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Sales as an Art and a ScienceSales as an Art and a Science
Gary R. Kravitz
Executive Vice President
BizActions LLC
www.bizactions.com
Phone: 800-937-7634
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Progression of a Sales PersonProgression of a Sales Person
Unconscious Incompetent
Conscious Incompetent
Conscious Competent
Unconscious Competent
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What is a Process?What is a Process?
A series of steps that are carried out in order to achieve a predictable result.
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What are the Typical Processesthat Exist in your Business?
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If You Are Missing A Couple of If You Are Missing A Couple of Railroad Ties on the Track …Railroad Ties on the Track …What Happens to the Train?What Happens to the Train?
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The Sales ProcessThe Sales Process
• Marketing• Qualification• The First Call• Preparing for the Meeting• Meeting Format• Questioning to Develop Needs & Pain• Overcoming Objections• Presenting a Solution• Closing / Continuance
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MarketingMarketing
• Name Awareness
• Product Education
• Illustrating Partner/Staff Reputation
• Technical Information
• Lead Generation
• Targeted Lists
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Determine $ goalsDetermine $ goalsfor New & Add on Salesfor New & Add on Salesand Required Activitiesand Required Activities
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QualificationQualification
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The First CallThe First Call
• Introduction Statement
• Getting the Appointment
• Always Qualifying
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Profile of the Sales MeetingProfile of the Sales Meeting
• Relationship Building• Set an Agenda• Overview Statement• Get Their Expectations• Accelerating the Opportunity• List of Questions• Overcome Objections• Continuance
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When Talking to Prospects . . .When Talking to Prospects . . . Are You Peeling the Onion? Are You Peeling the Onion?
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Information for the Right QuestionsInformation for the Right Questions
• Sales & Marketing Reports
• Client & Prospect Assessments
• Client/Prospect Material
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Sample ReportSample Report
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Assessment Action PlanAssessment Action Plan
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Overcoming ObjectionsOvercoming Objections
Format for Issue Resolution
• Restate & Acknowledge Issues or Concern.• Clarify & Assure That You Understand.• Determine Why it is an Issue.• Prospect input on Best Way to Solve.• Present Approach & Receive Agreement.• Keep Looking for any Other Issues.
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Presenting the SolutionPresenting the Solution
• Summarize the Pain.• Review the Technical Solution.• Illustrate the Elimination of Pain.• Justify the ROI.
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Closing/ContinuanceClosing/Continuance
• Have a defined next step that everyone agrees with.
• It’s ok for someone to say no!– Identify & overcome objections.– Move on if the solution is not viable.
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Gary R. Kravitz
Executive Vice President
BizActions LLC
www.bizactions.com
Phone: 800-937-7634
Sales as an Art and a ScienceSales as an Art and a Science