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Sales Strategies Advanced Selling 5 22_19


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Selling can be fun and easy if you know how! This workshop reviewed tips, tricks and best practices for selling from a "relationship building" standpoint.

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Sales Strategies Advanced Selling 5 22_19

  1. 1. Sales Strategies: Advanced Selling Jerome Dees Jr Presenter
  2. 2. 2,290,000,000 Results For “Selling” in .57 Seconds on Google! 2
  3. 3. Who Am I?! My Name is Jerome Dees & I Am A Vice President of Sales. 3
  4. 4. Who Am I?! My name is Jerome and I oversee a team that provides all of the bread for Levi’s stadium. I get to manage our partnership with the 49ers and spend a lot of my time helping admins provide a catering for their meeting while also helping hotels and restaurants bring in our fresh baked breads from Le Boulanger where, I am VP of Sales. 4
  5. 5. 5 Who Is Jerome Dees? Vice President of Sales @ Le Boulanger 2014-Present Regional Sales Manager @ ENRGI 2006-2014 The Oaks Conference Center 1996-2003 Owner SmartSelling.Guru
  6. 6. 6 Groups I Have Supported Through Training Efforts
  7. 7. 7 Sell Me This Pen
  8. 8. 8
  9. 9. 9 What We Will Accomplish Tonight! Review The Introduction To Selling Workshop Creating A Mindset Focused On Listening Understanding Your Value In The Sales Process 10 Tips To Convert Leads To Sales Starting Today! Some Fun and Some Interaction With Each Other
  10. 10. What Is Selling… Communication in which one person (the buyer) is convinced to purchase or exchange something of value for something else. Now That We Know What Selling Is, What Is A Sales Process?
  11. 11. 11 What Is A Sale Process?! Strategic Process Through Which You Go About Selling Your Concept. Plan And Prospect- Who Will You Target? Gather Their Info & Have A Plan! Engage- Initial Connection And Follow-ups Acquire- Ask For The Business And Close The Deal! Keep- Your Work Has Just Begun, Now You Have To Maintain… Attrition- You Will Lose Business, everyone does...
  12. 12. 12 Customer Profiles
  13. 13. 13 Customer Profiles Who Do You Work With Now? What Do They Do With You? Who is Similar? Google Will Tattle… Qualify Your Customers!
  14. 14. It All Starts With Listening & Asking Questions Why Is Listening So Important?! What Do YOU Learn when you are talking? Raise Your Hand If You’ve “Wasted” Time On Someone Who Won't Buy…
  15. 15. Are You Listening?! What Percentage of Selling Should Be Listening? 20% 40% 60% 80% 100% Henry Ford Said ““If I had asked people what they wanted, they would have said faster horses.”
  16. 16. Here To Listen?! Ask Questions! Open Ended Questions Are You Best Selling Tool! Raise Your Hand If You Like Talking About Your Business? Most People Will Tell You What They Need If You Ask… Sometimes Your Target Isn’t Your Best Source of Info... Examples: Tell Me About Your Process? What Obstacles Do You Face?
  17. 17. 17 Open Ended vs Closed Questions Open-Ended Questions. ... An open-ended question is designed to encourage a full, meaningful answer using the subject's own knowledge and/or feelings. It is the opposite of closed-ended ?’s, which encourages a short or single-word answer. You: Can I Help You? Me: No You: Oh Ok… You: What Problems Are You Facing With Your Current Provider? Me: No? You: Got Em!
  18. 18. 18 Open Ended vs Closed Questions Activity Partner Up & Only Ask Questions That Are Open Ended. 7 Each...
  19. 19. No Fear When It Comes To Selling! I AM...
  20. 20. What Is Your Value... What Is Your Value To A Potential Customer? May Not Be What You Think It Is… Not Always Seen By Customer, But Impacts What We Do 20
