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Lake district estates


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Presentation to managers of Lake District Estates holiday parks, on better sales processes, techniques and tips. 10th June 2014. Contents include sales definitons, qualification skills, closing techniques and follow ups.

Published in: Sales, Travel, Business
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Lake district estates

  1. 1. Highest Branch inspirational sales
  2. 2. Highest Branch introductions what is selling? our sales process customer qualification handling objections closing whats next? welcome - rough agenda
  3. 3. Highest Branch
  4. 4. Highest Branch define: sale se l/ noun plural noun: sales 1.the exchange of a commodity for money; the action of selling something."we withdrew it from sale" 2. synonyms: selling, vending, disposal; More: dealing, trading, bargaining
  5. 5. Highest Branch how do people sell? how do we sell? how do we BUY? what are we actually selling? Open Forum
  6. 6. Highest Branch What is a sales process? ! ! This?
  7. 7. Highest Branch What is a sales process? ! Maybe This?
  8. 8. Highest Branch What is a sales process? ! Perhaps this?
  9. 9. Highest Branch qualification objection handling closing retention happily it is much simpler!
  10. 10. Highest Branch define: qualify ! kw l fa In selling, process of determining if a certain lead (potential customer) has certain characteristics (such as ability, authority, and inclination to purchase, and economic size of the expected order) that qualify him or her as a prospect. !
  11. 11. Highest Branch wait for the customer to ask a question move straight into a sales pitch don t really listen attempt (poor) small talk to build rapport Bad qualification
  12. 12. Highest Branch ask open questions engage in conversation with (not at) use information given to engage further ask more open questions rinse and repeat Awesome qualification
  13. 13. Highest Branch separates YOU from the competition allows you to fully understand needs builds rapport puts customer at ease everybody loves talking about themselves! why bother?
  14. 14. Highest Branch it takes too long customers get all defensive they only care about the price anyway I don t know how to talk to people not for me?
  15. 15. Highest Branch “I’ve learned that people will forget what you said, people will forget what you did but people will never forget how you made them feel” ! Maya Angelou
  16. 16. Highest Branch define: objection uhb-jek-shuhn noun 1. a reason or argument offered in disagreement, opposition, refusal, or disapproval. 2. the act of objecting 3. a ground or cause for objecting 4. a feeling of disapproval, dislike, or disagreement. ! Synonyms 4. complaint, protest, criticism. !
  17. 17. Highest Branch price complacency fear trust external influencers timing the objections
  18. 18. Highest Branch break down overall cost into smaller service help client justify cost personally (from qualification) focus on positive outcomes focus on your unique value focus on quality USP s Price Your services just cost too much
  19. 19. Highest Branch External Influencers It s fine but I need to talk to my partner frequently used as an excuse longer and better qualification should avoid this if genuine then restart process again we really want to try and avoid this !
  20. 20. Highest Branch Timing It s too much to think about just now - call me back in 6 months if there are issues, chances are they will still be there in 6 months make it easy to become your client stress your flexibility re-sell your unique value and qualities !
  21. 21. Highest Branch objection overcome? Great! move STRAIGHT to the close DANGER - SALES APPROACHING
  22. 22. Highest Branch define: close close the deal Complete a transaction, as in Jack was delighted to close the sale . This term applies to such transactions as the sale of a house, as well as negotiations leading up to a sale. ! The latter was also used as to close a bargain, a phrase used by Charles Dickens and other 19th-century writers: ! "He closed the bargain directly it reached his ears," Nicholas Nickleby, 1838. !
  23. 23. Highest Branch just ask - (often the hardest thing to do) some useful closing techniques Closing the sale
  24. 24. Highest Branch Closing techniques Alternative Close Assumptive Close Indirect Close / question close Sharp Angle Balance sheet
  25. 25. Highest Branch the alternative close we can do this or we can do that WHICH OF THOSE DO YOU PREFER? Excellent, I will get you booked in right now
  26. 26. Highest Branch the assumptive close This is what we can do for you (don’t stop) So I will get you booked in right now
  27. 27. Highest Branch the indirect close aka the question close use indirect or soft questions how does that feel to you? what does that sound like? gains positive affirmation from customer
  28. 28. Highest Branch the sharp angle close response to a question if I can, will you? Offer compromise. can often close a very unsure client
  29. 29. Highest Branch the balance sheet close aka - The benjamin Franklin Write out a pro s and con s list Assist the client (with the pro s)
  30. 30. Highest Branch The easiest close is just to ask for the business. All it takes is a little confidence! and practice..
  31. 31. Highest Branch So what happens next? It costs on average 6 times more to find a new customer than it does to retain and maximise the potential from our existing client base, and yet we expend our energy constantly looking for new clients. We need to focus on changing this paradox in the 21st Century . Harvard Business Review, July 2009
  32. 32. Highest Branch starts immediately measure satisfaction focussed follow ups constant contact customer retention
  33. 33. Highest Branch ask for referrals testimonials social media positive messages sell products use positive customers
  34. 34. Highest Branch don t get hung up on making it complicated - its not qualification is just conversation great qualification limits objections the easiest sales close is just to ask for the business ALWAYS, ask for the business! ! SUMMARY
  35. 35. Highest Branch Thank you
  36. 36. Highest Branch