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.
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.
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
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.
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
Slides to accompany a bite-size training session on overcoming objections in a sales situation. Full training materials including Session Leaders Notes, Delegate Workbook and any Activity handouts can be purchased licence-free from http://www.power-hour.co.uk/trainingmaterialsshop. Prices start from £30 + VAT
Sales resistance is one of the causes of defeat for new sales hands. However, understanding the concept and how to handle the objections can turn a reluctant even adamant resistor into your best sales partner.
This presentation introduces the basics of needs-based selling processes. If you or your sales team is struggling to achieve your objectives, then this presentation is a must view. For more information contact us at dave.gregory@inspiredperformancesolutions.com
How to present interactive "Think Billboard" TED style sales presentations which end "Death by PowerPoint". Create one clear message, Congruent body language, clear next steps and simple effective slide design.
7 Habits of Highly Effective SalespeopleQamaru Dheen
Ask a dozen salespeople and you’ll most likely get back two dozen different responses. Is it the ability to create great leads that makes you successful, or is it a winning personality? If you’re looking at things like charm or the size of client lists, you’re barking up the wrong tree. Look at the basics — the simple stuff that sales professionals overlook from time to time. Things like the ability to listen carefully, respond correctly, and approach clients not as a sale but as people you want to know and help solve problems. These are the things to focus on in order to bring more value and visibility to your career. While they are common sense, these methods are often the first ones we forget to use.
In analyzing those salespeople who are successful year after year, we have found significant consistencies in behavior and practice management. We like to call these The 7 Habits of Successful Salespeople. If you can get your people to adopt these 7 habits, you will be amazed at how their sales improve.
Slides to accompany a bite-size training session on overcoming objections in a sales situation. Full training materials including Session Leaders Notes, Delegate Workbook and any Activity handouts can be purchased licence-free from http://www.power-hour.co.uk/trainingmaterialsshop. Prices start from £30 + VAT
Sales resistance is one of the causes of defeat for new sales hands. However, understanding the concept and how to handle the objections can turn a reluctant even adamant resistor into your best sales partner.
This presentation introduces the basics of needs-based selling processes. If you or your sales team is struggling to achieve your objectives, then this presentation is a must view. For more information contact us at dave.gregory@inspiredperformancesolutions.com
How to present interactive "Think Billboard" TED style sales presentations which end "Death by PowerPoint". Create one clear message, Congruent body language, clear next steps and simple effective slide design.
7 Habits of Highly Effective SalespeopleQamaru Dheen
Ask a dozen salespeople and you’ll most likely get back two dozen different responses. Is it the ability to create great leads that makes you successful, or is it a winning personality? If you’re looking at things like charm or the size of client lists, you’re barking up the wrong tree. Look at the basics — the simple stuff that sales professionals overlook from time to time. Things like the ability to listen carefully, respond correctly, and approach clients not as a sale but as people you want to know and help solve problems. These are the things to focus on in order to bring more value and visibility to your career. While they are common sense, these methods are often the first ones we forget to use.
In analyzing those salespeople who are successful year after year, we have found significant consistencies in behavior and practice management. We like to call these The 7 Habits of Successful Salespeople. If you can get your people to adopt these 7 habits, you will be amazed at how their sales improve.
Sales Techniques for Corporate Events & Conferences by Mario KanaanMario Kanaan
Sales Techniques Definition
What Are We Selling?
Increasing Sales Attendance in the Event Industry
Increasing Sponsorship Acquisition
Acquiring Media Partners
Connecting with People at Events
Building Long terms Relationships
Over the past 12 years, I've had in-depth conversations with more than 25 sales gurus, as well as hundreds of sales professionals and managers. Based on that experience, I have concluded that there are eight–and only eight–truly essential sales skills.
This 10 step sales process will help you map out the most efficient and effective way to target prospects, generate leads, nurture prospects and close more sales.
Hi All,
Now you can download my Presentation easily. I changed my Privacy setting.. I wish I can make more presentations for the young salesmen, but I am so busy these days and couldn't reply everyone who need my presentation. So here you can download now and present it to your teams etc.
