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Presented by: Paul Kearley, Cs Dale Carnegie Business Group www.dalecarnegie.ca
<ul><li>Understand the sales cycle </li></ul><ul><li>Build Rapport </li></ul><ul><li>Generate Interest </li></ul><ul><li>C...
<ul><li>Try honestly to see things from the other person’s point of view. </li></ul>Sales Philosophy
Cycle of Development Attitude Knowledge Practice Skill www.dalecarnegie.ca
Sales Model Planning Rapport Interest Solution Customer Relationship Commitment Motive Follow-Through www.dalecarnegie.ca
<ul><li>Build rapport by talking to people briefly about something in which they are interested </li></ul>www.dalecarnegie...
<ul><li>Don’t criticize, don’t condemn and don’t complain </li></ul><ul><li>Give honest, sincere appreciation </li></ul><u...
Alignment Buyer Sales Element We Sell Preoccupation Indifference Doubt Procrastination Reluctance Rapport Interest Solutio...
Buyer’s Point of View What I sell What people buy
<ul><li>Attention Getters </li></ul><ul><li>Credibility statements </li></ul><ul><li>Agenda statement </li></ul>www.daleca...
<ul><li>C ompliments </li></ul><ul><li>A sk a question </li></ul><ul><li>R eferrals </li></ul><ul><li>E ducate value </li>...
<ul><li>General benefits </li></ul><ul><li>Specific results </li></ul><ul><li>Suggestion </li></ul><ul><li>Transition </li...
<ul><li>Benefit of meeting </li></ul><ul><li>Agenda review </li></ul><ul><li>Transition </li></ul>www.dalecarnegie.ca
<ul><li>Generate interest by finding out what your solutions will do to benefit or service your prospects. </li></ul>www.d...
<ul><li>Their primary interest (What they want) </li></ul><ul><li>Buying criteria (Requirements for the sale) </li></ul><u...
Listening Levels Proactive Selective Attentive Pretend Ignore Listening www.dalecarnegie.ca
<ul><li>Begin with nothing.  Eliminate: - Prejudice, - Emotions, - Concepts, - Opinions </li></ul><ul><li>Listen “To” the ...
Questioning Model Barriers Payout Should Be As-is Implications www.dalecarnegie.ca
<ul><li>Give buyers enough information, and no more, about your solution and how it will benefit them, to convince them th...
Solution Elements Capability Statement Communication Fact Bridge Benefit Application Evidence Trial Close www.dalecarnegie...
What Buyers Want to Know What is it? How does it work? Why is it important? Who says so besides you? Can you prove it?
Evidence DEFEATS Doubt Demonstrations Examples Facts Analogies Testimonials D E F E T Exhibits A S Statistics
<ul><li>Fact </li></ul><ul><li>Benefit </li></ul><ul><li>Evidence </li></ul><ul><li>Trial close </li></ul>www.dalecarnegie...
Motive & Commitment Overview Commitment Motive Value Summary Customer Evaluation Positive Neutral Negative Close Trial Clo...
<ul><li>Remind your prospect that they lack the benefits and get their agreement </li></ul><ul><li>Remind them that your s...
<ul><li>Secure commitments throughout the process by gaining agreements toward mutually beneficial decisions. </li></ul>ww...
Commitment Elements Trial Close Positive Response Neutral Response Negative Response Customer Evaluation Direct Alternate ...
<ul><li>Direct question : Often the best way to get a buyer’s commitment is to ask for it. Ask a question that calls for a...
<ul><li>Referrals </li></ul><ul><li>Networking </li></ul><ul><li>Contact management </li></ul><ul><li>Always be selling </...
<ul><li>Was today’s webinar helpful? </li></ul><ul><li>If so how? </li></ul><ul><li>What should be done to improve the nex...
<ul><li>To find out more about Dale Carnegie, go to our website at  www.dalecarnegie.ca   </li></ul><ul><li>To be mentored...
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Sales Webinar

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Part of a series of Lunch and Earn Webinars

