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Sales Guide for Results and Growth
- 1. Sales For Decisive Actions and Sharp Results - Guaranteed. Business Directors
- 3. Someone is a PROSPECT if they... And, you collect their...
- 4. The Sales Vacuum Niche Product Range Specific Need Product Range Broad Based/Generic Product Range QUALIFY Qualifying Script PROVIDE INFORMATION 10X10 Marketing Strategies The Market Place
- 5. 4 Types of Salespeople… Waits for someone to ask if they can buy …
- 6. 4 Types of Salespeople… Talks about nothing more than the product …
- 7. 4 Types of Salespeople… Promises the World just to get a sale …
- 8. 4 Types of Salespeople… Helps the customer find what they need …
- 10. The Identity Iceberg ...
- 11. What Are Your... Things YOU hold to be true ...
- 12. What Beliefs Do YOU have about...
- 13. What is money? Sales follow CONFIDENCE and VALUE…
- 14. Sales Decisions?
- 15. True communication is the response you get...
- 16. 3 Tool s of Communication...
- 19. The DiSC Profile
- 20. People Types
- 21. CHARACTERISTICS D: Dominance Driving Demanding Determined Decisive Doer Dynamic Dramatic • See a favorable environment as one in which challenges can be overcome • Try to change, fix or control things
- 22. CHARACTERISTICS i : influence Inspirational Inducing Impressive Interactive Interesting Interested Impressionable • See a favorable environment as one in which they can influence others • Try to interact and persuade others
- 23. CHARACTERISTICS S: Steadiness Supportive Submissive Stable Sentimental Shy Status Quo Specialist • See a favorable environment as one which they can keep as steady as possible • Being cooperative, supportive, and agreeable
- 24. CHARACTERISTICS C: Conscientiousness Cautious Competent Calculating Concerned Careful Contemplative Compliant • See a favorable environment as one in which they can bring order • Try to work within established rules, guidelines and procedures to ensure accuracy and quality
- 25. The Professional Salesperson’s Meeting Client’s NEEDs Focus on your Prospect’s Needs, not your product, nor your Needs and you’ll always come out in front
- 26. Your Purpose Statement Permission Process/Questions Solutions Agreement/Decision Investment Action Permission
- 27. Authority... “ Who other than... Will be involved in making this decision... ?”
- 28. Formula for CHANGE (D x V) + F > R Dissatisfaction Vision First Steps Resistance
- 29. Listen twice as often as you speak ... Let them sell you!
- 31. OLD Selling V’s NEW Selling…
- 33. Let them Sell Themselves...
- 36. Finances... “ Obviously finances are very important, can I ask what... You’ve set aside for this purchase... ?”
- 37. After You’ve Reached Emotion & Gathered Information... “ Based on what YOU’VE told me... Either ‘X Solution’ or ‘Y Solution’ will suit you best...
- 38. When you’ve offered a Solution... Check the Prospects... And, ask a...
- 43. The Key to Getting information ... Silence...
- 44. Handling Objections ... Agreement... Any Other Reasons Besides... ? If __(reason)__ was OK... Go ahead... ? If NO... must be another reason can I ask what that is... ? If YES... Then let’s invest some time looking at __(reason)__
- 45. Being Professional... Develop a Sales Kit... Build Rapport... Dress Well... Suit or Find what’s important to similar... Your Prospect... Always be On Time... Always Follow Up... Keep in Touch... Ask for Referrals... Pre-Frame Prospect... Send Thank-you Do Your Homework... Cards... Keep Testimonials... Be Consistent...
- 46. The Sales Vacuum Niche Product Range Specific Need Product Range Broad Based/Generic Product Range QUALIFY PROVIDE INFORMATION 10X10 Marketing Strategies USP & Guarantee Wallet Share The Market Place
- 47. Someone is a SHOPPER if they... And, you confirm their...
