THE NEED FOR A SALES PROCESS
PROBLEM
The results of a recent study conducted by The Sales Board confirmed what we have known for some time. Prospects are speaking up about how they feel about salespeople who are less than professional. We thought that you would like to see these statistics as they reinforce the need for a sales process and challenge you to improve your qualifying efforts.
DIAGNOSIS
The study showed the following startling facts. Can you relate to them as a salesperson or as a buyer?
Fact: 82% of salespeople fail to differentiate
Result: They lose the business, fail to sell value
Fact: 86% of salespeople ask the wrong questions.
Result: They miss selling opportunities and end up wasting time while appearing unprofessional.
Fact: Only 18% of salespeople close without discounting price.
Result: Discounting becomes a habit and profit margins are eroded.
Fact: 95% of customers say salespeople talk too much.
Result: Customers are bored and feel salespeople don’t care about understanding their problems.
Fact: 62% of salespeople do not earn the right to ask questions.
Result: They fail to position the sale properly and don’t gain commitment.
Fact: 85% of salespeople use a selling process that is extremely ineffective, compared to the buyer’s system.
Result: They close less than 50% of the business that they should close, with disastrous effects on their companies’ sales and their personal incomes. You may be ‘winging it’ if you find yourself relating to any of the following: (a) chasing prospects who don’t return calls; (b) hearing ‘think it over’ all too often when you ask for the business; (c) cutting price in an effort to obtain or keep business; and (d) spending most of your time in front of people who are not decision makers.
SOLUTION
1. Stop assuming that your prospect needs what you’re selling.
2. Learn how to ask more questions to see if the prospect has any serious ‘pain’ issues that your product or service can resolve.
3. Learn a sales process to help you stay in control of the sales interview.
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.
THE NEED FOR A SALES PROCESS
PROBLEM
The results of a recent study conducted by The Sales Board confirmed what we have known for some time. Prospects are speaking up about how they feel about salespeople who are less than professional. We thought that you would like to see these statistics as they reinforce the need for a sales process and challenge you to improve your qualifying efforts.
DIAGNOSIS
The study showed the following startling facts. Can you relate to them as a salesperson or as a buyer?
Fact: 82% of salespeople fail to differentiate
Result: They lose the business, fail to sell value
Fact: 86% of salespeople ask the wrong questions.
Result: They miss selling opportunities and end up wasting time while appearing unprofessional.
Fact: Only 18% of salespeople close without discounting price.
Result: Discounting becomes a habit and profit margins are eroded.
Fact: 95% of customers say salespeople talk too much.
Result: Customers are bored and feel salespeople don’t care about understanding their problems.
Fact: 62% of salespeople do not earn the right to ask questions.
Result: They fail to position the sale properly and don’t gain commitment.
Fact: 85% of salespeople use a selling process that is extremely ineffective, compared to the buyer’s system.
Result: They close less than 50% of the business that they should close, with disastrous effects on their companies’ sales and their personal incomes. You may be ‘winging it’ if you find yourself relating to any of the following: (a) chasing prospects who don’t return calls; (b) hearing ‘think it over’ all too often when you ask for the business; (c) cutting price in an effort to obtain or keep business; and (d) spending most of your time in front of people who are not decision makers.
SOLUTION
1. Stop assuming that your prospect needs what you’re selling.
2. Learn how to ask more questions to see if the prospect has any serious ‘pain’ issues that your product or service can resolve.
3. Learn a sales process to help you stay in control of the sales interview.
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.
Basic selling skills is necessary of people in all walks of life. Our sales training program focuses on effective selling skills. Salesmanship is a skill that can be developed through the learning of good selling techniques.
Relationship Selling Presentation by chickledesigns.com
At: Silicon Halton Workshop Day at the @BurlingtonHive >> http://ow.ly/uhRdf
Presented: March 26, 2014
www.siliconhalton.com
@siliconhalton
#shlearn
Closing Begins the Relationship - Chapter 13 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
Are sales objections stopping you in your tracks?
Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. The best way to deal with this fear and uncertainty is to face the problem head-on and go into meetings and cold-calls prepared to field a wide range of objections. If you start listing out the potential objections you could hear from a prospect, it might seem like the options are endless. How are you supposed to prepare for everything?
Lucky for you, sales objections actually cluster into a few main groups based on your prospect’s underlying beliefs. Once you master handling one objection in a category, you’ll be able to respond easily and effectively to any number of variations on that theme. Keep reading for 5 steps to handle sales objections.
Learn more: http://criteriaforsuccess.com/how-to-handle-sales-objections-5-steps
The best sales reps share a number of attributes and are always looking to improve their skills. Here is a list of the 15 most important steps to take on your journey to becoming a better salesperson.
Dr. Rick Goodman provides expert tips and tricks on mastering the art of sales. For more information on sales mastery visit www.rickgoodman.com or schedule a sales training workshop at www.advantagecontinuingeducationseminars.com
Basic selling skills is necessary of people in all walks of life. Our sales training program focuses on effective selling skills. Salesmanship is a skill that can be developed through the learning of good selling techniques.
Relationship Selling Presentation by chickledesigns.com
At: Silicon Halton Workshop Day at the @BurlingtonHive >> http://ow.ly/uhRdf
Presented: March 26, 2014
www.siliconhalton.com
@siliconhalton
#shlearn
Closing Begins the Relationship - Chapter 13 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
Are sales objections stopping you in your tracks?
Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. The best way to deal with this fear and uncertainty is to face the problem head-on and go into meetings and cold-calls prepared to field a wide range of objections. If you start listing out the potential objections you could hear from a prospect, it might seem like the options are endless. How are you supposed to prepare for everything?
Lucky for you, sales objections actually cluster into a few main groups based on your prospect’s underlying beliefs. Once you master handling one objection in a category, you’ll be able to respond easily and effectively to any number of variations on that theme. Keep reading for 5 steps to handle sales objections.
Learn more: http://criteriaforsuccess.com/how-to-handle-sales-objections-5-steps
The best sales reps share a number of attributes and are always looking to improve their skills. Here is a list of the 15 most important steps to take on your journey to becoming a better salesperson.
Dr. Rick Goodman provides expert tips and tricks on mastering the art of sales. For more information on sales mastery visit www.rickgoodman.com or schedule a sales training workshop at www.advantagecontinuingeducationseminars.com
The truth about building a profitable sales forceAshutosh Pandey
This PPt's content taken from a book called "The truth about building a profitable sales force" presented by: Sales Management University.
For understanding each topic plz refer book or visit link for book: http://www.slideshare.net/AshutoshPandey14/topforce-14465128
When you want to get started building a super sales team, what are things you want to tell them. Sales is not about just numbers or just saying Yes/No and Next. Sales is about building relationships, It is about creating that trust in the minds of your prospects. That can happen only when you listen.. actively. And then get into their shoes and provide them a solution. Your product or service may or may not be a 100% fit. But if you are sure that you are true to your customers, you will be a great sales guy!
Learn the A to Z of How to Sell in Today's World - 2023
Today’s Market
Today's marketplace has changed dramatically. Buyers are more cautious and sophisticated.
The environment is competitive, challenging and constantly shifting
To grow and compete you need a new set of sales strategies and a new approach to growth.
In this high-energy workshop, we discover how to turn uncertainty into your competitive advantage. You will learn how to stay razor-like focused while remaining highly flexible, so you are prepared no matter what this marketplace does.
Sales Challenges
• Selling On-Line and Face 2 Face
• Failing to CLOSE Deals
• Inability to communicate VALUE to Buyers
• Hearing TIO - ‘think it over’ - all too often when you ask for the business
• Handling the Price Objection
Sales Modules
1. Understanding this VUCA world
2. Selling Face 2 Face
3. Prospecting & Cold Calling
4. Getting Qualified Appointments
5. Effective Telephone Techniques
6. Engaging the KDMs
7. Control with Questions and Active Listening
8. Open Questions to find the “PAIN”
9. Cross Sell & Up Sell
10. The Objection Handling System
11. Power Closes of a Champion
12. How to Motivate your way out of a Slump
13. Selling On Value and not Price
The successful salesperson think and act differently than the average salesperson. Here we are discussing the 12 traits of a successful salesperson. These traits will help a salesperson to successful in their career.
