Clubs+ Summit - Training Sales People

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Presented by David Ferrier of ResultzCorp at the Clubs+ Sales & Marketing Summit - Sept 2012

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Clubs+ Summit - Training Sales People

  1. 1. Empowering people to exceed their expectations. E-mail: david@reultzcorp.com.au Mobile: 0450 412 355 Address: Level 24, 91 King William St Adelaide 5000Sales Training & Conference / Professional Speaking / Personal Development Training
  2. 2. Believe you can do it in the subconscious mind I now set up my affirmations!!!Sales Training & Conference / Professional Speaking / Personal Development Training
  3. 3. Preparation The three types of presentations Playing it by ear / Scripting / Planned presenting. Unique selling benefits of (Brainstorm with team)How much Company / Product / Service.time do we Visual aids (brainstorm with team matching above) spend 85% comes through the eyes / Testimonial letters / Presentation material.sharpening the saw? Common objections (brainstorm objections and battle plans) Giving up / Winging it / Having a battle plan. The call back procedure Sales Training & Conference / Professional Speaking / Personal Development Training
  4. 4. Qualifying Appointments Who is the final decision maker? Double your sales. 10 appts 10 appts Converting even more 4 decision maker 6 decision makersrecommended andrepeat business. 2 sales $$ 3 sales $$$ Sales Training & Conference / Professional Speaking / Personal Development Training
  5. 5. 50%We have a large range of menu options, room set ups and styles to choose from and to get the best one to suit your function and event we would like to get the both of you together. To do that we can work around your timetable. Would Wednesday or suit Thursday suit you better? Sales Training & Conference / Professional Speaking / Personal Development Training
  6. 6. The Introduction Attitude and affirmations. First impressions / ‘meet and greet’. Rapport and common ground. - Attending skills. - Following skills. - Reflective responses. The needs analysis – reflect back the needs Staying in control.Sales Training & Conference / Professional Speaking / Personal Development Training
  7. 7. The presentation Having the ‘battle plan’. The presentation folder. Explaining visually benefits that are unique to;Covering objections - Your company.before they occur. - Your product and/or marketing. Power. - Your service. Direction. Control. Enthusiasm is contagious. Putting on new people. Sales Training & Conference / Professional Speaking / Personal Development Training
  8. 8. The Closing sequence Having rapport. Closing techniques. Dramatically increasing the average sale through professionally ‘Up selling and Sliding’. Dealing major objections.48% don’t even ask for the order. - Formulating the battle plans. Turning a ‘The call back procedures’. bolt of lightning Working the Referral business. into a drizzle of rain. Sales Training & Conference / Professional Speaking / Personal Development Training
  9. 9. Reflective Listening Paraphrasing - Repeating the phone number Reflection of feeling (workshop) - Listening for feeling type words - What would I be feeling if ? - Looking at their face tone and body posture2/3 of listening Reflection of meaning lies in responding Summarative reflections (workshop) empathy - The needs analysisunderstanding Rapport Sales Training & Conference / Professional Speaking / Personal Development Training

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