Editor's Notes
- Prospects are those people that you first communicate with and they communicate with you, Now it’s over to you to take action
- You get their details…if you do it right. Remember we are talking here about a planned approach…not just waiting for people to turn up. Think back to when we first contacted you….do you remember. You were a suspect until you gave me some information. I didn’t move without that. SHOPPER Someone who buys once
- I’ll bet you all know these…. They come in with a pad open ready to take your order. It’s almost as though it’s YOUR privilege to buy from them.. Is this you? DO you have respect for your clients? THE PRODUCT PUSHER
- These people just go on and on about the features and benefits. I’ve done this myself….someone is ready to buy and I missed the signals….It was about me! So how much is it about you versus them? Remember your USP process… THE OVER SELLER
- They just never shut up!! It’s the greatest thing since sliced bread…High Cs They’ll give you anything just to get the sale. I’ve done this in the early days…I can’t tell you the number of times I walked out from an appointment and said to myself….SHUT UP!! THE PROBLEM SOLVER
- I like these…..it’s about ME! But what’s important here? DISCUSS It’s not about you, or your product necessarily. It’s about satisfying their need, and what’s important here?? Knowing your USP and your target market needs. SO WHAT TYPE ARE YOU? WHAT ARE YOUR SALESPEOPLE? SALES MADE SIMPLE
- Today we are talking about…. SELLING SALES Activity Ask for a definition…write it on the whiteboard So what is the definition? Ask if they sell or let people buy. 4 Types of salespeople
- So what get’s people to have a need? Let’s start with ….. BELIEFS. Refer back to last session and the filters diagram. DISCUSS 5 BELIEFS
- OK Make a list of each of these….. 3 minutes 1 on each DISCUSS 80:20
- Forget the piece of paper or the coins…. Think about it….Imagine you had $1Billion… EXERCISE Feel what that feels like. DISCUSS Would you back yourself? COMMUNICATION
- So moving from beliefs what else makes a difference? ASK Which is more important DISCUSS Refer to Pareto 80:20 If it’s only 20% Logic, why do most sales people focus on selling facts. They spend at least 80% and often more on that. What about the emotion? If it’s 80% then focus on that…PAIN or PLEASURE. Find it out and use it. Refer to my sales process in their diags…. 5 beliefs about MONEY
- So with confidence, you also need….. Now here’s the catch.. It’s not about what goes out from you…. It’s about what goes into them. DRAW A > INTERFERENCE B Note interference as beliefs, opinions, ideas. It’s about understanding this. The language system - VAK
- So let’s take it to the next level….. Give an example of each…. Eg…I like you and trust you. NLP
- SO who’s heard of this?? Exercise ….DO it with someone to demonstrate Explain the difference between match/mirror and mimic Make a point of Alan Pease book 4 steps to learning
- Explain at a high level. Tell the story at the beach So which are you? You’ll get to complete an exercise on this for homework. 3 tools of communication
- OK Now let’s look at who you are, and how you can learn to read others.. DISC
- OK LET’s now look at the detail. We now have lots of tools to work out others, before we even start talking with them. Now let’s look at the process Questions We were born with 2 ears and one mouth…use it in that proportion. QAQAQA
- This is all a bout a process. Ask who has done sales training? Go through the steps. QUESTION CYCLE
- ON big sales, make sure yo are talking with the right people. Don’t be afraid to ask who else….frame it up that it’s important to them. Help them out. Remember you are not selling…you are helping them buy. BUDGET
- OK LET’s now look at the detail. We now have lots of tools to work out others, before we even start talking with them. Now let’s look at the process Questions We were born with 2 ears and one mouth…use it in that proportion. QAQAQA
- Explain Remember the 80% emotion? If you can lead them to that the you will have them…it’s when they start asking how or why that you know you’ve got them. Just keep digging deeper… Remember don’t sell…lead them to a solution. Let them buy OLD VS NEW
- Explain the difference. QUESTION FUNNEL
- It’s important that you don’t oversell. Explain the slide. See the key…emotion. Work it. These keep cycling until they buy. If they show any resistance go back to the question softeners. AUTHORITY
- YOUR PURPOSE STATEMENT
- Add this to the QAQA process. Remember the 2 ears? Then give encouragement DO the card exercise. LET THEM SELL THEMSELVES
- Ask how much they’ve got to spend..respect they have a limit and work to it. GIVE A SOLUTION
- So now you should have enough to give them a solution. Note at this point you haven’t yet sold to them.. You’ve spent most of the time framing it up and gathering information. By now you should know absolutely whether they want your product or not. And if you don’t…go back and keep asking questions. TEMPERATURE
- Just read it out TEMPERATURE CHECKING
- Slide EITHER/OR
- Remember the waiter…give choices that need a choice response. Remember the card…which would you choose ASSUME THE SALE
- Always assume you have the sale. If not they’ll pick it up. WOULD IT BE OK
- Then provide the first steps. SALES KIT
- Then provide the first steps. SALES KIT
- Explain Give an example HOMEWORK
- GO through slide BRINGING IT ALL TOGETHER
- Notice again you get more information. This never stops… it’s the key to ongoing relationships. If you train your customers early, they will be giving you more info every time they shop with you . Don’t be scared to ask….people like to feel important. Its about relationship building . CUSTOMERS