Salons can acquire more customers, retain their best clients, and grow their business by clearly defining and living their brand.
Branding - it’s the new currency in business. Clients now want to associate themselves with a clear brand - whether it’s Apple, Tesla, or Coach. Design plays a major role in decisions clients make about choosing a product or service and the new norm is exquisite design. Customer experience is integral to the package and is the icing on the cake.
In this information-packed seminar, you’ll learn the fundamentals of branding yourself.
What branding is and why it matters to you.
What your brand is and how to define it.
Where in your salon your brand is most important.
How to communicate your brand.
Protecting your brand and improving it over time.
Using your brand to acquire new clients, keep your favourites and offer more services.
Design - where it fits in and how it supports your brand.
Customer experience - why it’s the critical component in your brand.
Association - how to build a team that supports your brand, even when you’re on vacation.
How to make the most of salon products in your brand
Ways to maximize your distributor’s support in branding
By Greg Robins
Greg Robins is the VP of Salon Communications, publishers of Salon Magazine, Elevate Magazine and the Contessa Awards. For over 25 years, Greg’s been advocating for professional stylists and salon owners through business-building content in Salon Magazine.
With a proven track record in implementing social media strategies that work, Greg can speak to the value of salons can gain with the proper campaigns on social and digital.
Greg has worked with salons and manufacturers to gain momentum in this industry, many of them going on to enjoy major success in the industry. He’s taught at Ryerson University and the Academy of Design and has spoken at Langara College.
Currently, the global and the domestic automotive market is facing unprecedented competition. The breakthroughs in automotive technology from industrial revolution has changed the landscape of the industry where countries from the west, which once dominated the automotive industry are facing stiff competition from new emerging markets from the east.
The objective is to bring about improvements in all levels of the after sales operations in workshops. The growth, profitability and sustainability of the after sales dealerships are possible when the business is managed in an effective and efficient manner.
The chapters in the book covers all matters pertaining to the after sales operations, written in an easy-to-understand manner for practical and straightforward implementation across dealerships.
MATLAMAT PEKERJA & MATLAMAT SYARIKAT
MEMAHAMI PENGURUSAN
MEMBINA KEYAKINAN DIRI
KOMUNIKASI BERKESAN
KAEDAH PENYELESAIAN MASALAH & MEMBUAT KEPUTUSAN
CIRI CIRI KEPIMPINAN
Islam sebagai agama universal adalah hak sejagat semua manusia yang menghuni di muka bumi ciptaan Allah swt ini. Islam adalah cara hidup menurut acuan Allah swt , ibarat sebuah kompas yang memandu kehidupan manusia di muka bumi ini.
Apabila manusia mematuhi segala perintah dan menjauhi segala larangan Allah swt saperti mana yang termaktub dalam kitab suci Al Quran, ianya akan membawa kepada kesejahteraan dan kejayaan hidup mereka di dunia dan di akhirat. Ini adalah janji Allah swt kepada semua ciptaanNya dan sememangnya Allah swt tidak memungkiri janji.
Buku “Islam Untuk Semua” ini adalah gabungan bersama dua buah buku yang bertajuk "Mengembalikan Kepercayaan Anda", tulisan Maulana Kaleem Siddiqui dan "Jawapan kepada Pertanyaan Paling Umum yang Ditanyakan oleh Orang Bukan Islam", penulisan Dr Zakir Naik.
Kedua buah buku tersebut di susun dan di terjemahkan dalam Bahasa Melayu, khusus buat membaca di nusantara di Malaysia dan di Indonesia. Buku ini boleh digunakan untuk memanfaatkan diri sendiri dan untuk usaha dakwah sesama saudara Islam dan bukan Islam, InsyaAllah.
Isi kandungan buku ini bertujuan untuk memberikan penerangan yang jelas berkaitan Islam dengan cara yang mudah difahami dan menyakinan pembaca yang beragama
Islam dan bukan Islam. Dengan wujudnya pengertian dan kefahaman yang benar tentang Islam, maka ianya akan memudahkan penerimaan Islam, khususnya di kalangan mereka yang bukan Islam.
