Published on March 18, 2014
Highest Branch inspirational sales Sales. It s not as bad as you think
Highest Branch introductions what is selling what is a sales process customer qualiﬁcation handling objections closing whats next? welcome - agenda
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
Highest Branch how do people sell? how do we sell? how do we BUY? Open Forum
Highest Branch What is a sales process? ! ! This?
Highest Branch What is a sales process? ! Maybe This?
Highest Branch What is a sales process? ! Perhaps this?
Highest Branch qualiﬁcation objection handling closing retention happily it is much simpler!
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. !
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
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
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?
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?
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
Highest Branch Qualifying is actually easy 2 ears, 1 mouth! lets do it..
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. !
Highest Branch price complacency fear trust external inﬂuencers timing the objections
Highest Branch break down overall cost into smaller service funding options available help client justify cost personally positive outcomes focus on your unique value focus on quality Price Your services just cost too much
Highest Branch Complacency I think I m ok the way I am just now paint picture of what could happen explain potential problems of delay often strongly linked to price objection focus on your unique value reinforce positive outcomes
Highest Branch Fear I ve decided I don t want to - too much can go wrong strongly related to complacency demonstrate past examples from clients focus on the positive outcomes to be achieved take your time and empathise !
Highest Branch Trust It seems you know what you are doing but how can I be sure? very few people will ever tell you this but they might still be thinking it anyway consistent openness and honesty is the key testimonials, case studies, references !
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 !
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 !
Highest Branch Overcoming Objections is not easy! There are some big hairy problems to overcome! Lets practice..
Highest Branch objection overcome? Great! move STRAIGHT to the close DANGER - SALES APPROACHING
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. !
Highest Branch just ask - (often the hardest thing to do) closing techniques Closing the sale
Highest Branch Closing techniques Alternative Close Assumptive Close Indirect Close / question close Sharp Angle Balance sheet
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
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
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
Highest Branch the sharp angle close response to a question if I can, will you? Oﬀer compromise. can often close a very unsure client
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)
Highest Branch The easiest close is just to ask for the business. All it takes is a little conﬁdence! and practice..
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
Highest Branch starts on delivery measure satisfaction focussed follow ups constant contact customer retention
Highest Branch ask for referrals testimonials social media positive messages sell products use positive customers
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 Sales - not as bad as you think? Summary
Highest Branch Thank you
Canvas Prints at Affordable Prices make you smile.Visit http://www.shopcanvasprint...
30 Días en Bici en Gijón organiza un recorrido por los comercios históricos de la ...
Con el fin de conocer mejor el rol que juega internet en el proceso de compra en E...
With three established projects across the country and seven more in the pipeline,...
Retailing is not a rocket science, neither it's walk-in-the-park. In this presenta...
Home > Manage> Sales Training ... in the early 21 st century”. Current Sales ... the wrong thing. Scary, yes, but it happens. If you’re trying to ...
Sales Training, Sales Consulting, & Sales Coaching to Unleash Your Team's Potential. At RAIN Group we are passionate about helping our clients unleash ...
... the computer and many appliances would not have been even thought of. ... SEM P GOEL from INDIA comments on 21st Century ... What do you all think ...
Find helpful customer reviews and review ratings for 21st ... said that he is "trying NOT to write off the 21st century ... it is a good thing you ...
Sales force management systems are essentially the same thing as sales force ... sales efforts are not ... Process includes training, IT ...
21st-Century Talent Spotting. ... The question now is not whether people have the right skills; ... and had never worked in marketing or sales, key areas ...
Acknowledgments. The authors acknowledge the financial support of the 21st Century Initiative's sponsors. We also express gratitude to the many executives ...
PREPARING FOR THE 21ST CENTURY. ... should take ecosystem processes into account, and should not focus only on individual species. ...
The 9 belts in the Sales Assassin Master sales philosophy are not intended to be progressive, ... news stories and almost anything else you can think of.