360 Sales Consulting take 3 of the 10 step from Best Selling BooK " Master the Art of Closing the Sales. We break down the emotional reason sales reps don't sell More.

2. Hello, I’m Benjamin Brown

3. Connect with Benjamin Brown
+1 (863) 274-3898
ben@360salesconsulting.com
https://calendly.com/ben-33/invitee
Visit my Calendly. Pick a time when it’s convenient for you.
Connect with me on
https://www.linkedin.com/in/360sales

4. Co-host Gabriela “Gaby” Yanez
www.MindshareResources.com
Physical and Cyber Security Training

5. Connect with Gabriela Yanez
Connect with me on
https://calendly.com/gaby-yanez-security-training
Tel: +1 (727) 596-6216
gaby@mindshareresources.com
Visit my Calendy. Pick a time when it’s convenient for you.
www.linkedin.com/in/gabrielayanez

6. Let’s Get Started

7. • Submit your text
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8. Survey
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9. Please
Turn-off Distractions
Take notes
Stay Hydrated
Get in a Peak State

10. We will be moving Fast
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11. Put Away Your Credit Card
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12. I will offer my Help !
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13. 3 Key Steps to Improve Your Sales
Presented by
Benjamin Brown

14. Course Overview: 3 Key Steps
1. Qualification
2. Emotional Triggers
3. Closing

15. Quick Review
Problems with Sales

16. Sales is a Skill
• Nothing happens until a SALE is made.
– People buy goods and services and that helps the economy.
• Sales skills don’t always come naturally.
• Sales skills need to be taught and practiced to be effective.
– Learn it
– Know it
– Practice it

17. 55% of People making their living in sales
don’t have the right skills to be successful..

18. It’s not the lack of talent…
Most sales organizations
DON’T provide sales reps with
Tools and Training they need to be successful.

19. Why aren't you Obtaining
Your Sales Goals?
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20. Afraid of sounding too Salesy
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21. Does this Sound familiar?
Fear of Low Sales?
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22. Feeling alone and confused
about your sales?

23. Are you uncomfortable with
your Sales Skills?
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24. Does any of this sound familiar?

25. What's the Problem?

26. Lack of Sale Skills

27. No Sales Confidence

28. Frustration

29. Disconnect with Clients

30. How much does that Relate to you !

31. All of that causes
STRESS

32. It Causes:
Problems in your personal life
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33. So what do you need to do?
It's NOT doing more Marketing.

34. Become Clear Minded
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35. Become Focused
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36. Become Determined
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37. What would it feel like
if you had all this working for you?

38. ► More Money!
► More Quality of Life!
► More time with Family!

39. LET’S DIVE IN
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40. Key Step # 1
Qualification

41. Don’t proceed with your sales presentation
if you aren’t speaking with a qualified prospect.
STOP

42. 3 Major Mistakes
Made in Qualifying
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43. 1. Not Asking Enough Questions

44. 2. Assuming Answers
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45. 2. Assuming Answers
• It is impossible NOT to make assumptions.
• BUT be careful about the assumptions you make.
• Don’t assume the prospect has the money!
• Don’t assume they are the decision maker!
• Don’t assume they want their PROBLEM solved!

46. 3. Fear of Asking Tough
Questions
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47. Solution
Best way not to make these mistakes is to:
– Build a list of qualifying questions!
Qualifying Question List
1. ………..?
2. ………....?
3. …………....?
4. ………..…....?

48. Practice, Practice, Practice
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49. Build an Emotional Bond with Prospect
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50. Benefits of Bonding with Client
 It helps keep the client’s attention
through the sales process.
 Helps find the real problem that you
can solve.

51. Studies show 71% of buyers
that are sold on personal
value will end up Buying.
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52. More Statistics
• 50% of leads are qualified but not yet ready to buy.
• Nurtured leads produce a 20% increase in sales
opportunities versus non-nurtured leads.
• Companies that excel at lead nurturing have 9% more
sales reps making quota

53. Spend Your TIME Wisely
• Work with potential clients that YOU NEED to work with.

54. KNOW EXACTLY WHO YOU NEED TO TALK WITH

55. You will have more time to
work with Clients you love!
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56. What is going to drive you to
change your sales skills?
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57. You have Two Choices
• Keep spending time with clients
you cannot help
• Or find out upfront if you can
help them and they may become
a great client.

