...
Highest Branch
the sharp angle close
response to a question
if I can, will you? Offer compromise.
can often close a very un...
Highest Branch
the balance sheet close
aka - The benjamin Franklin
Write out a pro s and con s list
Assist the client (wit...
Highest Branch
The easiest close is
just to ask for the
business.
All it takes is a little
confidence!
and practice..
Highest Branch
So what happens next?
It costs on average 6 times more to find a new customer than it does to retain and
max...
Highest Branch
starts immediately
measure satisfaction
focussed follow ups
constant contact
customer retention
Highest Branch
ask for referrals
testimonials
social media
positive messages sell products
use positive customers
Highest Branch
don t get hung up on making it complicated - its not
qualification is just conversation
great qualification l...
Highest Branch
Thank you
Highest Branch
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Lake district estates

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Presentation to managers of Lake District Estates holiday parks, on better sales processes, techniques and tips. 10th June 2014. Contents include sales definitons, qualification skills, closing techniques and follow ups.

Published in: Sales, Travel, Business
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Lake district estates

  1. 1. Highest Branch inspirational sales
  2. 2. Highest Branch introductions what is selling? our sales process customer qualification handling objections closing whats next? welcome - rough agenda
  3. 3. Highest Branch
  4. 4. Highest Branch define: sale se l/ noun plural noun: sales 1.the exchange of a commodity for money; the action of selling something."we withdrew it from sale" 2. synonyms: selling, vending, disposal; More: dealing, trading, bargaining
  5. 5. Highest Branch how do people sell? how do we sell? how do we BUY? what are we actually selling? Open Forum
  6. 6. Highest Branch What is a sales process? ! ! This?
  7. 7. Highest Branch What is a sales process? ! Maybe This?
  8. 8. Highest Branch What is a sales process? ! Perhaps this?
  9. 9. Highest Branch qualification objection handling closing retention happily it is much simpler!
  10. 10. Highest Branch define: qualify ! kw l fa In selling, process of determining if a certain lead (potential customer) has certain characteristics (such as ability, authority, and inclination to purchase, and economic size of the expected order) that qualify him or her as a prospect. !
  11. 11. Highest Branch wait for the customer to ask a question move straight into a sales pitch don t really listen attempt (poor) small talk to build rapport Bad qualification
  12. 12. Highest Branch ask open questions engage in conversation with (not at) use information given to engage further ask more open questions rinse and repeat Awesome qualification
  13. 13. Highest Branch separates YOU from the competition allows you to fully understand needs builds rapport puts customer at ease everybody loves talking about themselves! why bother?
  14. 14. Highest Branch it takes too long customers get all defensive they only care about the price anyway I don t know how to talk to people not for me?
  15. 15. Highest Branch “I’ve learned that people will forget what you said, people will forget what you did but people will never forget how you made them feel” ! Maya Angelou
  16. 16. Highest Branch define: objection uhb-jek-shuhn noun 1. a reason or argument offered in disagreement, opposition, refusal, or disapproval. 2. the act of objecting 3. a ground or cause for objecting 4. a feeling of disapproval, dislike, or disagreement. ! Synonyms 4. complaint, protest, criticism. !
  17. 17. Highest Branch price complacency fear trust external influencers timing the objections
  18. 18. Highest Branch break down overall cost into smaller service help client justify cost personally (from qualification) focus on positive outcomes focus on your unique value focus on quality USP s Price Your services just cost too much
  19. 19. Highest Branch External Influencers It s fine but I need to talk to my partner frequently used as an excuse longer and better qualification should avoid this if genuine then restart process again we really want to try and avoid this !
  20. 20. Highest Branch Timing It s too much to think about just now - call me back in 6 months if there are issues, chances are they will still be there in 6 months make it easy to become your client stress your flexibility re-sell your unique value and qualities !
  21. 21. Highest Branch objection overcome? Great! move STRAIGHT to the close DANGER - SALES APPROACHING
  22. 22. Highest Branch define: close close the deal Complete a transaction, as in Jack was delighted to close the sale . This term applies to such transactions as the sale of a house, as well as negotiations leading up to a sale. ! The latter was also used as to close a bargain, a phrase used by Charles Dickens and other 19th-century writers: ! "He closed the bargain directly it reached his ears," Nicholas Nickleby, 1838. !
  23. 23. Highest Branch just ask - (often the hardest thing to do) some useful closing techniques Closing the sale
  24. 24. Highest Branch Closing techniques Alternative Close Assumptive Close Indirect Close / question close Sharp Angle Balance sheet
  25. 25. Highest Branch the alternative close we can do this or we can do that WHICH OF THOSE DO YOU PREFER? Excellent, I will get you booked in right now
  26. 26. Highest Branch the assumptive close This is what we can do for you (don’t stop) So I will get you booked in right now
  27. 27. Highest Branch the indirect close aka the question close use indirect or soft questions how does that feel to you? what does that sound like? gains positive affirmation from customer
  28. 28. Highest Branch the sharp angle close response to a question if I can, will you? Offer compromise. can often close a very unsure client
  29. 29. Highest Branch the balance sheet close aka - The benjamin Franklin Write out a pro s and con s list Assist the client (with the pro s)
  30. 30. Highest Branch The easiest close is just to ask for the business. All it takes is a little confidence! and practice..
  31. 31. Highest Branch So what happens next? It costs on average 6 times more to find a new customer than it does to retain and maximise the potential from our existing client base, and yet we expend our energy constantly looking for new clients. We need to focus on changing this paradox in the 21st Century . Harvard Business Review, July 2009
  32. 32. Highest Branch starts immediately measure satisfaction focussed follow ups constant contact customer retention
  33. 33. Highest Branch ask for referrals testimonials social media positive messages sell products use positive customers
  34. 34. Highest Branch don t get hung up on making it complicated - its not qualification is just conversation great qualification limits objections the easiest sales close is just to ask for the business ALWAYS, ask for the business! ! SUMMARY
  35. 35. Highest Branch Thank you
  36. 36. Highest Branch
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