Sales masterclass

Welcome to Sales Masterclass

Waits for someone to ask if they can buy ‌

Talks about nothing more than the product ‌

Promises the World just to get a sale ‌

Helps the customer find what they need ‌

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

Therefore 70% of your time with a prospect is not selling!

Little things that are quite inessential but play a great part in pursuading people you are good at what you do? ...

Within 3 seconds of meeting your prospect, you can lose the sale Present yourself in an appropriate manner EVERY TIME!

 Suit  Shoes  Always be On Time ...  Keep in Touch ...  Always follow up…  Remembering teams names…  Quality of sales material..  Samples...  Delivery...

Words = 7%  Price/Cost

 Investment

 Down Payment

 Instalment

 Contract

 Paperwork

 Purchase/Buy

 Invest/Own

 Sell/sold

 Get started

 Deal

 Opportunity

 Sign here

 OK

 Pitch

 Presentation

 Objection

 Area of concern

 Prospect

 Future client

 Problems

 Challenges

 Appointment

 Meeting

Body Language = 55%  Arms/Legs crossed  Foot tapping  Tutting  Rubbing eyes  Head in hand

 Open gestures  Smiling  Nodding  Chatting-partners

 Rubbing bridge of nose

 Asking questions

 Eyes closed

 Leaning forward

 Looking down/away when talking

 Steeple gestures

 Tugging Ear

 Elbows on the desk

“ 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 ?�

(Name)

Past

End of X your work

Future

 Features – explain what the product/ service is or does – like facts  Benefits – explain what’s in it for the buyer (WIFM)

Want benefit related statement which turn features into benefits:  Which means that …..  So obviously….

Then..

 Write down 5 facts about your service  What are the benefits to the seller  Use a benefit related statement in your sentences

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

 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