This document appears to be notes from a webinar on sales techniques. It discusses tracking sales activities and metrics, reviewing the buyer and sales cycles, and pre-framing sales presentations. Specifically, it provides: 1. Tips on tracking sales numbers and activities to improve efficiency and hit targets. 2. A recap of the buyer and sales cycles to understand where prospects are in the process. 3. Two types of pre-framing and the architecture of an effective pre-frame to set the right tone and context for sales presentations. 4. Components of a sales presentation including seeking to understand buyers and awakening their problems.

1. Copyright 2010 | REV Sales Ltd
With Leigh Ashton &
Michael Clark
Essential Sales System
Programme
Webinar 2

2. Agenda
1. Updates
2. Revise Tracking Template
3. BUYER & SALES Cycle - recapped
4. Creating your Sales Presentation pt 1
2

3. Progress Updates...
Feedback from each participant
How are you going with the scripts?
Copyright 2010 | REV Sales Ltd
How is the template working for you?
What’s not working for you?
What assistance do you require?

4. EFFICIENCY
Why is it important to know your
Copyright 2010 | REV Sales Ltd
numbers?

5. EFFICIENCY
Benefits of knowing your numbers
Copyright 2010 | REV Sales Ltd

6. EFFICIENCY
Benefits of knowing your numbers
Copyright 2010 | REV Sales Ltd
‣ Gives you clarity between Financial Result & Activity
Targets

7. EFFICIENCY
Benefits of knowing your numbers
Copyright 2010 | REV Sales Ltd
‣ Gives you clarity between Financial Result & Activity
Targets
‣ Empowers you to lead your client

8. EFFICIENCY
Benefits of knowing your numbers
Copyright 2010 | REV Sales Ltd
‣ Gives you clarity between Financial Result & Activity
Targets
‣ Empowers you to lead your client
‣ Increases your certainty of hitting targets

9. EFFICIENCY
Benefits of knowing your numbers
Copyright 2010 | REV Sales Ltd
‣ Gives you clarity between Financial Result & Activity
Targets
‣ Empowers you to lead your client
‣ Increases your certainty of hitting targets
‣ Allows you to set meaningful targets

10. EFFICIENCY
Benefits of knowing your numbers
Copyright 2010 | REV Sales Ltd
‣ Gives you clarity between Financial Result & Activity
Targets
‣ Empowers you to lead your client
‣ Increases your certainty of hitting targets
‣ Allows you to set meaningful targets
‣ Gives structure to the sales activities each D/W/M

11. Re-Cap Mapping your sales process
Marketing Funnel
Copyright 2010 | REV Sales Ltd
Sales Process
1. Appointment 2. Book 3. Sales
Booking Call Appointment Appointment
4. Sale

12. Sales Activity Template
NAME 1st Ph No. EMAIL Appointment Booking Sale Appointment
Copyright 2010 | REV Sales Ltd
Att Yes No CB NC Vmsg NCD WN Att Sale Pend' No NP Notes
Bob Smith 1 1
Name 1 2 1 1
Name 2 3 1 1 1 1 1 Sale Product 1 - £297
Name 3 1 1
Name 4 2 1 1
Name 5 1 1
Name 6 2 1 1
Name 7 2 1 1 1 1
Name 8 1 1
Name 9 1 1
Name 10 2 1 1 1 1 Sale Product 2 £997
Name 11 1 1 1 1
19 4 2 5 5 1 1 4 2 1 0 1

13. Any Questions or Insights
regarding how to track the
numbers in your sales
process?
Copyright 2010 | REV Sales Ltd

14. BUYER & SALES Cycles
V E BIA ION SE
OL S E LU
T E K
Copyright 2010 | REV Sales Ltd
ES
D
SO
R
UNSATIS
ATE
ATE
AWAK
TM TM
LU
LU
VA
VA
E
FIE
N
E
E
D
YOU
SEARCH LOCK IN

15. Creating Powerful Sales
Presentations Pt 1
Copyright 2010 | REV Sales Ltd

16. 2 Types of Pre-Framing

17. 2 Types of Pre-Framing
1. Create a link in the prospect’s mind about the
relevance of the questions you’re about to ask
Typically used at the beginning of your appointments

18. 2 Types of Pre-Framing
1. Create a link in the prospect’s mind about the
relevance of the questions you’re about to ask
Typically used at the beginning of your appointments
2. Build the value and importance of the question
you’re about to ask, so it has greater impact
Typically used throughout your presentations at
key moments

19. Architecture of a Pre-Frame

20. Architecture of a Pre-Frame
‣Set the tone

21. Architecture of a Pre-Frame
‣Set the tone
‣Make it clear WHY you’re calling/meeting

22. Architecture of a Pre-Frame
‣Set the tone
‣Make it clear WHY you’re calling/meeting
‣Let them know what they can expect

23. Architecture of a Pre-Frame
‣Set the tone
‣Make it clear WHY you’re calling/meeting
‣Let them know what they can expect
‣Take away the resistance - ‘this may not be
for you’