Regards,
Shahzad Chohan
"Finding your Sweet Spot: The importance of Lead Qualification" by T. HeinkensTheFamily
Qualifying is all about gathering insights necessary to make a good judgment.
Should you sell to a given prospect? What is the best course of action to close a deal? Is this prospect a good fit for your offer? Is it a viable sales opportunity?
Only after you've qualified someone can you really know whether it's worth to invest your time and effort into trying to sell to this prospect.
During this 45 min. Workshop, Thibault will give you the 7 steps to efficiently qualify your leads and improve your sales startegy.
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!
Developing selling skills presented at lorache consulting lagosDaniel Chinagozi
Effective Selling Skills Presentation, during and in-house training For Lorache Consulting Lagos, Nigeria. Sharing on how to move from Transactional selling to Consultative selling
Sales Strategies- Introduction To SellingJerome Dees
Selling can be a very rewarding career if you have the right foundation! This presentation gives an introduction to selling, a simplified sales process! If you are interested in this presentation for your team, visit us at SmartSelling.Guru
The Green Bay Area Chamber of Commerce sponsored this session for area business owners and leaders. The session was facilited by Tim McAdow, Director of Marketing and Communication for Integrity Insurance; Tom Clifford, Director of Digital Development at HC Miller, Susan Finco, Owner and President of Leonard & Finco Public Relations; Patrick Hopkins, President of Imaginasium; Robert Jahnke, President of Top Hat Marketing; Diane Roundy, Director of Business Development for Schenck SC
"Sales - The new need of Life" represents my seniors experience. Many literature on sales are also used in our day to day experience, though its theoritical but its practical too and may lead to success if implemented accurately.
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
Marketing Mistakes that are Killing your SalesDacia Coffey
Your marketing could be sabotaging your sales funnel. For B2B companies, 2/3 of the research is now being done online without the influence of one of your sales people. Not only that, the online attention span is minimal. Simple branding mistakes cost you leads. Find out what the most common marketing mistakes are and how to remedy them to stop the leak of lost sales opportunities.
3. Steps to summitingSteps to summiting
Prospecting
Partnering
Qualifying
Identifying/Creating
Presenting
Summiting
o
b
j e
c t i o
n
s ?
4. Quick Quiz?
1. To persuade a client it is better to give information than seek it?
2. The more the customer knows about your product the more likely
they are to buy?
3. Effective sellers tell customers about their product as soon as
possible?
4. When selling the more questions you ask the better?
5. Benefit statements during call opening is effective to get
customers attention?
6. The more experienced you are at selling the more successful you
will be?
7. All customer needs are the same?
8. A satisfied need will always lead to a sale?
5. Quick Quiz?
9. A customer with a very big problem is always ready to
accept a solution?
10. When a customer states a problem you can solve you should
immediately offer your solution
11. A good opening will determine whether you make the sale
12. The more features and advantages you describe the more
likely you are to make a sale
13. Closing techniques are effective in major sales
14. Objections are a sign that your customer is interested in
your product, so the more objections you get the better the
chances of making a sale
6. Everything is the same…
• Levels of Service
• Product
• ROI Business Case
• References
• Brand
• Price & Terms
• Product Availability
7. The product advantage
has all but disappeared…
In a world of
commodities
… the only
differentiator
is
YOU!YOU!
8. Why should I brand myself?
If you don't brand yourself, others will.
Catherine Kaputa
9. Value and Price?
What creates VALUE?
• Solving problems and going ……..
Beyond what is EXPECTED
• Helping clients achieve business and personal
objectives
• Insight, over and above information and
expertise
Clients for Life - Sheth and Sobel
13. What is prospecting?
WORKBOO
K P11
"Prospecting is defined as any activity or conversation you engage
in to position yourself in front of a prospect with the intention to
inquire, assess, discover, and educate so that you can determine
whether there's a fit and a relationship that's worth pursuing which
can then lead to presenting your product or service in order to
earn your prospect's business."
Here’s the lesson about
prospecting:
To find gold, you’ve got to look in the
14. Qualifying Questions:
Have a profile of your ideal customer
Have a set of criteria that suspects must meet
Is their problem sufficiently compelling for
him/her to take urgent advice?
