The psychology of sales success


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Sharpen your sales process with this set of steps.

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The psychology of sales success

  1. 1. The Psychology of Sales Success<br />The hidden steps to stop spinning your wheels and begin selling more effectively<br />With<br />Peter Lambrou, Ph.D.<br />www.SalesConsultingAssociates.Com<br />Twitter: @plambrou<br />#psychsales<br />1-800-991-5432<br />
  2. 2. Why Sharpen Your Sales Skills Now?<br />It’s the economy “S****d”<br />Now is always a good time to improve our skills<br />Our competitors don’t sit still…<br />
  3. 3. Who is Able to Improve?.<br />A recent experience with a Solar System <br />Too much chitchat<br />Too much irrelevant information – Texture coating<br />Didn’t get to the point quickly<br />Learned my motivation way too late<br />Didn’t respect the time we agreed upon<br />Left without giving a quote<br />Able to improve – YES – lost this sale<br />
  4. 4. Sales Don’t Just Happen!<br />How do you bake a cake?<br />How do you build a house?<br />How do you make a sale?<br />Do you know the recipe? <br />Do you have a blueprint?<br />What’s your process?<br />
  5. 5. Clarifying Your Sales Process<br />You already know the features and benefits of your product or service… hopefully.<br />Let’s drill deeper into the Sales Process<br />8 Steps <br />Defining your customers<br />Prospecting<br />Qualifying<br />Engaging<br />Presenting<br />Negotiating<br />Closing<br />Servicing<br />
  6. 6. Your Target Customer/s<br />What are the demographic, psychographic, geographic, firmographic, and behavioral elements of your target customer/s?<br />Create an Avatar or profile for each target customer if you have multiple products or services or levels.<br />
  7. 7. Prospecting<br />What are the methods for prospecting you currently use?<br />What current methods could you improve?<br />What methods could you add? <br />Suspects vs. Prospects<br />
  8. 8. Prospecting Processes<br />Who’s doing it – You or someone you hire?<br />Of course referrals are best – do you have a process for asking?<br />Accept the reality prospecting really is a “numbers game.” <br />Keep records of important data to sharpen your process.<br />
  9. 9. Qualifying<br />How do you distinguish a suspect from a prospect?<br />What are the key distinctions for each target customer?<br />What are the defining questions you ask?<br />How are different answers providing clarity on the qualification of a suspect to be a prospect?<br />
  10. 10. Qualifying Processes<br />Go for ‘NO’ Always be in a "Disqualification" mode.<br />Rate suspects in some way.<br />Have your qualifying questions either in front of you or memorized. Take notes.<br />Disarm defenses – let suspects know you may or may not be able to assist them.<br />Come from a head & heart of service – not self-service. <br />
  11. 11. Engaging Prospects<br />How do you engage a qualified prospect to be open to providing the information you need to explore their pain that you can/may remedy?<br />How do you develop rapport, connection, and the foundations of trust?<br />
  12. 12. Engaging Process<br />When you can, Research – do your homework.<br />Rapport is the creation of some sense of shared values, interests, or objectives.<br />Connection is the development of a sense of collaboration toward a common purpose.<br />Trust is the ability to rely upon one another with a scale of confidence (low to high).<br />
  13. 13. Engaging Elements<br />Do you know what matters to the prospect?<br />Can you speak the prospect’s language?<br />Can you allow prospects to be wrong with dignity<br />Increases in trust allow you to ask more detailed questions and get more honest and relevant information to help you offer the best solutions.<br />
  14. 14. How Do You Present?<br />When you have a solution for a prospect’s wants or needs, how do you create the environment for that solution to be heard and understood?<br />Do you have a pre-condition to presenting or proposing a solution?<br />Who do you present to?<br />
  15. 15. Negotiation<br />What is your plan or process to negotiate differences between what your prospect wants/needs and what you can deliver?<br />Specific parameters<br />Deliver<br />Service<br />Price<br />Quality<br />
  16. 16. Securing the Sale (closing)<br />What is/are your specific processes for closing a transaction?<br />Finalizing<br />Payment<br />Contracts/Commitments<br />Appointments<br />
  17. 17. Service & Follow-Up<br />How do you follow-up a sale and ensure the customer is satisfied.<br />Do you have a process for obtaining a second sale to that customer or a referral?<br />
  18. 18. Summary<br />A periodic review of your sales process is like a tune-up for your car-<br />Qualifying, Negotiating & Closing are the main keys to sales efficiency and profitablity-<br />A follow-up system can keep customers and generate leads and referrals-<br />
  19. 19. Sales Consulting Associates.Com<br />1-800-991-5432<br />Twitter @plambrou #psychsales<br />45-Minute Free Phone Consultation – just contact Peter Lambrou, Ph.D.<br />Training for individuals and teams<br />For free reports sign up at:<br />www.SalesConsultingAssociates.Com<br />