The document discusses various strategies for getting customers to say yes. It covers common sales frustrations, differentiating between features and benefits, dealing with objections, structuring quotes and proposals, asking for the business, and finding new clients. The presentation provides tips for focusing on customer benefits rather than just features, using benefits to reduce price objections and move sales forward, and directly or indirectly asking for the business.

1. IT’S HOW MUCH? How to get customers to say YES Presented by Karen Andrews, Shine Sales Solutions www.shinesales.com.au

2. No matter what your business is, the philosophy is sales of sales is the same It’s how you apply it that counts

3. Customers = Business C ustomers A re R eally E verything

4. Common Frustrations The Sales Process Buying vs Selling How benefits reduce the focus on price Dealing with objections Structuring your Quotes and Proposals Negotiation Asking for the business What we will cover today

5. Common ‘Sales’ Frustrations in Business Finding people to sell to ‘ Selling yourself’ Not knowing what to do Keeping focused

6. Not wanting to be a ‘pushy salesperson Not liking sales Asking for the order Handling objections Common ‘Sales’ Frustrations in Business

7. Dealing with price concerns What do you find the most difficult about getting customers to say YES? Write down 5 reasons why your sales stall or don’t go ahead

8. Typical Sales Process PROSPECTING/LEAD GENERATION THE FIRST MEETING UNCOVERING NEEDS, PROBLEMS, FRUSTRATIONS PRESENTING THE SOLUTION NEGOTIATION/OBJECTION HANDLING CLOSING

9. Typical Sales Process PROSPECTING/LEAD GENERATION THE FIRST MEETING UNCOVERING NEEDS, PROBLEMS, FRUSTRATIONS PRESENTING THE SOLUTION NEGOTIATION/OBJECTION HANDLING CLOSING

10. What do you think is the difference between buying and selling? Buying vs Selling People don’t like being sold to….. they like to buy ! explain “what is in it for them” makes customers understand your value & what they are getting for their money

11. Rather than focus on what you do – focus on how you can: Helping your customers to BUY Improve something Save time or money Solve a problem, challenge or frustration, or Fulfill a need or desire These are the benefits of doing business with you The more clients buy, the less you have to sell

12. People buy PEOPLE And remember Have you ever bought anything of anyone you didn’t like?

13. A feature is: A specific fact or attribute of your product or service – it’s what you do e.g. Massage Therapist The difference between ‘features’ & ‘benefits’ A benefit is: What the feature means to the client – the end result e.g. Stress Reduction, Relaxation, Increased flexibility

14. Remember Benefits = Value for your customers Practical Exercise Using the points on the previous slide, what benefits or value can your clients expect if they do business with you? List one for the business and one for three of your most popular products or services

15. Examples of Benefits Practical – what are the benefits of dealing with you & your business? Performance improvement, introduce systems and process WHICH MEANS improved accountability and consistent budget achievement Virtual Sales Management Individual sales assistance WHICH MEANS reduced anxiety, improved confidence and more sales 1 on 1 Sales Coaching BENEFIT FEATURE

16. Group Discussion What benefits have you listed?

17. Using Benefits in your Quotes and Proposals Reinforces value & benefits Puts the price in context Takes focus off the price HELPS YOU TO GET A YES Reduces objections and negotiations

18. Avoid just giving out the price If clients want pricing over the phone Ask questions to uncover needs Gather contact information and ask to email them a price When you take the time to ask questions, you stand out from the crowd Take time to explain your benefits – it’s why your different

19. Common Objections – Why the sale stops Let me think about it It sounds great but not just yet I’m really busy at the moment I need to speak to my partner I’ll get back to you

20. Common Objections – Why the sale stops Let me think about it It sounds great but not just yet I’m really busy at the moment I need to speak to my partner I’ll get back to you Which ones are difficult to answer?

21. How do you answer them to keep the sale progressing? Dealing with your price concerns Group Discussion – Lets go back to your 5 price challenges

22. How to Structure a Quote and/or Proposal No matter how simple your quote or proposal is ALWAYS include a list of Business benefits Specific product or service benefits Ordering process or terms and conditions Reinforces what you have said verbally Adds context to price Facilitates discussion on T&C’s and paperwork

23. How to Structure a Quote and/or Proposal Some quick tips – please refer to the handout

24. How to Structure a Quote and/or Proposal What changes should you make to your Quotes and Proposals? Practical With the person next to you, role play how you would discuss with a potential client your pricing and terms and conditions

25. Asking for the business Also known as closing – there are 3 different ways to do it 1. Directly 2. Indirectly 3. Assumptive

26. Asking for the business Which way will work best for you? I have also included a handout on “What to do when the sale stalls” that will help you understand why some sales get stuck

27. Open Discussion Any questions? Do you have any other sales concerns?

28. Existing Clients Referrals Networking Cold Calling Strategic Alliances and Referral Relationships Industry Associations Direct Mail Finding new clients

29. Hire a salesperson Utilise your website Build an online profile through a blog or submitting articles Build an expert status and a group of followers and fans through LinkedIn, Plaxo, Facebook and Twitter Google Adwords & SEO Email Newsletters Finding new clients

30. Thank you for your time !! If you would like some help with other sales issues or would like to get some free sales tips, go to www.shinesales.com.au