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MHG Systems seminar_Anton Buravkov
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- 2. PRINCIPLES OF SCCESSFUL SALES CONTINUE By: Anton Buravkov
- 3. Content 1. Personal aims 2.Introduction to sales 3. What is a real success? 4. Basic rules of sale success 5. The phrase “AHA!” – as a sales formula 6. How much do you have as a sales-person? 7. Commercial Delivery Process 8. Ways of making prospect sure to buy 9. Words and phrases to avoid
- 4. Content 2 10. Salessignals of success 11. The closing question or “Shut Up!” 12. The concept of 7 “NO” 13. The most common mistakes of a sales-person 14. When your career is failed? 15. Leadership as a basic characteristics 16. Important models 17. Executive conclusion
- 5. “Nothing happens inbusiness until someone sells something” Jeffrey Gitomer
- 6. 1. Personal aims Understanding Giving a view on core Describing principles principles of effective factors of success of communication selling with prospects Researching of sales Learning ethical Understanding of a models norms and morals of right decision making a sales-person process
- 7. 2. Introduction tosales • What is it? Selling - it is the act of selling of products or services in return for money or other compensation. • Who? Seller - the provider of the goods or services, might be a person working for a provider. • How? By a selling process - this includes communications, advertizing, suggestion, and introduction.
- 8. 3. What isa real success? The golden rule of selling is that: “WITHOUT SUCCESS – PROFITABILITY IS IMPOSSIBLE” Success means: • A level of social status • Achievement of an objective or goal • The opposite of failure Handling all Choosing the the problems right product and difficulties when Delivering communicating values
- 9. 4. Basic rulesof sale success • It’s the relationship, not the price • Network more than you have ever networked • Spend more time figuring out solutions than whining about problems • Create a difference between you and anyone else • Study creativity • Learn the joy of rejection • Work while others sleep • Study attitude
- 10. 5. The phrase“AHA!” – as a sales formula Attitude --- Humor --- Acton • Attitude – is a driving force to success in every endeavor of your life. Positive attitude is a discipline and a commitment. It makes you feel good all the time on the inside, no matter what the circumstance is on the outside • Humor – is not just being funny. Humor is a perspective for effective living and a successful career in sales • Action – always walking your talk. It is a science of making the last call. Waking up in the morning with special goals
- 11. 6. How muchdo you have as a sales-person? • Knowledge of the • The habit of observation prospective buyer • The habit of rendering • Ability to close a sale more service than is expected/more value than • Self-control cost • Initiative • Profiting by failures and • Tolerance mistakes – doesn’t see failures as lost • Accurate thinking efforts, nothing learned nothing gained. • Persistence
- 12. 7. Commercial DeliveryProcess • Be brief • Be to the point • Be remembered • Be prepared • Have some questions and statements ready • Get the information you needed by probing first • Show how you solve problems • Pin the prospect down to the next action • Have fun • Time’s up
- 13. 8. Ways ofmaking prospect sure to buy Be completely prepared Involve prospects early in the presentation Have something in writing Tell a story of how you helped to another customer Use a referral source if possible Drop names of larger customers or the buyer’s competitors
- 14. Have a printedlist of satisfied customers Have a notebook of testimonial letters Don’t bombard a prospect Emphasize service after the sale Emphasize long-term relationships Sell to help, not for commissions
- 15. 9. Words andphrases to avoid To get the sale, you must use superior word crafting to avoid sound like an insincere salesperson: • Frankly • Quite frankly • Honestly • And I mean that • Are you prepared to order today? • How are you doing today? • Can I help you with something?
- 16. 10. Sales signalsof success Any question asked by a prospect must be considered a buying signal: • Questions about availability or time • Questions about delivery • Specific questions about rates, price, or statements about affordability • Any questions or statements about money • Positive questions about your business • Wanting something repeated • Statements about problems with previous vendors • Questions about features and options
- 17. • Questions aboutquality • Questions about guarantee or warrantee • Questions about qualifications • Specific positive questions about the company • Specific product/service questions • Specific statements about ownership of your product or service • Questions to confirm unstated decisions or seeking support • Wanting to see a sample or demo again • Asking about other satisfied customers • Asking for a reference • Buying notes
- 18. Your ability toconvert the signal into sale
- 19. 11. The closingquestion or “Shut Up!” There should be two steps when closing your sale: Ask the closing question Use the golden rule of sailing – Shut Up! Do not give possibility to The next who speaks say no loses
- 20. 12. The conceptof 7 “NO” Most sales are made after the seventh NO. It’s overcoming! • Know your prospect’s hot button and push it in time • Present new information relative to the sale • Be creative in your style and presentation manner • Be sincere about your desire to help the customer first , and put your commission second • Be direct in your communication. Beating around the bush will only frustrate the prospect • Be friendly. People like to buy from friends • Use humor. Be funny. People love to laugh • When in doubt sell benefits
- 21. Don’t be afraidto ask for the sale There is a good formula of success: new information + creative + sincere + direct+ friendly + humor = SALE
- 22. 13. The mostcommon mistakes of a sales-person • Prejudging the prospect • Poor prospect qualification • Not listening • Condescension • Pressure to buy today • Not addressing needs • Telegraphing closes and hard selling • Making the buyer doubt your intentions • Lack of sincerity • Poor attitude
- 23. 14. When yourcareer is failed? • You don’t believe in yourself • You don’t believe in your product • Failure to set and achieve goals. Failure to plan • You are lazy to make a sale • Failure to understand how to accept rejection • Failure to master the total knowledge of your product • Failure to know and execute the fundamental of sales • Failure to understand the customer and meet his or her needs • Failure to overcome objections
- 24. • Can’t copewith change • Can’t follow rules • Can’t get along with others • Too damn greedy • Failure to deliver what you promised • Failure to establish long-term relationships • Failure to understand that hard work makes luck • Blaming others when the failure is yours • Lack of persistence • Failure to establish a positive attitude
- 25. 15. Leadership asa basic characteristics You may ask yourself several questions: • If you want to lead, where to start? • Are leaders born or made? • What are the leadership skills you need to develop? • Are you tired of being a follower? The answer is nearby:
- 26. • Maintain apositive attitude • Embrace change • Deploy courage • Take a risk • Listen • Communicate • Delegate and empower • Understand others, yourself and situation • Commitment
- 27. 16. Important models Hereare some model which might help you understand overall sales processes and concepts: SHOW ME MODELS
- 28. GO TO NEXT MODEL
- 29. GO TO NEXT MODEL
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- 31. 17. Executive conclusion Skills Success Communications SALES Leadership Ethics Management
- 32. Thank you foryour attention ! Just let the prospects wallow in your legs…