blue orchid sales talk slides
TRANSCRIPT
Stuart AllenMD of The Sales Performance Company Ltd
@StuartAllenFCMI
#WorcestershireHourFounder
Sales Tips for Business
Let’s Start With A Quiz!
• You must sound happy & jolly• You must ask if I’m having a good day• You must be totally confident and ‘slick’• You must build rapport and cracking a joke is a great way• You must use my name as much as possible
• You must NOT ask me if I have time to talk• You must only ask open questions• You must only speak to the organ grinder• You must confirm an exact day and time for the follow up call• You must tell me that your email address and contact phone number will
be at the bottom of your email
Breaking News!Hold The Front Page!
Selling Has Changed!But Why & How?
Selling Has Changed!
But Why & How?
Why?Because ‘buying’ Has Changed!
Selling Has Changed!
But Why & How?How?GONE!
• Generic sales pitch• Pressure • Clever word games• The ‘gimmicks’• Smile & dial
Selling Has Changed!
But Why & How?How?NOW!
• Tailored solutions• Collaboration • Effective communication• Transparency• Calm & professional
Habit #5 of The 7 Habits of Highly Effective People™
“Seek First to understand and then to be Understood”™
Stephen R Covey
Why do people buy things?
Avoid ‘Losing’ Something
(Pain)Gain an ‘Advantage’
Financial Gain Financial LossEmotionalGain
EmotionalLoss
Buying Stimulus
To Gain Something• Peace of mind• Time/Convenience• Confidence• Competitive advantage• Business/Social Status• Investment/Profit• To be legal • Pleasure• Basic human needs (food etc)• Novelty
To Avoid Losing Something• Peace of mind• Money• Competitive advantage• Business/Social Status• Time/Convenience• Protection• To avoid being illegal• Basic human needs (food etc)
Buying Stimulus
The Relationship between Influence & Trust!
AIDA
Want to Sell Effectively? Understand the Buying Process!
A – AttentionI – InterestD – DesireA – Action
Changes over timeRecognise needEvaluate optionsAssess risk & select solutionResolve concerns & sign contractImplement & measure
Understanding the Buying Process!
Changes over time Recognise need Evaluate optionsAssess risk & select solution
Resolve concerns & sign contract
Implement & Measure
Seven Stages of the Sale Model
Seven Stages of the Sale
Preparation Introduction Questioning PresentationQuestion Handling
Closing Follow Up
Build Credibility Consult Creating Customer Value
Which stage do YOU think is the MOST important?
Q & A Session