Does the suspect have the money or budget?
Do they want to implement NOW?’
Time & Territory Management – who is in control?
15. Steps to warm calling:
Plan – watch your internal dialoguePlan – watch your internal dialogue
Intro – “I’ve been researching youIntro – “I’ve been researching you
& your company and…”& your company and…”
Present the link opportunityPresent the link opportunity
Our specific USP (how we can help)Our specific USP (how we can help)
Name drop – 3rd partiesName drop – 3rd parties
Close on a meetingClose on a meeting
24. Buying Decision 2Buying Decision 2
Do I want to do business with thisDo I want to do business with this
company?company?
Buying Decision 3Buying Decision 3
Do I want and need theseDo I want and need these
products/services?products/services?
25. Buying Decision 5Buying Decision 5
Is this the right time to make aIs this the right time to make a
decision?decision?
By Duane SparksBy Duane Sparks
“The 5 Buying Decisions”“The 5 Buying Decisions”
Buying Decision 4Buying Decision 4
Does the price and value meet myDoes the price and value meet my
expectations?expectations?
26. What makes your company distinctive?What makes your company distinctive?
What is your USP?What is your USP?
Prospecting PartneringQualifying Identifying Presenting Summiting Objections
38. Courageous Conversations
Describe the situation as they see it
Explore their feelings
Frame your ideas
Invite them to participate
Name the difficult remaining issues
Explore the options together
Plot the Road ahead
D
E
F
I
N
E
R
39. Becoming an indispensible business partner
Prospecting PartneringQualifying Identifying Presenting Summiting Objections
1
2
3
4
5
49. Summiting
• No mystery
• Collecting the Yeses
• Helping people make
decisions that are
truly good for them
(win win)
Prospecting PartneringQualifying Identifying Presenting Summiting Objections
50. The CloseThe Close
““The sale is yours forThe sale is yours for
the asking, all youthe asking, all you
gotta do is ask for itgotta do is ask for it
the right way.”the right way.”
Jeffrey GitomerJeffrey Gitomer
Little Red Book of SellingLittle Red Book of Selling
51. If all else fails, remember...
a . 4 . t . b
Ask for the business
52.
53. Handling ObjectionsHandling Objections
• See them as
opportunities
• Find the real
reasons
Prospecting PartneringQualifying Identifying Presenting Summiting Objections
54. The Acid Test
Would you buyWould you buy
what you are selling?what you are selling?
55. Steps to summiting
Prospecting
Partnering
Qualifying
Identifying
Presenting
Summiting
““Find link”Find link”
““Put prospect 1st”Put prospect 1st”
““Find decision-Find decision-
maker”maker”
““Find gaps”Find gaps”
““Plug gaps”Plug gaps”
““Collect yeses &Collect yeses &
win together”win together”
Prospecting PartneringQualifying Identifying Presenting Summiting Objections
o
b
j e
c t i o
n
s ?
56. What do Top ProfessionalsWhat do Top Professionals
consistently do right?consistently do right?
Follow a Proven SystemFollow a Proven System
Have a Great USPHave a Great USP
Identify the UBPIdentify the UBP
Widen 3 GapsWiden 3 Gaps
Courageous ConversationsCourageous Conversations
Shut UpShut Up
Suspect vs ProspectSuspect vs Prospect
57. 6 Powerful Sales Tips to6 Powerful Sales Tips to
increase your salesincrease your sales
1)Never pitch before you know your prospect’s agenda.
Learn to bite your tongue.
1)Stop being so nice.
Make sure your self-talk is positive.
1)Become an expert in your field.
People buy from people they admire and respect.
1)Be a business person NOT a salesperson.
Become a trusted Business Partner.
1)Understand your BRAND and what it promises.
Remember You ARE the Brand so be very proud of whatever you sell.
1)Talk to the right people – the decision makers.
Engage in courageous conversations that demand honest answers.
58. What are the biggest time wasters in
SALES?
Traffic
Admin
Meetings that run too
long
Not knowing your
products
Calling on non-
decision makers
Distance between
appointments
E –mail
Cancelled
appointments