paul munnery - close more orders workshop
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Stewart Nash Managing Business Acceleration & Change
Paul Munnery
Business Support & Assistance to SME Businesses
Where there is a need for additional business skills &director-level experience into the company
Practical, hands-on assistance. Highly results orientated
Helping SME businesses in South West develop, growand sell more products & services
£
The Stewart Nash Consultancy
Facing tough, new competition
Post-recession business will be tough
South West SME Businesses
Financial Security in Sales
Financial Security = 4%
80% / 20% / 4%
Professional Salespeople.
Average Salespeople.
Financial Security = 4%
80% / 20% / 4%
Professional Salespeople.
Average Salespeople.
The difference?Consistently winning salespeople do just a few thingsdifferently to the others
Financial Security = 4%
Develop a Sales Persona
Two Characteristics of Professional Salespeople
High levels of Self Confidence & Self Esteem
High levels of Empathy
Develop a Sales Persona
The Successful Salesperson
Two Fundamentals.
Choose the right Product or Service to sell•Tangible? Intangible?
Be intensely Goal Orientated•Goals = Focus = Results
£
The Successful Salesperson
Why People Buy
Why do people buy?
For our reasons or for theirs?
Why People Buy
Who enjoys closing?
Get through the close smoothly.
When to close?
Closing
Telling is not selling.
Ask questions.
£
Closing. The Process of Selling
Telling is not selling.
Ask questions.
Trial closing
£
Closing. The Process of Selling
Telling is not selling.
Ask questions.
Trial closing
Give one piece of information. Ask a question.Demonstrate a Benefit. Ask a question.Giv one piece of information. Ask a question…
£
Closing. The Process of Selling
The more, the easier.
1. Salesperson must be Positive, Enthusiastic & Eager2. Salesperson must understand the customers needs3. Customer must understand the value of the offering4. Customer must believe you - and your company5. Trust, Rapport or Friendship must be established6. Customer must want to enjoy the benefits7. Product or Service must be suited to the customer
Closing. The Rule of Seven
Closing. Applying Pressure …
The only pressure you apply is the pressure of Silence.
When?
How?
Closing. Applying Pressure …
Four difficulties to overcome when closing.
Closing. Why so difficult?
Four difficulties to overcome when closing.
1. Salespersons fear of rejection
Closing. Why so difficult?
Four difficulties to overcome when closing.
1. Salespersons fear of rejection2. Prospects fear of failure
Closing. Why so difficult?
Four difficulties to overcome when closing.
1. Salespersons fear of rejection2. Prospects fear of failure3. The lazy buyer
Closing. Why so difficult?
Four difficulties to overcome when closing.
1. Salespersons fear of rejection2. Prospects fear of failure3. The lazy buyer4. The emotional prospect
Closing. Why so difficult?
Closing. Major obstacles
1. Negative Expectations2. Lack of Enthusiasm3. Lack of Sincerity4. On a Different Wavelength
Closing. Major obstacles
Closing. Handling Objections
There are NO sales without objections
Interpret the objection as a question, requesting moreinformation from you …
Closing. Handling Objections
Closing. The Law of Six.
Sales objections. How many do you encounter?
Normally six objections to any product or service.
Know yours.Handle objections with ease.
Closing. The Law of Six.
In summary …
Woo & Wow!
In summary …
Woo & Wow!
Pay attention to the detail
Control the conversation
&
Close More Orders
Stewart Nash Managing Business Acceleration & Change
Paul Munnery
Paul.munnery@stewartnash.co.uk
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