Apabila manusia sejagat menerima dan beramal dengan Islam, kedamaian, keharmonian dan keselamatan hidup mereka akan terserlah. Ini dengan izin Allah swt akan membawa kepada kejayaan dalam kehidupan setiap insan, di dunia dan diakhirat.
Sememangnya, pembaca akan yakin dengan kebenaran yang di nukilkan dalam buku ini, hanya apabila mereka membacanya tanpa sebarang prejudis terhadap Islam.
Selamat membaca.
Juz ke 30 dalam Al-Quran atau lebih dikenali dengan nama Juz Amma memainkan peranan yang amat penting dalam kehidupan orang-orang Islam. Surah-surah di dalam Juz inilah yang paling banyak dibaca dalam solat dan juga dalam kehidupan seharian. Surah-surahnya pendek dan mudah dihafal.
Islam as a universal religion meant for all mankind inhabiting God’s earth. It is a way of life, applicable to each and anyone and akin to a compass, guiding our lives in this world and in the hereafter.
The book Islam for All writes about “Returning Your Trust” and “Answers to Most Common Questions Asked by Non-Muslims” would enlighten Muslims and Non-Muslim on all there is to know about Islam in a simple and convincing manner. With understanding comes acceptance which gives rise to wisdom that results in peace and harmony among mankind and their bonding with God.
The truth would only surface when this book is read without prejudice.
Congratulations! You’ve finally got that break. The promotion you’ve waiting and working hard for all these years, is yours now. The rise in salary, the perks and benefits, able now to give orders and instructions and yes, you’re in command now. What a feeling!
But there is a difference now, between your job now and before. Different roles come with different sets of responsibilities. The best way to start is by reading into your new duties and responsibilities and understanding your key performance index and key responsibility areas in order to fit and in and perform your best.
Learn about, organisational structure and supervisory responsibilities, communication with others, planning process, controlling and improving on workers performance, and the maintaining of workers discipline and productivity
Learn about, building upon hospitable customer service culture, keeping customers close to you, keys to sustaining hospitable customer service culture and stress reduction techniques & maintaining self motivation
Learn about, leadership essentials, personal leadership mastery, leadership effectiveness, situational leadership, the art of influence and goal setting
Learn about, communications basics, the value of good communication skills, factors inspiring communication, the art of dynamic communication and practical guide to communication
Learn about, introduction to conflict resolution, the conflict resolution instrument, creating mutual understanding, focussing on individual needs, getting to the root cause and building a resolution,
Learn about, generating your own specific goals, making those sacrifices, changing weaknesses into strengths, commitment to self discipline, the courage to succeed and internal coaching
Learn about, the problem solving method, problem definition, generating solutions, analysing and selecting solutions, planning your next steps, recording lessons learned,
Learn about, what self confidence means to you, how does self confidence initially develop, strategies for developing self confidence, what is shyness, how to speak with self confidence, self confidence in the workplace
Welcome to the Program Your Destiny course. In this course, we will be learning the technology of personal transformation, neuroassociative conditioning (NAC) as pioneered by Tony Robbins. NAC is used to deprogram negative neuroassociations that are causing approach avoidance and instead reprogram yourself with positive neuroassociations that lead to being approach automatic. In doing so, you change your destiny, moving towards unlocking the hypersocial self within, the true self free from fear and operating from a place of personal power and love.
10. CREATING VALUE FOR CUSTOMERS
IDENTIFY CREATIVE SOLUTIONS TO CUSTOMER PROBLEMS
EASE THE CUSTOMER BUYING PROCESS
FOLLOW-UP AFTER THE SALE IS MADE
CUSTOMER VALUE
+
+
=
12. DANCE ACCORDING TO THE MUSIC
• What we would like to be able to do is identify
a customer’s personality type and be able to
sell our services using the customer’s
personality to OUR advantage
14. SOCIALIZERS: POSITIVES
• Easy to establish rapport: They want to be
your friend BEFORE they do business.
• They love a good debate, as long as you don’t
dominate it.
