Welcome to Sales Masterclass
Something YOU hold to be true ...
4 Types of Salespeople …
Waits for someone to ask if they can buy …
4 Types of Salespeople …
Talks about nothing more than the product …
4 Types of Salespeople …
Promises the World just to get a sale …
4 Types of Salespeople …
Helps the customer find what they need …
Your role…..
An Approach… Tom Hopkins TRUST... 1. Preparation 2. Build rapport 3. Positioning/Purpose statement 4. About us
NEED… 5. Questions – find the pain/challenges/areas of concern 6. Summarise - and get feedback HELP… 7. Answer any questions – pre-empt objections!!!!! 8. Offer solutions – what’s in it for them! 9. Answer any questions – more information HURRY… 10. Closing 11. Overcoming objections 12. Get started
Trust
OLD Selling V’s NEW Selling
70% of the Sales process is Rapport and Problem Identification
Therefore 70% of your time with a prospect is not selling!
Sales Made Simple ...
True communication is the response you get ...
What are Your ...
Little things that are quite inessential but play a great part in pursuading people you are good at what you do? ...
1 impressions - DRESS st
Within 3 seconds of meeting your prospect, you can lose the sale Present yourself in an appropriate manner EVERY TIME!
Your CNE’s Suit
Shoes Always be On Time ... Keep in Touch ... Always follow up… Remembering teams names… Quality of sales material.. Samples... Delivery...
3 Tools of Communication ...
What are we saying? Words = 7%
Price/Cost
Investment
Down Payment
Instalment
Contract
Paperwork
Purchase/Buy
Sell/sold
Invest/Own
Deal
Get started
Sign here
Opportunity
Pitch
OK
Objection
Presentation
Prospect
Area of concern
Problems
Future client
Appointment
Challenges
Meeting
What are we communicating? Body Language = 55% Arms/Legs crossed
Open gestures
Foot tapping
Smiling
Tutting
Nodding
Rubbing eyes
Chatting-partners
Head in hand
Asking questions
Rubbing bridge of nose Eyes closed Looking down/away when talking Tugging Ear
Leaning forward Steeple gestures Elbows on the desk
Modalities of Communication ...
Taking Control “ Can I just explain how I would like to make the most of our time together today. What I would like to do is outline what it is that Toluna do and how we help individuals such as yourselves. Then I would like to ask you some questions so that I can get a real understanding of your needs and specific requirements. Then I will run through the choice of solutions that we have and if we can both see the benefits to you and us I am going to ask you to make a decision today. Would it be OK if we worked along those lines ?”
Need
Are Buying Decisions based on ... ?
Sales Made Simple ...
Listen twice as often as you speak ... they’ll sell themselves ...
The Questioning Process ...
The Question Funnel ...
While you ask Questions ...
Give Out Little Pieces of ...
And, Talk in the Prospects ...
Question Softeners ...
Help
After You’ve Reached Emotion & Gathered Information ... “Based on what YOU’VE told me ...
(Name) Either ‘X Solution’ or ‘Y Solution’ will suit you best ...
AFTERs based selling
Past
End of X your work
Future
Features & Benefits Features – explain what the product/service is or does – like facts Benefits – explain what’s in it for the buyer (WIFM)
Turn Features into Benefits Want benefit related statement which turn features into benefits: Which means that ….. So obviously….
Then..
Features & Benefits Write down 5 facts about your service What are the benefits to the seller Use a benefit related statement in your sentences
Hurry
Closing The sale Fact - 96% of all sales are made after the 6th close. How many sales people give up after 1. How many don’t even use 1? Between 62 –70% of sales people DO NOT ask for the sale
Closing Silent – ask for the business and then keep quiet Alternative – either or Assumptive – what will happen next is.. Direct – do you want to proceed or not Fear – eg limited offer, one left
Trial closes Tell them what you told them… overview
So (name), correct me if I’m wrong but this should resolve the sale of your house in the next 2 weeks …. How does this fit with what you had in mind?
Handling Objections ... Agreement ... Any Other Reason Besides ... ? If __(reason)__ OK Go ahead ... ? If NO ... must be another reason can I ask what it is ... ? If YES ... Then let’s invest some time looking at __(reason)__ ...
Professional Sales People ...