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Sales Webinar

  1. 1. Presented by: Paul Kearley, Cs Dale Carnegie Business Group www.dalecarnegie.ca
  2. 2. <ul><li>Understand the sales cycle </li></ul><ul><li>Build Rapport </li></ul><ul><li>Generate Interest </li></ul><ul><li>Create Solutions </li></ul><ul><li>Uncover Motive and Commitment </li></ul><ul><li>Sales fundamentals. </li></ul>www.dalecarnegie.ca
  3. 3. <ul><li>Try honestly to see things from the other person’s point of view. </li></ul>Sales Philosophy
  4. 4. Cycle of Development Attitude Knowledge Practice Skill www.dalecarnegie.ca
  5. 5. Sales Model Planning Rapport Interest Solution Customer Relationship Commitment Motive Follow-Through www.dalecarnegie.ca
  6. 6. <ul><li>Build rapport by talking to people briefly about something in which they are interested </li></ul>www.dalecarnegie.ca
  7. 7. <ul><li>Don’t criticize, don’t condemn and don’t complain </li></ul><ul><li>Give honest, sincere appreciation </li></ul><ul><li>Arouse an eager want in others </li></ul><ul><li>Become genuinely interested in others </li></ul><ul><li>Smile </li></ul><ul><li>Remember and use people’s names </li></ul><ul><li>Be a good listener. </li></ul><ul><li>Talk in terms of the other person’s interests </li></ul><ul><li>Make the other person feel important, and do it sincerely. </li></ul>www.dalecarnegie.ca
  8. 8. Alignment Buyer Sales Element We Sell Preoccupation Indifference Doubt Procrastination Reluctance Rapport Interest Solution Motive Commitment Ourselves Needs Value Urgency Decisions Buyer Consultant Partnership www.dalecarnegie.ca
  9. 9. Buyer’s Point of View What I sell What people buy
  10. 10. <ul><li>Attention Getters </li></ul><ul><li>Credibility statements </li></ul><ul><li>Agenda statement </li></ul>www.dalecarnegie.ca
  11. 11. <ul><li>C ompliments </li></ul><ul><li>A sk a question </li></ul><ul><li>R eferrals </li></ul><ul><li>E ducate value </li></ul><ul><li>S tartling statement </li></ul>www.dalecarnegie.ca
  12. 12. <ul><li>General benefits </li></ul><ul><li>Specific results </li></ul><ul><li>Suggestion </li></ul><ul><li>Transition </li></ul>www.dalecarnegie.ca
  13. 13. <ul><li>Benefit of meeting </li></ul><ul><li>Agenda review </li></ul><ul><li>Transition </li></ul>www.dalecarnegie.ca
  14. 14. <ul><li>Generate interest by finding out what your solutions will do to benefit or service your prospects. </li></ul>www.dalecarnegie.ca
  15. 15. <ul><li>Their primary interest (What they want) </li></ul><ul><li>Buying criteria (Requirements for the sale) </li></ul><ul><li>Other considerations (Points of interest) </li></ul><ul><li>Dominant buying motive (Why they want it) </li></ul>To discover the prospect’s interest, through asking questions you must discover: www.dalecarnegie.ca
  16. 16. Listening Levels Proactive Selective Attentive Pretend Ignore Listening www.dalecarnegie.ca
  17. 17. <ul><li>Begin with nothing. Eliminate: - Prejudice, - Emotions, - Concepts, - Opinions </li></ul><ul><li>Listen “To” the other person instead of listening “For” something. </li></ul><ul><li>Avoid replacing their reality with your own. </li></ul><ul><li>Resist the temptation to compare their words with your own experiences. </li></ul><ul><li>Ask questions for clarification, not just to ask questions. </li></ul><ul><li>Picture what the other person is saying and offer a summary of what you see when the person has finished.  </li></ul>www.dalecarnegie.ca
  18. 18. Questioning Model Barriers Payout Should Be As-is Implications www.dalecarnegie.ca
  19. 19. <ul><li>Give buyers enough information, and no more, about your solution and how it will benefit them, to convince them that they are justified in buying. </li></ul>www.dalecarnegie.ca
  20. 20. Solution Elements Capability Statement Communication Fact Bridge Benefit Application Evidence Trial Close www.dalecarnegie.ca
  21. 21. What Buyers Want to Know What is it? How does it work? Why is it important? Who says so besides you? Can you prove it?
  22. 22. Evidence DEFEATS Doubt Demonstrations Examples Facts Analogies Testimonials D E F E T Exhibits A S Statistics
  23. 23. <ul><li>Fact </li></ul><ul><li>Benefit </li></ul><ul><li>Evidence </li></ul><ul><li>Trial close </li></ul>www.dalecarnegie.ca
  24. 24. Motive & Commitment Overview Commitment Motive Value Summary Customer Evaluation Positive Neutral Negative Close Trial Close Sales Process 1 2 3 www.dalecarnegie.ca
  25. 25. <ul><li>Remind your prospect that they lack the benefits and get their agreement </li></ul><ul><li>Remind them that your solution will satisfy that need. </li></ul><ul><li>Paint a word picture. ( present tense, believable and realistic, touch the senses ) </li></ul>www.dalecarnegie.ca
  26. 26. <ul><li>Secure commitments throughout the process by gaining agreements toward mutually beneficial decisions. </li></ul>www.dalecarnegie.ca
  27. 27. Commitment Elements Trial Close Positive Response Neutral Response Negative Response Customer Evaluation Direct Alternate Minor Point Next Step Opportunity Weighing Trial Close Trial Close Trial Close Rapport Interest Solution Motive www.dalecarnegie.ca
  28. 28. <ul><li>Direct question : Often the best way to get a buyer’s commitment is to ask for it. Ask a question that calls for a decision. </li></ul><ul><li>Alternate choice method : Ask the buyer to select one of two options. </li></ul><ul><li>Minor point method : Calls on the buyer to make a minor decision that indicates that the buying decision has been made. </li></ul><ul><li>Next step method : Assumes that the sale has been made and looks past the commitment to the next actions that need to be taken. </li></ul><ul><li>Opportunity method : Presents the buyer with a brief window of opportunity when options are available. This can be used with a buyer who is ready to buy but is putting things off. </li></ul><ul><li>Weighing method : If the buyer still has second thoughts about making the purchase, show him or her how the return on investment outweighs the cost. </li></ul>www.dalecarnegie.ca
  29. 29. <ul><li>Referrals </li></ul><ul><li>Networking </li></ul><ul><li>Contact management </li></ul><ul><li>Always be selling </li></ul><ul><li>See the people </li></ul>
  30. 30. <ul><li>Was today’s webinar helpful? </li></ul><ul><li>If so how? </li></ul><ul><li>What should be done to improve the next one? </li></ul>
  31. 31. <ul><li>To find out more about Dale Carnegie, go to our website at www.dalecarnegie.ca </li></ul><ul><li>To be mentored weekly by our company president, go to http://dalecarnegie.ca/resources.aspx?pid=104 </li></ul><ul><li>For my weekly motivational E-message, go to www.mustthinking.com and subscribe there. </li></ul><ul><li>Join me on FaceBook! </li></ul>www.dalecarnegie.ca

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