58. Key Step # 2
Emotional Triggers

59. Find the real emotional reason
they want your product
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60. Validation
• Validate the real problem.
• Feed it back to the prospect.
• It lets them know you CAN REALLY HELP THEM.
Get Validation

61. Some customers
Don’t want problem Solved Bad Enough
News Flash
What then?

62. Find Emotional Triggers
1. Do they want their problem solved NOW?
– FIND OUT
2. What would happen if they DON’T USE your product?
– FIND OUT
• Will they lose more time or more money ?
• Will they be less productive?
3. What would it FEEL LIKE to have their problem solved?
• Explain how your product can solve their problem
 Most sales reps NEVER ASK THESE QUESTIONS

63. The BIGGER the Problem
the More they want it Solved

64. What will inspire you to work on
your sales skills so you can be
more confident?
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65. You have Two Choices
• Keep selling the same way now…
• Or sell with eagerness and help
more potential clients

66. Key Step # 3
The Close

67. Time to Ask for the Sale
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Do it with Confidence
Ask for the Money

68. Rule # 1 in Closing
• After you ask for the money…
 Don’t Talk !
• FIRST ONE THAT TALKS LOSES!
• Customer will tell you what you need to hear
• Then handle any objections.

69. Close on Referrals
• A Sale is not totally complete until you get at least two referrals
• Get a testimonial too.
• 65% of a company’s new business is from referrals.
• 91% of customers say they’d give referrals.
• Only 11% of salespeople ask for referrals.

70. More Interesting Statistics
• 40% of salespeople give up after one follow-up.
• About 40% of salespeople have an 80% probability they won't
close the sale.
• At any given time,
 only 3% of your market is actively buying.
 57% are not ready,
 40% are poised to begin.

71. ROI
Sales Coaching

72. Get Coaching & Mentoring
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73. Interesting Facts
• A coach will guide you through what works and what doesn’t
• Training + Coaching led to an increase of 88% in productivity
• Organizations spend $5K per year on training each sales rep.
• We must SEE it to LEARN it
– 80% comes from seeing and doing (SALES DRILLING)
– 20% comes from reading
– 10% comes from hearing

74. Get a Coach
• Everyone need a coach at sometime in their life.

75. What do you Need Help with?
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76. Let's get Real
If your not hitting your sales goals and
lifestyle goals, there are 3 reasons:
1. Your model is bad
2. You haven't taken action
3. Or you stall-out when you hit challenges
A Coach can help you with all 3

77. A Coach can help you get Good Results!
• The right mentor has a proven system for
getting you the results you want.
• They will support you and stay on you to
make sure you take action, and overcome
all of the sales challenges you face.
• Find the right mentor with a proven track
record to help you get the results you want.

78. Get Help
• Get someone to help you execute these sales principles
• If you try to do it on your own, it may not work.
• And even if it does, you will waste money and possibly
hundreds of hours re-inventing the wheel.

79. You Have Two Choices
• Continue to work with frustration
knowing you can produce more sales…
• Or become more confident and clear
minded about your sales process.

80. Do you have a stake in your company’s SALES performance?

81. What is your unique situation?
• Are you stressed out about your sales? Are you stuck?
• Can’t figure out what you are doing wrong -- why you aren’t
closing more sales?
• Do you lack confidence? Are you afraid to ask for the sale?
• Do you want to make great money and do it without sacrificing
your quality of life?
• Lets Talk!

82. Call Me. Let’s talk. No Charge.
• If you want to pump up your sales and you're ready to make
a change Call me -- NO CHARGE.
• I will speak with you about how you can apply my Sales
expertise to your business...
https://calendly.com/ben-33/invitee
Visit my Calendly. Pick a time when it’s convenient for you.

83. Thank you for participating !