How to Get a Yes

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Session: How to Get a Yes
Presented by: Deborah Gardner CMP, Owner/Author/Speaker, DG International LLC
Date and time: Tuesday, June 25, 3:00pm
pcma.org/educon

Published in: Education, Business
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  • Y.E.S!
  • PREPARATION
  • WORDS
  • SALES PRESENTATION
  • SALES PRESENTATION
  • For
  • SALES PRESENTATION
  • THANK YOU!
  • How to Get a Yes

    1. 1. HOW TO GET TOHOW TO GET TOYou Embracing SuccessYou Embracing Success ®®Copyright 2013 (C) DG INTERNATIONAL,LLC
    2. 2. Copyright 2013 (C) DG INTERNATIONAL, LLCLearning Outcomes• Understand the one "WORD" thatwill allow you to win in anysituation.• Identify three achievable ways getto "yes" more often.• Enhance your confidence toinfluence others immediately.
    3. 3. GAME RULESGAME RULESGamble & Have FUN!Get Your Competition To FoldPlay With 3 New Game ChangersAce “NEW” Ways To Influence OthersBecome A Winning Professional Player!Copyright 2013 (C) DG INTERNATIONAL,LLC
    4. 4. PREPARATIONPREPARATION
    5. 5. WHAT IS THE MOSTWHAT IS THE MOSTIMPORTANTIMPORTANTCOMMUNICATIONCOMMUNICATIONSKILL TODAY?SKILL TODAY?Copyright 2013 (C) DG INTERNATIONAL, LLC
    6. 6. Copyright 2013 (C) DG INTERNATIONAL, LLC
    7. 7. WORDSMITHSWORDSMITHS““My words will make me … RICH!”My words will make me … RICH!”Copyright 2013 (C) DG INTERNATIONAL, LLC
    8. 8. PREDICATIONPREDICATION
    9. 9. PRESENTATIONPRESENTATION
    10. 10. HOW TO GET TOHOW TO GET TO““Systematic Persuasion”Systematic Persuasion”OPPORTUNITESFace to FaceConference CallsFront of the RoomSocial MediaE-MailObjectionsFollow UpVoicemailTraditional MailCOMPONENTSQuestionsStoriesChallengesBenefitsCall to ActionCopyright 2013 (C) DG INTERNATIONAL, LLC
    11. 11. BENEFITSBENEFITSTangibleIntangibleTaking ActionConsequences of NOT Taking ActionBenefit of the BenefitCopyright 2013 (C) DG INTERNATIONAL, LLC
    12. 12. HOW TO GET TOHOW TO GET TO““Systematic Persuasion”Systematic Persuasion”OPPORTUNITESFace to FaceConference CallsFront of the RoomSocial MediaE-MailObjectionsFollow UpVoicemailTraditional MailCOMPONENTSQuestionsStoriesChallengesBenefitsCall to ActionCopyright 2013 (C) DG INTERNATIONAL, LLC
    13. 13. ME: “Hello, is this Person’s Name?”Prospect: Yes, this is…. Person’s Name.ME: “Hi, Person’s Name. This is Deborah Gardner with DG INTERNATIONAL.Prospect: “What are you selling?”ME: “That’s a good question. Are you looking to grow your company business by 30% or more thisyear?”Prospect: “Of course. What are you selling?”ME: “I’m a business consultant and sales trainer. My company represents owners like you thatwant to quickly grow their business by helping sales professionals overcome their commonchallenges. Does your sales team have any headaches or challenges that they wish wouldmagically disappear?Prospect: “We sure do!”ME: “What is the biggest challenge that’s slowing them down and why is that a challenge?Prospect: “Actually, the entire sales process!” It seems that they are challenged in many areasfrom the introduction to closing a sale. We have many levels of experience but no true process.ME: "Yeah, that’s a fairly common problem. We’ve helped a lot of sales people that are in yoursame situation. Six months ago, _____ (competitor), hired me and was losing lots of sales due tolack of training. Not only did they increase their sales 42% but had to hire 2 more CSR’s to keepup with their orders. What do you think this challenge is costing you?"Prospect: “Lot’s of aggravation and it’s keeping us from reaching our annual company goals.”ME: “We’re offering a FREE 25-minute consulting session. Are you interested?”Prospect: “Tell me more about it.”ME: We’ll get together, clarify what you are wanting for your company, uncover any additionalchallenges that can make it easier for your sales team to get what they want, and then we offersome solutions. I’m available next week yet you are free to choose any day to further discuss?”Prospect: “Sounds great. I’m available next Wednesday at 2:00pm.”Copyright 2013 (C) DG INTERNATIONAL, LLC
    14. 14. ME: “Hello, is this Person’s Name?”Prospect: Yes, this is…. Person’s Name.ME: “Hi, Person’s Name. This is Deborah Gardner with DG INTERNATIONAL.Prospect: “What are you selling?”ME: “That’s a good question. Are you looking to grow your company business by 30% or more thisyear?”Prospect: “Of course. What are you selling?”ME: “I’m a business consultant and sales trainer. My company represents owners like you thatwant to quickly grow their business by helping sales professionals overcome their commonchallenges. Does your sales team have any headaches or challenges that they wish wouldmagically disappear?Prospect: “We sure do!”ME: “What is the biggest challenge that’s slowing them down and why is that a challenge?Prospect: “Actually, the entire sales process!” It seems that they are challenged in many areasfrom the introduction to closing a sale. We have many levels of experience but no true process.ME: "Yeah, that’s a fairly common problem. We’ve helped a lot of sales people that are in yoursame situation. Six months ago, _____ (competitor), hired me and was losing lots of sales due tolack of training. Not only did they increase their sales 42% but had to hire 2 more CSR’s to keep upwith their orders. What do you think this challenge is costing you?"Prospect: “Lot’s of aggravation and it’s keeping us from reaching our annual company goals.”ME: “We’re offering a FREE 25-minute consulting session. Are you interested?”Prospect: “Tell me more about it.”ME: We’ll get together, clarify what you are wanting for your company, uncover any additionalchallenges that can make it easier for your sales team to get what they want, and then we offersome solutions. I’m available next week yet you are free to choose any day to further discuss.Prospect: “Sounds great. I’m available next Wednesday at 2:00pm.”Copyright 2013 (C) DG INTERNATIONAL, LLC
    15. 15. HOW TO GET TOHOW TO GET TOCHALLENGECHALLENGE1. Dealer – Table Leader2. Chose a Creative TEAM Name3. Pick an Opportunity (appointment, referral, telephone,face-to-face, flyers, brochures, e-mail, front of theroom, etc.)4. Write with each Component …QuestionsStoriesObjectionsBenefitsOfferCopyright 2013 (C) DG INTERNATIONAL, LLC
    16. 16. HOW TO GET TOHOW TO GET TOIDEASIDEASNew Game – Prepare, Predict, PresentBaseline – Record/Transcript PresentationsCreate Opportunity/Component FoldersBecome a Professional “WORD” ExpertCopyright 2013 (C) DG INTERNATIONAL, LLC
    17. 17. YOU’RE ALLYOU’RE ALLPROFESSIONAL WINNERS!PROFESSIONAL WINNERS!
    18. 18. THANK YOU!THANK YOU!

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