This document summarizes a sales coaching session that discusses various sales techniques and strategies. It includes: 1) An overview of the session agenda which will discuss the coach's background, sales as a profession, highlighting a successful sales process, and two secret sales weapons. 2) A discussion of the fundamentals and skills of selling including prospecting, qualifying prospects, presentations, handling objections, and closing the sale. 3) Tips for salespeople including spending more time sharpening sales skills like questioning, being convicted in the sales process, and using stories to motivate prospects emotionally rather than just logically.

1. Michael Chriswell
6:11 PM 1
Sales Coaching Session

2. 6:11 PM 2
What we’ll discuss this evening
A little about me
Sales as a profession
Highlight a successful “road to a sale”
2 - Secret Sales Weapons
Bonus Idea!

3. 6:11 PM 3

4. Once Upon a Time…

5. Once Upon a Time…

6. Bruce Jenner
Tom Hopkins

8. Phil Driscol
Peter Lowe

9. Zig Ziglar
“The Red Head”

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17. Increase Spending Increase Effectiveness
Two ways to Increase Business

18. The “Better” Mouse Trap?

19. “But what do you mean I have to sell?
I’m not a salesperson!”

21. What is selling?

22. The Profession of Sales
• Is Sales a Profession?
– World’s oldest profession
• Good news and Bad news
– Good: No Income Ceiling
• Paid according to your ability to produce
• Practically self employed
• You determine your next pay raise
– Bad: No Floor
• Nothing higher than a salesman’s high, BUT nothing
lower than a salesman’s LOW
6:11 PM 22

23. The Fundamentals
and Skills of Selling
A. Product Knowledge B. Basic Selling Skills
They must perceive
you or your team as
an extremely
competent advisor
as soon as possible.
3. Qualification
1. Prospecting
4. Presentation/Demo
2. Meet and Greet
5. Handling Objections
6. Closing the Sale
7. Follow Up/Referrals
C. Attitude, Enthusiasm,
Discipline, and Goals

24. Chop down a tree with a Hammer?
• What must you do to stay productive if you
were using an ax?
• The average sales person spends less than 2 to
3% of their time sharpening their “AX”.
• The average company spends more on coffee
and donuts than they do on sales training skills.
“If the ax is dull and its edge unsharpened, more
strength is needed but skill will bring success.”

25. Most important 10-15 seconds for a salesperson?
• MEET AND GREET
• 50% of your success = getting the
prospect to like you and trust you.

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27. 6:11 PM
10 – 15 Sec.

28. Qualify Before You ask to Buy.
Find out what their N.E.A.D is first…
N. - Now
E. - Enjoy
A. - Alter
D. - Decision Maker

29. Presentation
• It’s not a “spectator sport”
• Avoid the Benefit Barf
• Learn to ask High Quality questions
• Trial Close along the way

30. Top Pro’s are Master Questioners!
• Questions – Avoid “Spray and Pray”
– 3 purposes of:
• Keeps prospect involved – 3 to 4 statements max.
• Whatever we say is debatable
• Identifies what’s important to them, not you.

31. The Most Important Skill of Selling
6:11 PM

32. M O
L
D
Y
S
E
L
F
The Most Important Skill of Selling

33. Be Convicted
6:11 PM 33

34. Overcoming Objections
• Do you love ‘em?
• What they are and why you should love
‘em.
• 6 Steps to overcome them
– Hear it Out
– Feed it Back in a question
– Question it
– Answer it
– Confirm the Answer – Tie Down?
– Change Gears – “By the way”

35. My Favorite Closing Question
“Can you think of any reason” Close

36. 2 Magic Bullets
1. Price FIRST, when presenting to someone
who has expressed interest about learning
more about your offer.
2. Give them an out early and often.
1. NP
2. WEYT
3. FE
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37. My Top 5 tips for the stage you’re in now.
Start acquiring sales skills NOW!
Find your “evangelist” if you’re not
one.
Practice explaining your business or
offering with a question.
Concentrate on being enthusiastic.
Master the 1st Impression.

38. BONUS IDEA!!
6:11 PM 38

39. My Biggest Sales Opportunity Ever
Number of associates: Approximately 4,000
Revenue: $8.4 billion (2009)
Headquarters: Deerfield Beach, Fla. (Business
Locations)

42. EMOTIONALLY vs LOGICALLY?

44. STORY is the greatest sales motivator in the
world, without sales pressure…in particular
YOUR STORY.

45. 6:11 PM 45
mysales.com