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Post on 11-Aug-2015
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THE TRUTH ABOUT BUILDING A PROFITABLE SALES FORCE PRESENTED BY: ABHISHEK RAI
Content
Finding Winners Training Winners Prospecting Tips Rapport Building Tips Motivation Tips Smart Questioning Dealing With Objections Closing Sales
Finding Winners
Four Insider Secrets To Sales Success Can this person sell?
Selling skill
How will this person sell?
Behavioral strengths
Will this person sell?
Attitudinal Structure
Why would this person choose to sell?
Personal interests & values
Characteristic of Sales Person
Selection and retention of SP
Attract the best Select them carefully Train them correctly Create a positive, customer-focused
and highly charge environment and…. Get out of their way and let them sell!
Customer IMPACT principal
#1 We pay attention to people we believe have something important to tell us.
Claim
Convince
Customer IMPACT….Cont.
#2 People buy for their own reasons; not for yours or mine
Customer IMPACT….Cont.
#3 People do not want to be sold; they want to buy
Yes! I bought it from…..?
Customer IMPACT….Cont.
#4 Buying is basically an emotional response.
1st,it suggest that people buy benefits for themselves, not feature, products, services etc.
2nd,A strong empathy for the customer is absolutely vital for success in selling.
3rd, You must be sort of salespersons with whom people enjoy doing business.
Person vs. Personality
Will they sell?
Intelligence and Personality
Types of personality
Socializers- Aka “Speakers”
Relater- Aka “Listeners”
Analytics- Aka “Thinkers”
Directors- Aka “Doers”
Key attributes of Sales people
Forget about “Born” Salespeople
Training Winners
Marketing Strategy can be Focused
Clearly Defined
Well Known
Accepted
Diffused
Unclear
Unknown
Not Accepted
Training Winners….Cont.
Aligning Your marketing strategies
Failure Marginal Success
Conflict/ Low Sales
Long Range Success
Diffused
Diffused
Focused
Focused
Sales Strategy
Marketing Strategy
Leverage
In the sales world, leverage means using your time, talent, resources or advantages to deliver maximum value to your customers.
Element of Leverage Create the lever and the fulcrum Place your fulcrum in your selected
niche market The object you will raise-is customer
value
Leverage…..Cont.
You are the lever in leverage
How does your company stack up?
Spotting the time wasters
Knowledge- The raw materials of leverage
Listen People Into Buying
The Greatest Secret In Selling:
Show people what they want most, and they will move heaven and earth to get it!
Listen people into buying instead of talking your way out of the sale.
Measure Your Prospects- Don’t Just Size Them Up
The fatal Flaw In Selling
Probing Gives You More Power
Principles Based Selling
Value-based selling is not a technique, it is a principal.
IMPACT Selling
Focus on Relationships
An Efficient Plan Needs Effective People
The IMPACT salesperson Strinkingly impressive: Who you are.
Ready for service or action: What you know
Capable of producing maximum sales with minimum time and effort: what you do.
Take it one step at a time
Prospecting Tips7 Power-Packed Prospecting
Pointers1. Treat prospecting as the lifeblood of your sales
career
2. Treat prospecting as your most valuable time management tool
3. Take an organized approach
4. Remain alert for “suspects” who have the potential to become qualified prospectus
5. Stay in constant touch with active prospects
6.Rework your suspect inventory regulatory to try to upgrade suspects to the status of qualified prospectus
7.Continually upgrade your prospecting system and strategies
Rapport Building Tips
The greatest secret in selling
How to reduce tension and establish trust To eliminate tension you must win the inner game
You have to create trust
Motivational Tips
Selling During The Lean Times Focus on your customers and never look away
Helping others helps you
The faster way to revenue
Smart Questioning
Probing Tip
#1 Prepare the questions you will ask in advance
#2 Open-ended and indirect questions
#3 Ask need-development questions
#4 Ask questions that help you identify dominant needs
#5 Ask question that help you pinpoint the dominant buying motivations.
#6 Avoid asking offensive questions or asking questions in an insensitive way
#7 Start with broad questions, then move steadily toward questions with a narrower focus
#8 Ask questions that are easy to answer
#9 Use questions to guide the interview and keep it positive in tone
#10 Ask then shut up and listen.
The Master Keys of Selling
Show people what they want most, and they will move heaven and earth
Mastering the master key Asking and Listening
Self centeredness is not in your best interest
The Master Keys of Selling
Probe Principle
#1 The best way to serve your own interest is to put the needs and desires of your customers first!
#2 To deliver value to the prospect, you must see yourself primarily as a value resource for the prospect!
#3 To be a value resource for the prospect, you must fist discover what the prospect perceives as value!
Turn your Demonstrations into Power-Packed Apply Pointer
#1 Choose the most appropriate product or services
#2 Tailor the presentation to the prospect’s “Need and Wants”
Dealing with Objections
Justify that you are selling value to customer
Price Justifier
#1 Imagine a value meter
#2 Interpret relative values
#3 Personalize all value
#4 Sell the key benefits
Needed: A New Direction in Sales Training
Regarding product training
Using Motivational Speaker to get SP hyped up
Using complicated sales training system
The SP’s Greatest Folly
Most of the things that can go wrong in life happen when your mouth is open
Forget the So-Called “Quick Buck”
Closing Sales
Closing Tips For The Value-Based Sales force
-Tie up the sale, never your prospect
-Negotiate the conditions of the sale
-Clear away objections
-Ask for the order
-Reinforce the sale
Closing Technique
Ask for order
#1 Use trail closes throughout the Interview
#2 Ask them to buy now
#3 Assume the sale
#4 Use the either/or close
#5 Deal with fear of making a decision
The Pay-off
Six Tools to Locate Qualified Prospects
Power-Packed
#1 Who
#2 Where
#3 Why
#4 What
#5 When
Building A Bridge: The Transition to Sales talk
Setting the stage for action, Not for reaction
1 Get to the point of your visit quickly
2 Avoid being abrupt
3 Make it natural
4 Test your bridge before you invite the client to walk across
Negotiation Tips
Negotiation strategy
#1 Open the negotiations on a positive note
#2 Get all the conditions on the table
#3 Make sure you understand the conditions
#4 Offer to try to work out any problems
Proving Your Claims
Claim Prover
#1 If you can prove it, show your evidence
#2 Reinforce all claims visually
#3 Let prospects experience it themselves
#5 Repeat important claims and proofs again and again
* Bring your own witnesses
Bring Your Own Witnesses
Witness Pointer Try to get a written endorsement from every
customer
Carefully select the endorsements you use with each prospect
Treat endorsements with dignity and respect
Try to involve satisfied customers with prospects
Thank You…
Any question……..
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