• Thrive on involvement with people and they
love an audience.
15. SOCIALIZERS: CHALLENGES
• Impatient: They tend to bore easily.
• Detaches or moves away from a situation to
avoid loss of self-esteem.
• Digression: They rather hear about your
brother-in-law’s surgery than discuss the
business at hand.
• Verbalizes judgmental feelings.
16. SOCIALIZERS: TACTICS
• Build a good rapport, but don’t visit!
• Use the customer’s name often.
• Emphasize the word “special”.
• Agree with them as much as possible - avoid
arguing.
• Sell not only to them, but to their family as
well.
18. RELATERS: POSITIVES
• Very friendly: They tend to get along with
EVERYBODY.
• Rapport building is EASY. They love to bond
with people.
• Tendency to agree with you - they stay away
from confrontation.
• Focused on the RELATIONSHIP.
19. RELATERS: CHALLENGES
• Wishy-washy: They sometimes cannot make
up their mind.
• Dependent: Must get approval from other
people.
• Overly-Sensitive: Their feelings can be hurt
easily.
• Procrastinators.
20. RELATERS: TACTICS
• Use empathy!
• Always reassure them that their decision is the
RIGHT decision.
• Be VERY patient.
• Once they commit to the sale, don’t waste
time.
• Keep a soft and comforting tonality.
22. ANALYTICS: POSITIVES
• Dependable: They will follow through with
what your agree on.
• Organized: When you give them details, they
will analyze and follow them exactly.
• Independent: They can do things alone.
• They rarely miss a deadline.
• Focused on the DETAILS.
23. ANALYTICS: CHALLENGES
• Indecisive. They must have ALL the facts
before they make a decision.
• Stuffy at times: Hard to establish rapport.
• Logic sells: Emotion does not.
• Picky: They become irritated easily with
glitches.
• Serious: Humor usually doesn’t work.
24. ANALYTICS: TACTICS
• SLOW DOWN! They like to write down
everything and make sure they have all the
information.
• Don’t be afraid to give them all of the data
they want. The more the better.
• Be very precise with all of your information.
26. DIRECTORS: POSITIVES
• Quick to respond - no need to guess with
these people.
• A scripted presentation will greatly increase
your chance of selling premium services.
• Directors truly appreciate professionalism.
• They accept challenges easily.
27. DIRECTORS: CHALLENGES
• Inflexible: “This is NOT Burger King…”
• Impatient: “Just the facts…”
• Tend to be non-empathetic: Intolerant of
feelings and inadequacies.
• Poor listening habits: In one ear and out the
other.
• Never seem to relax: Everything is
competition.
28. DIRECTORS: TACTICS
• Establish rapport quickly, but don’t try to
become friends.
• Keep your presentation moving steadily.
• When you close and get a commitment, GO!
• Always use the proper title and last name.
29. CONCLUSION
• Tailor your
presentations to
coincide with your
customer’s
personality.
• Let the customer’s
personality work to
your advantage, not
theirs. This leads to:
31. 1. ALWAYS SELL TO PEOPLE
• To become a good salesperson, it isn't enough
to know how to sell. You must aim to become
a people expert. It may sound shocking, but
the best professional salespeople actually like
people!
• Remember, people buy from people -- they
always will.
32. 2. YOU HAVE TO SELL YOURSELF
• Just as you are selling to people, you must also
remember that you are not only selling and
representing a product or service, but you are
in effect selling yourself.
33. 3. YOU MUST ASK QUESTIONS
• Always remembering the traditional rules of
questioning: What? Where? When? Which?
Why? Who? And How?
34. 4. LISTEN TO UNDERSTAND
• Successful sales professionals talk for 20
percent of the time and listen for 80 percent
of the time.
35. 5. FEATURES MUST BE LINKED TO BENEFITS
• It's a standard sales component, but the
features-and-benefits connection bears
repeating and reminding: Features are
common, but benefits are personal and
specific.
36. 6. SELL THE RESULTS – PAINT A PICTURE
• Discover your prospect's "prime desires," and
personalize the benefits to him or her.
