Today buyers are more cautious than ever before when it comes to making decisions. This means that you’ll need a variety of closing techniques at your disposal if you’re going to smash your sales targets.
The great news is that one or a combination of these 8 best Closing Techniques can be used in any sales situation to help you turn every prospect into a buying customer.
Handling Resistance: The Sale Begins When the Customer Says NoBob Hafer
When a customer raises objections they are providing salespeople with useful although negative information about the purchase. Objections generally fall into two categories: misunderstandings and drawbacks. The misunderstandings and drawbacks salespeople encounter become “stumbling blocks” or “stepping stones” depending on how they are handled.
This fast-paced seminar teaches a six-step process for handling resistance to ensure that drawbacks and misunderstandings become “stepping stones” to the close.
Results, conclusions and recommendations from the Value Selling Survey 2015 - Research conducted in Germany, Switzerland, Benelux by Mercuri International and St Gallen University , based on survey of 278 B2B Companies.
Closing: A Natural Step in the Sales ProcessBob Hafer
If you don’t ask for the order, you won’t make the sale
That statement is one of the basic truths of the sales profession. Because when you ask for the order you provide the momentum for a client to say yes. Though you may feel closing a sale is a magic moment, in reality, closing is simply following closing principles and then asking for a decision when you feel certain the prospective buyer is going to say yes. This fast-paced seminar teaches you how to ask for the order.
Today buyers are more cautious than ever before when it comes to making decisions. This means that you’ll need a variety of closing techniques at your disposal if you’re going to smash your sales targets.
The great news is that one or a combination of these 8 best Closing Techniques can be used in any sales situation to help you turn every prospect into a buying customer.
Handling Resistance: The Sale Begins When the Customer Says NoBob Hafer
When a customer raises objections they are providing salespeople with useful although negative information about the purchase. Objections generally fall into two categories: misunderstandings and drawbacks. The misunderstandings and drawbacks salespeople encounter become “stumbling blocks” or “stepping stones” depending on how they are handled.
This fast-paced seminar teaches a six-step process for handling resistance to ensure that drawbacks and misunderstandings become “stepping stones” to the close.
Results, conclusions and recommendations from the Value Selling Survey 2015 - Research conducted in Germany, Switzerland, Benelux by Mercuri International and St Gallen University , based on survey of 278 B2B Companies.
Closing: A Natural Step in the Sales ProcessBob Hafer
If you don’t ask for the order, you won’t make the sale
That statement is one of the basic truths of the sales profession. Because when you ask for the order you provide the momentum for a client to say yes. Though you may feel closing a sale is a magic moment, in reality, closing is simply following closing principles and then asking for a decision when you feel certain the prospective buyer is going to say yes. This fast-paced seminar teaches you how to ask for the order.
Persuasion: 6 Ways to Influence People (and how to say no)Yee Pam
We might not all be sales oriented, but all of us would have to persuade someone at a point. Based on the book by Robert Cialdini, here are the 6 rules of influencing others (and how you can avoid being influenced).
Inside Sales Virtual Summit - Access all of the live sessions here: http://www.insidesales.com/summit/register-2
Matt Dixon - Author of the Challenger Sales & Executive Director, Sales & Service Practice at CEB
LinkedIn Profile: www.linkedin.com/pub/matt-dixon/1/17a/8b2
The Challenger Sale Twitter: https://twitter.com/CEB_Challenger
Matt Dixon's Twitter: https://twitter.com/matthewxdixon
Purchase The Challenger Sale here: http://www.amazon.com/dp/1591844355/?tag=googhydr-20&hvadid=12861934284&hvpos=1t2&hvexid=&hvnetw=g&hvrand=13918257381288675219&hvpone=19.26&hvptwo=&hvqmt=b&hvdev=c&ref=pd_sl_4ltsmqgotn_b
Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php
My humble attempt to put the book in a concise form. It's not possible to do justice to Atomic Habits in such a short slides but I have attempted nonetheless.
Leland Sandler and the Sandler Group discuss effective consultative selling techniques through the use of key sales skills, customer interactions, leadership behaviors, negotiating strategies and more that will help increase the success of your business.
