The Real Deal (how to prepare, conduct and close the sales meeting)

3. THE REAL DEAL
MARIO BERTA
Flyspaces.com

4. JADE
Cambodia 2012

5. To all Startups & People with Jobs

10. THE 1ST RULE OF SALES
A Always
B Be
C Closing

11. NO SUCH A THING….AS
90% closed Deal

12. THE 2ND RULE OF SALES
Sales is not about
PITCHING. It’s
about CLOSING.
- Mario Berta

14. sell with pride.
 GET RID OF THE MISCONCEPTIONS ABOUT “SELLING”
 SALES AS FUEL OF ORGANIZATIONS
 GREAT COMPANY, GREAT PRODUCT, NO SALES ?
 THE CONCEPT OF MONEY
 SALES AS FORM OF PERSUASION
• Art of selling > fundamentals of communications
• Sell yourself > Self Branding
 SALES AS MEANS TO GET PERSONAL SATISFACTION
 ETHICS
 YOUR VERY FIRST SALE HAPPENS WITH YOURSELF
THE MINDSET | THE ENTHUSIAM | THE PERSEVERANCE

15. rules of persuasion.
RECIPROCITY
Social obligation to give back
Personalized, Unique
How it is given
SCARCITY
People want unique products
AUTHORITY
What makes you credible ?
CONSISTENCY
Ask for commitment along the way
Voluntary, public and active
LIKE
People that are similar
Pay compliments
Mutual goals
CONSENSUS
Looking at actions of
others to justify yours
Analogs

16. rules of engagement.
1. Always qualify the lead
2. Avoid people with limiting beliefs unless these are easy to overcome
3. Forecast overcoming objections
4. Be enthusiastic as hell
5. Be sharp
6. Convey yourself as a figure of authority
7. Deliver the power state: confidence, certainty, clarity
8. Measure and pivot
9. Manage the transitions (“based on what you told me….”)
10.“Money aside”

17. INNOVATIVE PRODUCTS EMERGING PRODUCTS
COMMON PRODUCTS COMMODITIZED PRODUCTS
Pioneers
Entry barriers
Limiting beliefs
People’s beliefs
New problems
Early adopters
AnalogsCredibility
Pitch
Delivery
Buyers
Credibility / Brand
Great Pitch
Switching / Competitors
Follow ups
Relationship
Serial Buyers
Credibility / Brand
Strong Competition
Price War
Long Sales Cycles

18. fail to prepare > prepare to fail.
 EMPIRICAL RESEARCH: the company, industry, competitors, regulatory framework
 EMPHATIC RESEARCH: the person, challenges / opportunities, press release.
 WHO IS THE DECISION MAKER?
 CHIT-CHAT
 PRESENTATION > “Script” > The whole cycle > The big picture
• Qualifying questions
• Introduction of your self
• Introduction of your company
• Introduction of your products
 HOW IS IT GOING TO BENEFIT THEM ?
 PRICE / VALUE > Translate into $$$
 ANALOG
 CLOSING
 NEXT STEPS
 UNDERSTAND THE DECISION MAKING PROCESS
 TIME, DRESS CODE, MATERIAL

19. THE STRAIGHT LINE

20. B2C B2B
DIGITAL MARKETING GURUS
CUSTOMER EXPERIENCE
ANALYTICS
PRODUCT
CUSTOMER SERVICE
MORE DIGITAL MARKETING
LEAD GENERATION MACHINES
PREPARATION !!!
LISTENING TO CLIENT
PITCHING / CLOSING
CUSTOMER SERVICE
EXTRA MILE

21. why can’t you close?
1.PREPARATION
2.PERSON
3.PITCH

22. identify your process.
GENERATION
TRACKING
CLOSING
Referrals
“Pipeliners”
Trust and relationship building
Google sheets or excel --- MUST UPDATE
Sales force or zoho --- MUST UPDATE
Call, text, email, visit
State of mind

23. MOST POWERFUL TOOL ?

26. ARE YOU READY?