37. 7. YOU CANNOT RELY ON LOGIC
• Emotion drives 84 percent of all buying
decisions, not logic. What are the chief buying
emotions? They include ego, security, pride of
ownership, greed, health, prestige, status,
ambition, and fear of loss.
38. 8. SELECTIVE PRODUCT KNOWLEDGE IS THE KEY
• A good salesperson realizes that buyers buy
solutions and results; they do not buy
products or services. Know the specific
aspects of your product or service that will
create your client's desired result.
39. 9. AIM TO BE UNIQUE
• Every business, every company, every product
has something that is unique, and this is what
you need to stress. Look outside the square,
and identify the uniqueness of your product,
your service, your company -- and yourself.
40. 10. DON’T SELL ON PRICE
• You must value your expertise, your products
and your services, and price accordingly.
Remember, anyone can give business away.
Selling merely on price means we do not need
sales people!
41. 11. PRESENT YOUR SOLUTIONS
• When we present our proposals, rather than
mailing, faxing or e-mailing, we increase the
likelihood of a sale by a factor of 10 if we do
so in person.
42. 12. BE PROFESSIONAL AT ALL TIMES
• Don't worry about being liked -- be respected.
• Being professional is not one thing, it is three:
It is what you do, what you say, and how you
present yourself.
44. SELLING MISTAKE # 1
UNPREPARED
•Spend time on understanding the real needs
and wants of prospects before sales calls.
•If that means doing some research at the
library or on the internet then consider that
time spent as an investment in your success
45. SELLING MISTAKE # 2
NO FORMAL SALES PRESENTATION
• It is however an explanation of what you sell,
presented in an orderly fashion, in plain talk,
so prospects can easily not only understand
what you sell but also why they should buy.
46. SALES MISTAKE # 3
FORCING RELATIONSHIP
• It’s good to build positive relationships with
customers, however, people don't become
lifelong pals after one or two sales calls.
• Good business relationships develop slowly
based upon mutual respect.
47. SALES MISTAKE # 4
NOT LISTENING
• Some salespeople simply talk too much!
• The more your customers speak, the more
information you gain about how to best serve
them.
48. SALES MISTAKE # 5
NOT TAKING CARE OF ESTABLISHED CUSTOMERS
• Some salespeople enjoy the chase of
obtaining new accounts so much they tend to
ignore their established business.
• Remember, your best customers are your
competitor's best prospects!
49. HANDLING SALES OBJECTIONS
Sales Objections Are Sales Opportunities
• Most salespeople think of objections as a bad thing...
but they're missing the big picture.
• If your customers raise an objection, that's actually a
GOOD sign!
• The fact that they're talking about their concern means
that they're giving you a chance to answer it.
50. HANDLING SALES OBJECTIONS
DID YOU KNOW?
• 44% of sales people give up after the 1st
objection
• 22% of sales people give up after the 2nd
objection
• 16% of sales people give up after the 3rd
objection
• 10% of sales people give up after the 4th
objection
51. HANDLING SALES OBJECTIONS
DID YOU KNOW?
• Only 8% of sales people continue to sell after
4 objections!
• 73% of the clients will buy after the 4th
objection!
52. WHY CUSTOMERS OBJECT?
Psychological Reasons:
• Dislike decision making
• Prefer old habits
• Reluctance to give up something old for something
new
• Unpleasant experience with other companies.
53. WHY CUSTOMERS OBJECT?
Logical Reasons:
• The customer isn’t convinced
• The customer doesn't understand
• The customer is attempting to hide the
reason. (Objections are either real or fake)
54. OBJECTIONS HANDLINGS TECHNIQUES
the customer must agree that
• They need your product or service
• Your product is the solution to their problem
• You are the person from whom they should
buy
• Your company is the one to deal with
• The time to buy is now
• The price and terms are fair
55. BUYING SIGNALS
Rapid Talking
Sudden Friendliness
Chin Rubbing
Question about price, terms, or delivery
Change in attitude, poster, or voice
56. A PATH TO SUCCESS
• “The best news is that all sales skill, including
closing, are learned and learnable. If you can
drive a car, you can learn how to close the
sale.”