Follow Leland:
WEBSITE: http://lelandsandler.com/
THE SANDLER GROUP: http://sandlergroup.net/
TWITTER: https://twitter.com/lelandsandler
FACEBOOK: http://facebook.com/thesandlergroup
Influence: the Psychology of Persuasion (Cialdini)Hugo Guyader
Lecturing on Cialdini's Influence book to Master students for a course in Advanced Consumer Marketing at Linköping University, Sweden.
Cialdini (2016) - "Pre-Suasion": http://www.slideshare.net/guyaderhugo/presuasion-a-revolutionary-way-to-influence-and-persuade
HOW TO WIN CUSTOMER TRUST (35 WAYS)
There are concepts that never change in the world of sales, and one of them is the importance of building and gaining customer trust.
Even if the means change with the latest technologies, it is necessary to retake the trust factor in the commercial activities and in the relationship with our customers.
Trust is one of the elements of the eternal equation for success in selling, one that will never go out of fashion.
For this, here you can find 35 ways to earn your customers' trust. I hope you like it!
Find out more: http://books2read.com/u/m2vr57
A short presentation on sales extracted from a very good and useful book "The Psychology of Selling" written by famous guru Brian Tracy.
Will upload more from this book in due course for the readers.
If you want your own business or your organization’s business to grow, you cannot do it alone. It is critical to interact, relate and collaborate with others to form sustaining relationships. And, how you manage both internal and external relationships will determine success or failure for you and your organization.
Atomic Habits by James Clear is a brilliant work with clear actionable to build good habits and to break from bad ones. I have created visuals of the valuable lessons. Each visual summarizes the key points and collectively it is the visual summary of Atomic Habits.
Persuasion: 6 Ways to Influence People (and how to say no)Yee Pam
We might not all be sales oriented, but all of us would have to persuade someone at a point. Based on the book by Robert Cialdini, here are the 6 rules of influencing others (and how you can avoid being influenced).
Inside Sales Virtual Summit - Access all of the live sessions here: http://www.insidesales.com/summit/register-2
Matt Dixon - Author of the Challenger Sales & Executive Director, Sales & Service Practice at CEB
LinkedIn Profile: www.linkedin.com/pub/matt-dixon/1/17a/8b2
The Challenger Sale Twitter: https://twitter.com/CEB_Challenger
Matt Dixon's Twitter: https://twitter.com/matthewxdixon
Purchase The Challenger Sale here: http://www.amazon.com/dp/1591844355/?tag=googhydr-20&hvadid=12861934284&hvpos=1t2&hvexid=&hvnetw=g&hvrand=13918257381288675219&hvpone=19.26&hvptwo=&hvqmt=b&hvdev=c&ref=pd_sl_4ltsmqgotn_b
Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php
My humble attempt to put the book in a concise form. It's not possible to do justice to Atomic Habits in such a short slides but I have attempted nonetheless.
Leland Sandler and the Sandler Group discuss effective consultative selling techniques through the use of key sales skills, customer interactions, leadership behaviors, negotiating strategies and more that will help increase the success of your business.
Follow Leland:
WEBSITE: http://lelandsandler.com/
THE SANDLER GROUP: http://sandlergroup.net/
TWITTER: https://twitter.com/lelandsandler
FACEBOOK: http://facebook.com/thesandlergroup
Influence: the Psychology of Persuasion (Cialdini)Hugo Guyader
Lecturing on Cialdini's Influence book to Master students for a course in Advanced Consumer Marketing at Linköping University, Sweden.
Cialdini (2016) - "Pre-Suasion": http://www.slideshare.net/guyaderhugo/presuasion-a-revolutionary-way-to-influence-and-persuade
HOW TO WIN CUSTOMER TRUST (35 WAYS)
There are concepts that never change in the world of sales, and one of them is the importance of building and gaining customer trust.
Even if the means change with the latest technologies, it is necessary to retake the trust factor in the commercial activities and in the relationship with our customers.
Trust is one of the elements of the eternal equation for success in selling, one that will never go out of fashion.
For this, here you can find 35 ways to earn your customers' trust. I hope you like it!
Find out more: http://books2read.com/u/m2vr57
A short presentation on sales extracted from a very good and useful book "The Psychology of Selling" written by famous guru Brian Tracy.
Will upload more from this book in due course for the readers.
If you want your own business or your organization’s business to grow, you cannot do it alone. It is critical to interact, relate and collaborate with others to form sustaining relationships. And, how you manage both internal and external relationships will determine success or failure for you and your organization.
