smei 15 feb 2011 - short version
DESCRIPTION
A highly abridged version of the presentation given to SMEI in Vancouver on Feb 15th,2011TRANSCRIPT
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Understanding the Science of Sales
Creating Sales, Generating Business
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The secret of selling
Be Brilliant
The customer wants you to be great
Most people are boring
Customers like to talk
Know why you are meeting
Ask for the business
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Whether you think you can or you think you can’t ……..
You are PROBABLY RIGHT!Henry Ford
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Selling Equation
ACTIVITY X FOCUS X SKILLS
COURAGE X LUCK= RESULT
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The Basics
Say why you are there – be honest
Understand the customer – become an expert
A no means you didn’t understand - keep going
Don’t be boring
Ask for Money
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Where should we be?
Productivity
Profitability
Customer Intimacy
Cost Management
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In hard times it just got easier
The money is all in one place
It is easy to liberate
Decisions are quick
There is a new problem
I’m not worthy
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KPIs - Formula for Success
Activity
Focus
Skills
Number of Apts
CEO Apts
Apts on Message
Account Planning
Deal Planning
4X Funnel
30 Day 95% Outlook
100% On Plan
Trend
Size
Specific
Phase StyleKPI
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Sales Process
Agenda
Listen
Explore/Examine/Evaluate
ROI
Transaction
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Objection Handling
Listen
Test Understanding
Gain Commitment
Misunderstanding
Apologize
Clarify
Close
Genuine Disadvantage
Maximize Benefits
Doubt
Proof