This document provides a recipe for sales success with four main ingredients: 1) Create a world-class perception through professional branding and online presence. 2) Build trust quickly by doing what you say, presenting as an expert, educating customers, and providing examples. 3) Focus on developing relationships by understanding customers and making them feel cared for. 4) Be consistent in all customer touchpoints, processes, and training to establish certainty and trust over time. Consistency and persistence are important aspects of achieving long-term sales success.

1. Winning more business
Simon Bell
Business Mastery Coach

2. A bit about you…
 Name
 Location
 Outcome for today

3. What is the hardest
part of sales for you?

4. Most Aware Least Aware
Where to start?

5. The Reticular Activating
System

6. Why should
someone buy
from you?
5
Reasons

7. Ask yourself, what does that really mean to the
client?
A deeper cut

8. The unspoken question
Can I TRUST you/your company…
to SOLVE MY PROBLEM…
with CERTAINTY?

9. Here’s
something
to think
about

10. The Unconscious Consumer
1. Greedy
2. Impatient
3. Lazy
4. Vain
Give more than you promise (just a little bit)
Be efficient/make it happen quickly (not rushed)
Make it easy for them (seamless)
Make them feel good in the process.
(This is a spectrum)

11. A Recipe for Sales Success

12. Ingredients…
 Create world class PERCEPTION
 Build TRUST quickly
 Focus on the RELATIONSHIP
 Be CONSISTENT
A Recipe for Sales Success

13. 1. Create world class PERCEPTION

14. 1. Give great
PERCEPTION
 Website/Social - Reviews
 Polite, Professional, Prompt
 Phone answering/voice mail
 Uniform
 Signage
 Stationary/Collateral
 Brochure (electronic)
 Email response/language
7/11/4

15. 2. Build TRUST quickly

16. 2. Build TRUST…quickly
 Do what you say you were going to…when
you said you would…in the manner you
committed
 Be a ‘Visible Expert’*
 Present as a professional*
 Educate – DON’T sell*
 Provide real examples/case studies*
 Online reviews
 Credibility Pack

17. 3. Focus on the
RELATIONSHIP

18. 3. Focus on the
RELATIONSHIP
 People don’t care how much you know, until
they know how much you care
 Understand the person and then the
problem (Ask questions & listen!)
 Problems are solved, yet people will always
remember how you made them feel

19. 4. Be CONSISTENT

20. 4. Be CONSISTENT
 Certainty and trust comes from consistency
 Evaluate ALL touch points
 Educate/train ALL your team – everyone is in
sales
 Systemise the process

21. What has been valuable?

22. VALUE yourself
& your
product

23. VALUE yourself & your product
Must Know
 The desired Gross Profit & relative
mark up
 The true cost to employ – employees,
contractors
 Breakeven point

24. So…
 Educate on VALUE, not price
 PRICE is always relative
 Act from INSPIRATION not
desperation
VALUE yourself & your product

25. CONSISTENCY & Persistence
Everything is hard…
until it becomes easy.

28. Remember…