Atomic Habits by James Clear is a brilliant work with clear actionable to build good habits and to break from bad ones. I have created visuals of the valuable lessons. Each visual summarizes the key points and collectively it is the visual summary of Atomic Habits.
The Butterfly Emerges Self-coaching session 2Brenda Silveira
This is a self guided session that will help you develop the skills needed to find your confidence in Christ by changing the way you think and talk. It goes hand-in-hand with The Butterfly Emerges Workbook, Finding Your Confidence in Christ that can be purchased at www.imconfident.com
Step by step approach to staying motivated cpcsxsaxena
If you are looking to get energized, motivated and inspired then go thru this deck and do the exercises. You will notice the difference immediately. Action leads to success.
Win or Lose---What Not to Do. Common Job Search Myths and Errors By Greg Davi...Greg David
Today's successful job search looks significantly different than it used to and unfortunately most in search mode are unaware of how to have the kind of success available to others who have mastered the "New Model" of job search and advanced to "playing chess" while traditional job seekers continue to play checkers. The game is different, the playing field looks the same but it isn't.
Learning the New Model not only makes a successful job search quick(er), fast(er), and easy(ier), it also helps professionals begin to learn the real process of successful career management which will protect them in the future from being being in transition again, or significantly lessens the time and resources to land in the future from months and months down to days and weeks, if at all. Presented by Greg David (Laka) of Laka & Company. Greg has been in the executive search and human capital advisory marketplace for more than 30 years and has also founded a separately successful firm helping others learn the new model of job search and career management.
Greg.David@Laka.com
Health & Wellness Themes of the Month are focused on raising awareness about important health topics. The different dimensions of health play a key role in how we thrive and succeed not only in our personal lives, but within our job and career. These themes help create a healthy balance between those dimensions and foster healthy conversation as an organization about how we can improve our quality of life from one day to the next. When we are aware of these dimensions, we can assist in raising awareness to those we serve in helping them to improve their own quality of life. A few topics we cover include: Connecting with nature, STEPtember, diabetes, hydration, de-cluttering and organizing your life, and of course having fun, just to name a few.
33 Experts Share Their No. 1 On Living A Fulfilling And Meaningful LifeBastiaan Blikman
Good advice on how to live a fulfilling and meaningful life is so hard to find. Yet there are so many people searching for a more fulfilling and meaningful life.
That's why we asked 33 influential self improvement experts to share their No. 1 tip on living an fulfilling and meaningful life.
It's very rare you find so much good advice in on article. Be sure not to miss out on this advice.
2. Introductions
Who you are?
What project are you
working?
How long have you been
with the company?
What is the most important
personal attribute that you
bring to your job
3.
4. Get to know more people…
Find somebody you’ve never spoken
to and identify at least 5 things that
you have in common.
◦ OFF LIMITS
You’re both here today
You both went to high school
You both like food
You’re both work at AMP
You’re both alive, not dead, etc
You both have 3 arms, 2 legs, body hair, etc.
You get it, right?
7. The Compound Effect
The principle of reaping huge rewards
from a series of small, smart choices
The end product is massive; the steps
may not feel significant
Small, smart choices +
consistency + time =
radical difference
14. Group Exercise
Let’s bring this closer to home…
What specifically can get in the way of
our success?
15. Magic Penny
Would you rather $3M or a penny doubling
in value every day for 31 days?
$10,737,418
16. What day did the
choice to pick the
penny actually
surpass the choice
to take $3M?
17. The Compound Effect
The principle of reaping huge rewards
from a series of small, smart choices
The end product is massive; the steps
may not feel significant
25. Scott @ 31 months
Up 30 lbs
Eating and cooking has made him
sluggish at night, he goes to bed
groggy and wakes up tired and cranky.
Feels more tired, work is harder!
Feels less attractive and is talking to
his wife less. She spends more time
with friends to replace loneliness.
26. Larry @ 31 months
Larry has lost 30 lbs
Larry earned a promotion, has more
energy than ever to spend time with
his family & friends and his
relationship with wife has never been
better!
38. Think about our business…
0
2
4
6
8
10
12
14
Year 1 Year 2 Year 3 year 4
Top Performing Rep
New Business
39. What about a rep who increase new
business per month each year?
