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Sales blueprint workshop

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How to Build Your Sales Blueprint and Double Sales in 28 days...

If your serious about building your business, you will quickly recognise that the ability to sell is the most important skill you will ever develop.

The Sales Blueprint is one of the simplest yet most powerful sales training workshops ever developed. There is no question that sales leads a company's growth efforts, that's why every Business Owner should put themselves and their entire team through The Sales Blueprint.

Forget the 'pushy' style of sales techniques of the past that we all hate. Effective sales nowadays needs a more sophisticated approach. Using consultative sales will give your business the edge. You and your team will come out armed with the knowledge and skills to perform beyond your wildest expectations.

From working on rapport building skills, conversion techniques and communication strategies, participants will come out with an entirely new perspective and motivation to sell... Even those who think they already know how! The longer you've been selling, the better the results. If you're in business then you're selling something. The big question is…

“Do you follow a systematic sales process that provides measurable results?”

If your answer is no, then you need to attend The Sales Blueprint. In this leading edge workshop, you will learn...
• How to create and maintain a psychology of success
• How to set up the sale from the first contact
• How to get the customer to 'sell themselves'
• How to build the value of your product so that your competition pale into insignificance
• How to overcome ANY objection
• Powerful techniques to easily close the sale
You can't afford not to put your entire sales team through this training program. So get ready to have sales flooding into your business.

In just one day, we will give you and your team the essential skills, mindset and tools to dramatically increase sales results…

Call 1300 728 466 or http://www.davidguest.com.au

Published in: Sales, Education, Business
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Sales blueprint workshop

  1. 1. The Sales Blueprint…
  2. 2. Your Presenter David Guest • 23 Years Sales Experience • From 30k – 300k in 7 years • Read over 240 books on sales, marketing, business, psychology. • Invested over $748,000 in my own business education • 15 Years coaching • Multi-awards • Client Results • Marketing • Presenting WINNER Global Marketing Coach 2012
  3. 3. A Little Bit About Learning ... •Notes, power-point … •Turn off mobile phones … •Using Colors ... •Calling out answers ... •Raising your hand ... •Clench Hands Exercise …
  4. 4. Is the Failure to PARTICIPATE! The ONLY ... Give 100% and… You will get 100% ... FAILURE
  5. 5. Ownership Accountable Responsible Blame Excuses Denial Are you Above or Below the Line?
  6. 6. To make sure you get the most out of your learning… I KNOW!
  7. 7. To make sure you get the most out of your learning… “Isn't that interesting?”
  8. 8. To Make Sure You Get the Most Out of Your Learning ... You Must Be Willing to Have Some ...
  9. 9. What you can expect from this workshop? Blinding Flashes of the Obvious… BFO’s…
  10. 10. What I want out of this workshop…
  11. 11. Reticular Activating System… The compass for your brain Goals set the direction
  12. 12. Why create a Sales Blueprint? • Leads are expensive • Sales people are expensive • Sales conversations are short, sharp and irreversible • Hard to measure
  13. 13. How to create a Sales Blueprint? • You • Process • Artifacts
  14. 14. YOU
  15. 15. YOU • Purpose • Beliefs • Communications Skills
  16. 16. Professionally Helping Others Buy Definition of Sales
  17. 17. 4 Types Of Salespeople
  18. 18. 4 Types Of Salespeople
  19. 19. 4 Types Of Salespeople
  20. 20. 4 Types Of Salespeople
  21. 21. Beliefs… 5 Beliefs YOU have around… Salespeople Customers Product/Service
  22. 22. Are Sales Decisions Based on… Logic Emotion
  23. 23. Beliefs… 5 Beliefs YOU have around…
  24. 24. What is MONEY?
  25. 25. Professional Sales People
  26. 26. 4 Steps to Learning ...
  27. 27. Communication Skills
  28. 28. Communication? True Communication is the Response You Get…
  29. 29. Communication Skills • Priming • Connection • Rapport
  30. 30. Priming “Priming” activates unconscious emotional associations people have with targeted objects
  31. 31. Priming • First impressions • HOW you communicate • Engagement • Appropriateness • Credentials
  32. 32. Connection…
  33. 33. 3 Tools Of Communication
  34. 34. D I SC Outgoing Reserved T A S K P E O P L E Connection…
  35. 35. Time for a bite to eat ... 1 Hour for Lunch ... Please return before time ...
  36. 36. Sales Process…
  37. 37. The Formula for CHANGE ... D x V + F > R Dis-satisfaction Vision First Steps Resistance
  38. 38. Incoming Inquiry Qualify Book Appointment Send Info Confirm Info Received 24 Hour Call Appointment Proposal Presentation
  39. 39. Artifacts… • Sales Scripts • Brochures • Email Templates • Testimonials • Videos • Presentation
  40. 40. Table Topic Create the first draft of your sales process flowchart There should be at least 5 steps
  41. 41. Trust Need Solution Urgency Close The Sales Call…
  42. 42. Positioning Statement… • Permission • Them • You • Solution • Agreement • Investment
  43. 43. Table Topic Identify a specific stage in your sales process Write your own Positioning Statement
  44. 44. Trust Need The Sales Call…
  45. 45. Questions
  46. 46. OLD vs NEW Selling
  47. 47. The Question Game Find a partner Goal of the game is to ask questions 3 minutes First person to make a statement learns
  48. 48. Cup of Coffee Rule…
  49. 49. The Question Funnel
  50. 50. Let Them Sell Themselves
  51. 51. The Questioning Process
  52. 52. Question Softeners
  53. 53. The Question Cycle
  54. 54. Table Topic Create a list of the top 7 questions you should ask every single time
  55. 55. 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)__ …
  56. 56. Trust Need Solution The Sales Call…
  57. 57. Solution
  58. 58. After You’ve Reached Emotion & Gathered Information “Based on what YOU’VE told me [NAME] Either ‘X Solution’ or ‘Y Solution’ will suit you best …”
  59. 59. Trust Need Solution Urgency The Sales Call…
  60. 60. Urgency
  61. 61. Trust Need Solution Urgency Close The Sales Call…
  62. 62. Temperature Check Close
  63. 63. When You’ve Offered An Either/Or Solution Check the Prospect’s and ask a Temperature Detail Question
  64. 64. Temperature Checking
  65. 65. Either/Or Temperature Checking
  66. 66. Detail Questions
  67. 67. Detail Questions ...
  68. 68. Getting Information Silence ...
  69. 69. Being Professional ... • Develop a Sales Kit ... • Dress Appropriately... • Always be On Time ... • Keep in Touch ... • Pre-Frame a Prospect ... • Do Your Homework ... • Keep Testimonials ...
  70. 70. Being Professional ... • Build Rapport ... • Find what’s Most Important to Your Prospect ... • Always Follow Up ... • Ask for Referrals ... • Send Thank-you Cards ... • Be Consistent ...
  71. 71. To finish up ...

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