The document by Stewart Nash and Paul Munnery focuses on providing business support to SME businesses, with an emphasis on the importance of sales effectiveness and developing a professional sales persona. It outlines key characteristics and strategies for successful sales, including understanding customer needs, handling objections, and the psychology behind closing a sale. The content highlights the challenges salespeople face, such as fear of rejection and buyer laziness, while providing actionable insights to enhance sales performance.

1. Stewart Nash
Managing Business Acceleration & Change
Paul Munnery

2. The Stewart Nash Consultancy
Business Support & Assistance to SME Businesses
Where there is a need for additional business skills &
director-level experience into the company
Practical, hands-on assistance. Highly results orientated
Helping SME businesses in South West develop, grow
and sell more products & services

3. South West SME Businesses
Facing tough, new competition
Post-recession business will be tough

4. Financial Security in Sales

5. Financial Security = 4%

6. Financial Security = 4%
80% / 20% / 4%
Professional Salespeople.
Average Salespeople.

7. Financial Security = 4%
80% / 20% / 4%
Professional Salespeople.
Average Salespeople.
The difference?
Consistently winning salespeople do just a few things
differently to the others

8. Develop a Sales Persona

9. Develop a Sales Persona
Two Characteristics of Professional Salespeople
High levels of Self Confidence & Self Esteem
High levels of Empathy

10. The Successful Salesperson

11. The Successful Salesperson
Two Fundamentals.
Choose the right Product or Service to sell
•Tangible? Intangible?
Be intensely Goal Orientated
•Goals = Focus = Results

12. Why People Buy

13. Why People Buy
Why do people buy?
For our reasons or for theirs?

14. Closing
Who enjoys closing?
Get through the close smoothly.
When to close?

15. Closing. The Process of Selling
Telling is not selling.
Ask questions.

16. Closing. The Process of Selling
Telling is not selling.
Ask questions.
Trial closing

17. Closing. The Process of Selling
Telling is not selling.
Ask questions.
Trial closing
Give one piece of information. Ask a question.
Demonstrate a Benefit. Ask a question.
Giv one piece of information. Ask a question…

18. Closing. The Rule of Seven
The more, the easier.
1.
2.
3.
4.
5.
6.
7.
Salesperson must be Positive, Enthusiastic & Eager
Salesperson must understand the customers needs
Customer must understand the value of the offering
Customer must believe you - and your company
Trust, Rapport or Friendship must be established
Customer must want to enjoy the benefits
Product or Service must be suited to the customer

19. Closing. Applying Pressure …

20. Closing. Applying Pressure …
The only pressure you apply is the pressure of Silence.
When?
How?

21. Closing. Why so difficult?
Four difficulties to overcome when closing.

22. Closing. Why so difficult?
Four difficulties to overcome when closing.
1. Salespersons fear of rejection

23. Closing. Why so difficult?
Four difficulties to overcome when closing.
1. Salespersons fear of rejection
2. Prospects fear of failure

24. Closing. Why so difficult?
Four difficulties to overcome when closing.
1. Salespersons fear of rejection
2. Prospects fear of failure
3. The lazy buyer

25. Closing. Why so difficult?
Four difficulties to overcome when closing.
1.
2.
3.
4.
Salespersons fear of rejection
Prospects fear of failure
The lazy buyer
The emotional prospect

26. Closing. Major obstacles

27. Closing. Major obstacles
1.
2.
3.
4.
Negative Expectations
Lack of Enthusiasm
Lack of Sincerity
On a Different Wavelength

28. Closing. Handling Objections

29. Closing. Handling Objections
There are NO sales without objections
Interpret the objection as a question, requesting more
information from you …

30. Closing. The Law of Six.

31. Closing. The Law of Six.
Sales objections. How many do you encounter?
Normally six objections to any product or service.
Know yours.
Handle objections with ease.

32. In summary …
Woo & Wow!

33. In summary …
Woo & Wow!
Pay attention to the detail
Control the conversation
&
Close More Orders

34. Stewart Nash
Managing Business Acceleration & Change
Paul Munnery
Paul.munnery@stewartnash.co.uk