24. Architecture of a Pre-Frame
‣Set the tone
‣Make it clear WHY you’re calling/meeting
‣Let them know what they can expect
‣Take away the resistance - ‘this may not be
for you’
‣Let them know that they’ll be able to buy if
it’s right for them

25. Sales Presentation
1.Seek to Understand
(Biassed)
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26. Sales Presentation
1.Seek to Understand
(Biassed)
1.Open Questions
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27. Sales Presentation
1.Seek to Understand
(Biassed)
1.Open Questions
2.Avoid Problems
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28. Sales Presentation
1.Seek to Understand
(Biassed)
1.Open Questions
2.Avoid Problems
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3.Avoid Solutions

29. Sales Presentation
1.Seek to Understand
(Biassed)
1.Open Questions
2.Avoid Problems
Copyright 2010 | REV Sales Ltd
3.Avoid Solutions
4.Play to your
strengths

30. Sales Presentation
1.Seek to Understand
(Biassed)
1.Open Questions
2.Avoid Problems
Copyright 2010 | REV Sales Ltd
3.Avoid Solutions
4.Play to your
strengths
5.Use exploring
questions sparingly

31. Sales Presentation
1.Seek to Understand
(Biassed)
1.Open Questions
2.Avoid Problems
Copyright 2010 | REV Sales Ltd
3.Avoid Solutions
4.Play to your
strengths
5.Use exploring
questions sparingly
6.Find Common
Themes

32. Sales Presentation
2.Awaken Problems
(Unsatisfied)
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33. Sales Presentation
2.Awaken Problems
(Unsatisfied)
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3 Types of Problem Qs

34. Sales Presentation
2.Awaken Problems
(Unsatisfied)
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3 Types of Problem Qs
1.Identification

35. Sales Presentation
2.Awaken Problems
(Unsatisfied)
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3 Types of Problem Qs
1.Identification
2.Exploration

36. Sales Presentation
2.Awaken Problems
(Unsatisfied)
Copyright 2010 | REV Sales Ltd
3 Types of Problem Qs
1.Identification
2.Exploration
3.Ownership

37. Copyright 2010 | REV Sales Ltd
2.Awaken Problems
(Unsatisfied)

38. 2.Awaken Problems
(Unsatisfied)
Identification Questions
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39. 2.Awaken Problems
(Unsatisfied)
Identification Questions
• What’s not working so well for you right now?
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40. 2.Awaken Problems
(Unsatisfied)
Identification Questions
• What’s not working so well for you right now?
Copyright 2010 | REV Sales Ltd
• What are some of your biggest challenges at the
moment?

41. 2.Awaken Problems
(Unsatisfied)
Identification Questions
• What’s not working so well for you right now?
Copyright 2010 | REV Sales Ltd
• What are some of your biggest challenges at the
moment?
Exploration Questions

42. 2.Awaken Problems
(Unsatisfied)
Identification Questions
• What’s not working so well for you right now?
Copyright 2010 | REV Sales Ltd
• What are some of your biggest challenges at the
moment?
Exploration Questions
• How long has this gone on for?

43. 2.Awaken Problems
(Unsatisfied)
Identification Questions
• What’s not working so well for you right now?
Copyright 2010 | REV Sales Ltd
• What are some of your biggest challenges at the
moment?
Exploration Questions
• How long has this gone on for?
• Who else is effected by that?

44. 2.Awaken Problems
(Unsatisfied)
Identification Questions
• What’s not working so well for you right now?
Copyright 2010 | REV Sales Ltd
• What are some of your biggest challenges at the
moment?
Exploration Questions
• How long has this gone on for?
• Who else is effected by that?
• What does that mean?

45. 2.Awaken Problems
(Unsatisfied)
Identification Questions
• What’s not working so well for you right now?
Copyright 2010 | REV Sales Ltd
• What are some of your biggest challenges at the
moment?
Exploration Questions
• How long has this gone on for?
• Who else is effected by that?
• What does that mean?
• How does that effect others?

46. Copyright 2010 | REV Sales Ltd
2.Awaken Problems
(Unsatisfied)

47. 2.Awaken Problems
(Unsatisfied)
Ownership Questions
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48. 2.Awaken Problems
(Unsatisfied)
Ownership Questions
• How is that impacting you professionally and
Copyright 2010 | REV Sales Ltd
personally?

49. 2.Awaken Problems
(Unsatisfied)
Ownership Questions
• How is that impacting you professionally and
Copyright 2010 | REV Sales Ltd
personally?
• If nothing changes how will this impact you in 3
months?

50. 2.Awaken Problems
(Unsatisfied)
Ownership Questions
• How is that impacting you professionally and
Copyright 2010 | REV Sales Ltd
personally?
• If nothing changes how will this impact you in 3
months?
• What’s the REAL cost if things stay as they are?

51. Copyright 2010 | REV Sales Ltd
What’s coming next?
Creating Powerful Sales Presentations
Pt 2

52. Assignments...
Create your Sales Presentation
Copyright 2010 | REV Sales Ltd
Continue tracking your numbers
using the spreadsheet