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How to become a more successful sales person

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You and your team must master these skills if you want to see sales success. You can do everything else suggested in this presentation, but you won’t experience sales success if you don't have a process to win sales, can't lead successful sales conversations, and don't know how to grow your accounts. Learn how to become a dominant influencer.

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How to become a more successful sales person

  1. 1. ©2019 James Feldman
  2. 2. ©2019 James Feldman
  3. 3. ©2019 James Feldman
  4. 4. ©2019 James Feldman
  5. 5. ©2019 James Feldman
  6. 6. ©2019 James Feldman
  7. 7. ©2019 James Feldman Associates, Inc. ©2019 James Feldman
  8. 8. Find The Domino 90% of the time, sellers only need to convince 1 person in a buying committee: The Dominant Influencer
  9. 9. REMEMBER RULE #6 ©2019 James Feldman
  10. 10. Top Sales Skills Possessed by Top Performing Sellers You and your team must master these skills if you want to see sales success. You can do everything else suggested in this presentation, but you won’t experience sales success if you… ©2019 James Feldman
  11. 11. Don’t have a process to win sales Can’t lead success sales conversations Don’t know how to grow your accounts. ©2019 James Feldman
  12. 12. ©2019 James Feldman
  13. 13. WIIFM • What’s In It For Me? • How will your products/services make my life better or easier? Avoid this mistake by Listing the benefits (not fancy features) of your services and showing exactly how it impacts your prospects life. ©2019 James Feldman
  14. 14. ©2019 James Feldman Associates, Inc. ©2019 James Feldman
  15. 15. Good-Better- Best vs �Claiming to be the best is boring. � It’s braggy. � It’s meaningless. Avoid this mistake by Focus on one positive, unique benefit and tie it back to your USP. ©2019 James Feldman Best-Better- Good
  16. 16. FOCUS Unless you are selling toilet paper, everyone doesn’t need your product. Avoid this mistake by Focusing on solutions… not products. Demonstrate your wisdom… not your knowledge. ©2019 James Feldman
  17. 17. REMEMBER RULE #6 ©2019 James Feldman
  18. 18. Suspects Prospects Customers Clients�Current Customers should become Clients. Don’t churn and burn. Avoid this mistake by Offering additional services that dilute current relationships. ©2019 James Feldman
  19. 19. ©2019 James Feldman Associates, Inc. ©2019 James Feldman
  20. 20. 80% between 5th and 8th Contact �Follow-up is not something to take lightly. It’s a BIG deal! Avoid this mistake by Developing a strategic marketing follow-up system that keeps you in front of prospects and Customers. ©2019 James Feldman
  21. 21. Who Calls? �It is not obvious to the prospect that they should call you. Without direction they will do nothing. Avoid this mistake by Every report, whitepaper, correspondence should have prominent phone, web, email, etc. ©2019 James Feldman
  22. 22. It’s not about price! �Lowering prices only means less profit. Competition is not about lowest prices but best solution. Avoid this mistake by Filling an unmet need that shows prospects why they should choose you over the competition. ©2019 James Feldman
  23. 23. ©2019 James Feldman Associates, Inc. ©2019 James Feldman
  24. 24. REMEMBER RULE #6 ©2019 James Feldman
  25. 25. Every sale has five (5) basic obstacles: 1) no need, 2) no money, 3) no hurry, 4) no desire, 5) no trust. • Not every prospect will become a sale. • Build a target sector and recognize opportunities. • Check that the ‘prospect’ meets the target client profile. • Show them how your solution meets their ‘agreed upon’ needs. • Do their Homework for them to win their trust. • People are more likely to act when they know it’ll benefit them. • Follow up with your Customer to confirm satisfaction. • Ask for referrals and introductions.
  26. 26. ©2019 James Feldman
  27. 27. ©2019 James Feldman • Continue Your Education • Continually Change & Improve. • Be Volume…not Share Driven. • Focus on your Customers, NOT your suspects. • Find New Benefits, NOT Features. • Become the #1 Solution provider and price is no longer an issue.
  28. 28. Stop doing the Impossible for the ungrateful. ©2019 James Feldman
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  30. 30. ©2019 James Feldman Associates, Inc. ©2019 James Feldman
  31. 31. ©2019 James Feldman Treasured Time you hold dear Investment Time spent focusing on achievement Mundane Time spent on tasks you feel must do Empty Time wasted manage your time for Maximum Sales Productivity Celebrate your achievements
  32. 32. 1) Glengarry Glen Ross 2) The Wolf of Wall Street 3) The Pursuit of Happiness 4) Wall Street 5) Boiler Room 6) Jerry Maguire 7) Two For The Money 8) Lord of War 9) Death Of A Salesman 10)Tommy Boy©2019 James Feldman
  33. 33. REMEMBER RULE #6 DON’T TAKE YOURSELF TOO SERIOUSLY. HAVE FUN! ©2019 James Feldman
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  35. 35. ©2019 James Feldman Associates, Inc.
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