small businesses: mastering the sale
DESCRIPTION
In this presentation by Generations FCU with Robert Upton of Red Door Solutions small businesses can gain insight into what holds them back when it comes time to "make the sale" and learn how to overcome obstacles.TRANSCRIPT
Mastering the Sale
Robert UptonSr. Business Development Manager
Mastering the SaleMastering the Sale
Sales is crucial
Changing the lives of people is what sales is all about
– Helping clients improve their lives– All of the employees and their families of the
companies we sell for through the incomes we are supporting in our sales performance.
– The income for us as sales person and our family
Sales is a core mindset of a successful business!
Mastering the Sale 3
Obstacles to Sales
FEAR!
Obstacles to Sales
FEAR!
Remove fear by…Remove fear by…
Removing fear by…
6
Caring- Listening
- Empathy
Competent- Understanding their needs
- Understanding your solution
- Track record of performance
Value- Showing a strong value compared to the
cost
- Value is greater than that of your competitors
Proper understanding of sales
“Caring for a friend”
Mastering the Sale
Having the right mindset
Removing fear by…
7
Be curious, be genuine & engage!
Get good at asking questions
Care for the person
Stress is the enemy to relationships/rapport
Sales is still about the relationship
Mastering the Sale
Building rapport
Removing fear by…
8Mastering the Sale
Four Essentials to Selling
Product Knowledge
Industry Knowledge
Competitive Advantage
Knowing Prospect Needs
Being prepared
Removing fear by…
• Understand your why• Clarify your SMART goals• Clear and accountable activity is:
– Developing a plan for consistent activity– Being accountable to metrics– Coaching for success
• Have accountability• Get help with weak areas
9Mastering the Sale
Building accountable activity
Removing fear by…
10Mastering the Sale
Removing risk for your prospect
TrustTestimonials/Statistics
Guarantee
Trial offerNo long-term
contract
The sales processThe sales process
Sales process
12Mastering the Sale
Lead generation
Qualifying the lead/surface
need(s)
Get the appointment
Flush out implications
(buying motive)
Tailor solutions and
presentation
Confirm solution before
close
Ask! Sale
Sales process
• Understanding your target audience• Developing the right strategy to engage
targets– Smart cold calling– Referral relationships – Who has a relationship
with your ideal client– Marketing campaigns– Educational events– Promotional offers
13Mastering the Sale
Lead generation
Sales process
14Mastering the Sale
Qualifying the lead
Is there a need?
Is there a budget?
Is your contact the decision
maker?
• Confidence is crucial• How can you make the biggest impact for your
prospect in the most concise time– Have the right message– Refine your Elevator Pitch– Avoid over selling, the goal is to get in front of them
Practice = Confidence
15Mastering the Sale
Sales process
Getting the appointment
Ratio of success
16
You Them You Them
Who is doing most of the talking?
Deal Lost
Deal Won
Mastering the Sale
Key formula
17
Spend
10% - 20% time talking about you
80% - 90% asking about them
Mastering the Sale
Sales process
18Mastering the Sale
Mastering the 5 minute Company Pitch
Today’s consumer is impatient.• Avoid the long pitch• Get them talking about themselves• Listen to the decision maker• Don’t assume what they need
Sales process
19Mastering the Sale
Mastering the 5 minute Company Pitch (cont.)
• When did you start and why?• What do you do?• How you do it differently? • Who do you serve?• 1-3 benefits your client experiences
All in 5 minutes or less(Remember it is more important for them to talk than you)
Sales process
20Mastering the Sale
Flush out implications
Uncovering the pain
Understand the implications of
pain
Solve their hidden
problem
Dig in to find the buying motive
• What makes it easy for your clients?• What makes it profitable for your
clients?• How will it improve their work
experience?• What is a story to prove your point?• What is a statistic that proves your
point?21Mastering the Sale
Know your value proposition
Sales process
Sales process
Once you have understood your prospects needs and the implications of those needs tailor your value proposition to their needs and implications.• Client stories• Specifics and statistics where able
Relevancy is your key to success!
22Mastering the Sale
Speak to their specific needs
23Mastering the Sale
Confirmation solution before ask
Before you ask know the answer you are getting
• Have you shown how you can relieve their real pain?
• Have you removed the risk?• Are they agreeing with you
verbally and/or with body language?
Sales process
24Mastering the Sale
Ask!
Sales process
Techniques are less important than what proceeds the “ask”
• No Tricks No Games• If you have
– Identified needs– Uncovered implications– Shown competence and concern
Have the courage to ASK!
SummarySummary
Summary
• Remove Fear– Build rapport– Be prepared– Accountable plan– Know your motivation– Remove risk for the client
• Process– Develop avenues of intelligent leads– Ask more, talk less– Know their reasons for buying– Have the courage to ask!
26Get Noticed
QuestionsQuestions
28Mastering the Sale
Upcoming Workshops at GFCU