9.5
10
10.5
11
11.5
12
12.5
Year 1 Year 2 Year 3 year 4
Rep who increases new each year
New business
40. What does it mean to
earnings?
$0
$20,000
$40,000
$60,000
$80,000
$100,000
$120,000
$140,000
Year 1 Year 2 Year 3 Year 4
What does it mean to earnings?
Earnings
43. The Only PREDICTABLE Path to
Success:
Continuum of
mundane, unsexy,
unexciting, and
sometimes difficult daily
disciplines
compounded over time.
Continuum of
mundane, unsexy,
unexciting, and
sometimes difficult daily
disciplines
compounded over time.
Continuum of
mundane, unsexy,
unexciting, and
sometimes difficult daily
disciplines
compounded over time.
44.
45. Group Exercise
Write out 3 excuses that we can make
about work, about life, about anything.
Why we don’t get what we want!
Write down 3 seemingly small small
actions we can take to move our work
& lives in a new positive direction.
46. “We all come into the world
the same, after that it’s all
choices…”
51. When we bring
forth a problem, is
it ever the case
that we don’t really
want a solution?
52. “I cannot get in
front of people…”
I’ve heard this at least 1,000 times
(no exaggeration), I’ve NEVER,
EVER HEAD THESE SEVEN
WORDS uttered enthusiastically!
61. 100% Responsibility
Only when we’re willing to
take _____ responsibility
for making a relationship
work will it work.
Otherwise, a relationship
left to ______ and will
always be vulnerable to
81. How does luck play into the
formula?
What’s a time that
we were really
lucky in the sales
field?
82. Sir Richard Branson (Virgin
Records)
“Yes, of course, we are all lucky. If
you live in a free society, you are
lucky. Luck surrounds us every
day; we are constantly having
lucky things happen to us whether
you recognize it or not. I have not
been any more lucky or unlucky
than anyone else. The difference
is when luck came my way, I took
83. Luck formula (what are the
variables?)
Preparation +
Attitude +
Opportunity +
Action = LUCK
91. GROUP Exercise:
What is something that I want to
improve that where I can keep score?
How?
What is something that I can take
back to my DM that would be fun to
keep score against? What will make
it more fun?
What is something the company can
100. It’s not the big things!
Difference between #1
golfer and #10 golfer in
the world is less than 1.9
strokes…..
But the #1 golfer makes
5 times what the #10
golfer in the world
109. What else happened for
Beverly?
Increased energy, more enthusiasm, more
life satisfaction, happier at work!
More interaction with kids, increased
affection for husband, made friends with
runners!
115. Group Exercise
What area, person or circumstance in
your life do you struggle with the
most? Write down ten reasons the
reinforces and expands your gratitude
in that area?
Write down three things you can start
doing right now to take back
responsibility for the outcomes of your
life.
117. Habits…
“The older they are, the
bigger they get, the deeper
the roots grow and the
harder they are to uproot.
Some get so big, with roots
so deep, you might hesitate
to try.”
118. Habits
95% of everything we feel, think, do and
achieve is a result of a learned habit!
We’re born with instincts…we develop
with habits
Habits can be helpful
◦ Allow us to use minimal conscious energy for
every day tasks
◦ Successful sales people habits:
Mental Preparation
Positive Self-Talk
119. What are life
learned habits that
can prevent, stall
or derail success in
our business?
120. “We are what we
repeatedly
do. Excellence, then,
is
not an act, but a
habit.”
Aristotle
125. Choose to make
up for a lack of
innate ability with
discipline, hard
work and good
habits!
126. What is the danger of
bad habits?
“The problem is that the payoff or
instant gratification derived from bad
habits often far outweighs what’s going
on in your rational mind concerning
long-term consequences.”
138. If you really want to be a
“winner”, you cannot hang
out with ______.
If you really want to be
“positive”, you cannot
hang out with
139. How do we find our fight?
Choose an friendly enemy!
Say what?
Let the past hurtful experiences be
fuel for positive constructive change!
Set Goals
140. Setting Goals
The highest achievers in the world
have all succeeded because they
mapped out their goals.
Paul Meyer “Whatever you vividly
imagine, ardently desire, sincerely
believe and enthusiastically act
upon….must inevitably come to
pass.”