  21. 21. 21 Engage Time To Contact, Qualify, Listen and Understand.
  22. 22. 22 Upfront Contract (Appreciation & Time Limit) (Agenda) (Outcomes) Thank You for x Minutes, we will cover XYZ and either...
  23. 23. 23 Engage Typical Answer Deeper Answer Real Concern Ask someone how they are...
  24. 24. 24 What Makes For A Good Cold Call! Keep Your Goal in Mind.… So What's A Good Goal?! Block Call Times (CRMS, Excel Sheets, calendars) Use Social Proof to Influence Behavior. … Who is getting It Right?! Ask Open-Ended Questions. ... Watch Your Tone of Voice. ... Don't Give an Easy Out... Lead with Them, Not You ... Listen. ... Don't Waste Their Time... CALL YOURSELF THIS WEEK & Leave A VM
  25. 25. 25 Set The Tone Early You Need To Build Rapport… Ask Why When You Hear Something (Can You Explain That) (Could You Say That A different Way) Ask Why Early and Often Explain What Your Goal Is! Share What You Have Done For Others Make Connections To Your Life When You Can
  26. 26. A Simple Way To Start A Conversation! Present Past Future 26
  27. 27. Network Find Someone & Try PPF as A Technique
  28. 28. How Does That Help You Sell... When You Listen, You Learn. When You Learn, You Understand What Someone Needs. When You Truly Understand The Need, You Can Provide Value. PPF!!! 28
  29. 29. 29 Acquire Close, Negotiate, Present Solutions.
  30. 30. 30 What Are Common Sales Objectives Price Contracts Too Busy Needs Team Input Different Features Issues Prior Working W/ Family
  31. 31. 31 Acquire- Trial Close & Actual Close Done to understand where you stand in the buying process You WILL Get Objections!
  32. 32. 32 Keep Customer Retention, service & support. There Is Always Someone Else Seeking Your Customer Make Sure They Aren’t Just Another Number… But How? Add Value Whenever You Can- Free Box Lunch When You Goof, make it right! 5X...
  33. 33. Social Networking Is VITAL Have An Online Presence That Is Engaging & Brands Yourself Appropriately. People Will Look You Up When You Sell! Take Your Phone & Google Jerome Dees Jr...
  34. 34. LinkedIn...If You Aren’t, You Are Missing Out... 34 Maybe You Thank Customers Online…
  35. 35. 10 Tips To Convert Leads To Sales Starting Today! There Is No Silver Bullet Not All Tips Will Work For You Play To Your Strengths 35
  36. 36. Tip 1: ASK FOR THE SALE! We Often Do The Work, But We Don’t Ask For The Sale! Sometimes A Trial Close Is Best… After Handling Objections, Ask For The Business! Trial Close 36
  37. 37. Tip 2: Offer An Incentive Discount For Ordering Today Free Support For A Year Extended Warranty 37
  38. 38. Tip 3: Know Your Best Stories & Be Ready To Share! 38
  39. 39. Tip 4: Sell The Cost Of Not Using Your Solution 39
  40. 40. Tip 5: Target The Right People From The Start… 40
  41. 41. Tip 6: Treat Leads Like People & Build Relationships 41
  42. 42. Tip 7: Do What You Say You Are Going To DO! 42
  43. 43. Tip 8: Know When To Walk Away! 43 More Than 3 Competitors? It’s Truly Not A Good Fit & You Know It They Don’t See Your Value (Too Many Objections) Your Most Valuable Resource Is Your...
  44. 44. Tip 9: Lead Your Process From The Start 44 Set Realistic Expectations From The Start Outline Your Process At The Beginning How Long Is Your Onboarding? What Obstacles Have Other Customers Had & How Can You Avoid Those? Upfront Contracts
  45. 45. Tip 10: Let Other People Sell You 45 Chambers Associations Networking Groups
  46. 46. Bonus Tip: Remember How You Feel As A Consumer 46 Interact With Your Competition
  47. 47. 47 THANKS! Instagram: VicePresDees Facebook: VicePresDees Twitter: VicePresDees LinkedIn: /in/vicepresdees/ Website: SmartSelling.Guru