145. Goal setting
The most successful people write
down and communicate their goals!
WHY?
Goals must be aligned and defined!
◦ Is your goal to be #1? If “yes” why? What
then?
146.
147. Goals are set, now…
Who do I need to become to achieve
goal?
“If you want to
have more, you
have to become
151. What’s blocking us?
How many hours of TV (do
we really know)?
How many cans of soda?
Snooze button?
◦ Makes you more droggy, new
sleep cycle
◦ No routine / brain is confused
Time on Facebook, reading
online gossip, etc.
152. Eliminate Bad Habits…
Identify your triggers
◦ What situations prompt bad habits?
Clean house – get rid of whatever
enables your bad habits
Swap it (1) salty snacks vs. healthy
snacks when watching TV (2) talk to
somebody negative vs. talk to
somebody positive
Ease in
Or Jump in
153. Installing Good Habits
Set yourself up to succeed (don’t join a
gym 35 minutes from home)
Think addition, not subtraction (Montel
Williams fills up on healthy food to
reduce craving….spend more time with
kids, pick a hobby)
Go for a PDA: Public Display of
Accountability
Find a success buddy
Competition and Camaraderie
Celebrate
154. Dr. Martin Luther King…
“ The ultimate measure of
a man is not where he
stands in moments of
comfort and
convenience, but where
he stands at times of
158. Group Work
Identify your 3 best habits that support
your most important goals
Identify your 3 bad habits that take
you off course
Identify 3 new habits that you need to
develop to put you on track toward
you most important goal
What’s your core motivation?
Write down a concise, compelling
goal.
163. How? This will sound
familiar…
(1) Make choices based on your goals
and core values
(2) Put those choices to work through
new positive behaviors
(3) Repeat those healthy actions long
enough to establish new habits
(4) Build routines and rhythms into your
daily disciplines
(5) Stay consistent over a long period of
time
166. Develop Routines
Why do you think in military
training they start with
making bed, shining shoes?
◦These soldiers can
instinctively act with precision
in the middle of chaos!
178. When a train is at stand
still, a 1 inch block of
wood and keep in from
moving. Once it gets
going 55mph if can
crash through a 5 ft
steel reinforced
concrete wall and keep
179. Register your Rhythm..
Behavior/
Action
Mon Tue Achieved Goal Net
5 additional
calls
X X 2 2 Smiley face
Endorse X 2 1 (1)
30 min
card
X X 2 2 Smiley face
1o min
read
X 2 1 (1)
Healthy
Breakfast
X X 2 2 Smiley
Face
Date Night
w/ spouse
X 1 1 Smiley face
181. The Power of Consistency
LA to Manhattan at 200 mph straight
through Vs.
LA to Manhattan at 500 mph stopping at
every stop
This trip will take 10
times longer!
185. (1)Input – what we feed our
mind
(2)Associations – people we
spend time with
(3)Environment – our
surroundings
186. What do we put into our
bodies
Our brains have one agenda
__________
Our brains will traffic to
_________
We must control what goes into
our bodies!
SURVIVAL
NEGATIVE
188. Enroll in “drive time u”
We can earn the equivalent
of a PHD in leadership,
sales success, wealth
building, relationship
excellence in the time we
spend in our car.
200. Organization & FLYPP
Is it easier to keep our houses clean by
doing a little cleaning every day OR with
one fell swoop a big chunk of Saturday?
HOW DOES THIS MAKE YOU FEEL?
206. Ever get or feel
stuck in a project?
What is the easiest
thing to do?
207. Lance Armstrong..”There is a
point in every race where a
rider encounters his real
opponent and understands
that it’s himself. In my most
painful moments on the bike,
I am most curious & I wonder
each and every time how I
will respond. Will I discover
my innermost weakness, or
209. Multiply your results
Once you push past the wall, push a
littler further, go a little longer
Peaks & Valleys
210. Do the unexpected…
Nordstrom
Asked to clean the bathroom, clean
the hole house
Send out Thanksgiving cards vs.
Christmas cards
211. NOW WHAT?
Take immediate action
Understand to get different results, we’re
going to have to do things differently
Think back 5 years – are you where you
want to be?
If not why?
SIMPLE CHOICES
Choose to not let the next 5 years be a
continuum of the last 5