the salesitv sales process
DESCRIPTION
SalesITV's proven sales process - driving amazing results for Australia's leading brands.TRANSCRIPT
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© SalesITV -‐ All Rights Reserved. The Sales Process
Having a defined sales process will enable you to:!!• Define current
behavioural strengths and weaknesses!
• Chunk down improvements!
• Coach more performance and improvement more effectively.!
![Page 3: The SalesITV Sales Process](https://reader033.vdocuments.us/reader033/viewer/2022051514/54b330444a7959ee748b45c8/html5/thumbnails/3.jpg)
© SalesITV -‐ All Rights Reserved. The Sales Process
Outcome Focus!
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© SalesITV -‐ All Rights Reserved. The Sales Process
Outcome Focus!!• PDA your meetings!!
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© SalesITV -‐ All Rights Reserved. The Sales Process
Outcome Focus!!• PDA your meetings !
• Additional outcomes increase productivity!
!
![Page 6: The SalesITV Sales Process](https://reader033.vdocuments.us/reader033/viewer/2022051514/54b330444a7959ee748b45c8/html5/thumbnails/6.jpg)
© SalesITV -‐ All Rights Reserved. The Sales Process
Outcome Focus!!• PDA your meetings !
• Additional outcomes increase productivity !
• Test the quality of meetings!
!
![Page 7: The SalesITV Sales Process](https://reader033.vdocuments.us/reader033/viewer/2022051514/54b330444a7959ee748b45c8/html5/thumbnails/7.jpg)
© SalesITV -‐ All Rights Reserved.
2 Credible Reason !!
The Sales Process
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© SalesITV -‐ All Rights Reserved.
2 Credible Reason !!!• Salespeople are
generally not lazy!!
The Sales Process
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© SalesITV -‐ All Rights Reserved.
2 Credible Reason !!!• Salespeople are
generally not lazy !
• Customer’s reasons vs. Your reasons!
!!
The Sales Process
![Page 10: The SalesITV Sales Process](https://reader033.vdocuments.us/reader033/viewer/2022051514/54b330444a7959ee748b45c8/html5/thumbnails/10.jpg)
© SalesITV -‐ All Rights Reserved.
2 Credible Reason !!!• Salespeople are
generally not lazy !
• Customer’s reasons vs. Your reasons !
• Problems your prospects are facing!
!
The Sales Process
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© SalesITV -‐ All Rights Reserved.
Build Rapport and Credibility ! !!
The Sales Process
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© SalesITV -‐ All Rights Reserved.
Build Rapport and Credibility ! !!!• Deliberate Strategies!!
The Sales Process
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© SalesITV -‐ All Rights Reserved.
Build Rapport and Credibility ! !!!• Deliberate Strategies !
• Leverage Social!!
The Sales Process
![Page 14: The SalesITV Sales Process](https://reader033.vdocuments.us/reader033/viewer/2022051514/54b330444a7959ee748b45c8/html5/thumbnails/14.jpg)
© SalesITV -‐ All Rights Reserved.
Build Rapport and Credibility ! !!!• Deliberate Strategies !
• Leverage Social!
• “Experts” get paid more than “friends”!
!
The Sales Process
![Page 15: The SalesITV Sales Process](https://reader033.vdocuments.us/reader033/viewer/2022051514/54b330444a7959ee748b45c8/html5/thumbnails/15.jpg)
© SalesITV -‐ All Rights Reserved.
Explore and Listen!
The Sales Process
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© SalesITV -‐ All Rights Reserved.
Explore and Listen!!• Seek to understand
before seeking to be understood (Convey)!
The Sales Process
![Page 17: The SalesITV Sales Process](https://reader033.vdocuments.us/reader033/viewer/2022051514/54b330444a7959ee748b45c8/html5/thumbnails/17.jpg)
© SalesITV -‐ All Rights Reserved.
Explore and Listen!!• Seek to understand
before seeking to be understood (Convey)!
• Ability to persuade correlated to depth of understanding!
!
The Sales Process
![Page 18: The SalesITV Sales Process](https://reader033.vdocuments.us/reader033/viewer/2022051514/54b330444a7959ee748b45c8/html5/thumbnails/18.jpg)
© SalesITV -‐ All Rights Reserved.
Explore and Listen!!• Seek to understand
before seeking to be understood (Convey)!
• Ability to persuade correlated to depth of understanding!
• Prove you listened!!!
The Sales Process
![Page 19: The SalesITV Sales Process](https://reader033.vdocuments.us/reader033/viewer/2022051514/54b330444a7959ee748b45c8/html5/thumbnails/19.jpg)
© SalesITV -‐ All Rights Reserved.
Gain Permission !!
The Sales Process
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© SalesITV -‐ All Rights Reserved.
Gain Permission !!!• Just because I have a
problem…!
The Sales Process
![Page 21: The SalesITV Sales Process](https://reader033.vdocuments.us/reader033/viewer/2022051514/54b330444a7959ee748b45c8/html5/thumbnails/21.jpg)
© SalesITV -‐ All Rights Reserved.
Gain Permission !!!• Just because I have a
problem…!
• Do you really deserve to sell me something?!
!
The Sales Process
![Page 22: The SalesITV Sales Process](https://reader033.vdocuments.us/reader033/viewer/2022051514/54b330444a7959ee748b45c8/html5/thumbnails/22.jpg)
© SalesITV -‐ All Rights Reserved.
Gain Permission !!!• Just because I have a
problem…!
• Do you really deserve to sell me something?!
• Stop selling to people who aren’t ready to buy!
!!
The Sales Process
![Page 23: The SalesITV Sales Process](https://reader033.vdocuments.us/reader033/viewer/2022051514/54b330444a7959ee748b45c8/html5/thumbnails/23.jpg)
© SalesITV -‐ All Rights Reserved.
Offer Solutions!!
The Sales Process
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© SalesITV -‐ All Rights Reserved.
Offer Solutions!!!• “From” is more important
than “To”!
The Sales Process
![Page 25: The SalesITV Sales Process](https://reader033.vdocuments.us/reader033/viewer/2022051514/54b330444a7959ee748b45c8/html5/thumbnails/25.jpg)
© SalesITV -‐ All Rights Reserved.
Offer Solutions!!!• “From” is more important
than “To”!
• Develop a headline!
The Sales Process
![Page 26: The SalesITV Sales Process](https://reader033.vdocuments.us/reader033/viewer/2022051514/54b330444a7959ee748b45c8/html5/thumbnails/26.jpg)
© SalesITV -‐ All Rights Reserved.
Offer Solutions!!!• “From” is more important
than “To”!
• Develop a headline !
• Experiences beat words!!
The Sales Process
![Page 27: The SalesITV Sales Process](https://reader033.vdocuments.us/reader033/viewer/2022051514/54b330444a7959ee748b45c8/html5/thumbnails/27.jpg)
© SalesITV -‐ All Rights Reserved.
Ask for Outcomes !!
The Sales Process
![Page 28: The SalesITV Sales Process](https://reader033.vdocuments.us/reader033/viewer/2022051514/54b330444a7959ee748b45c8/html5/thumbnails/28.jpg)
© SalesITV -‐ All Rights Reserved.
Ask for Outcomes !!!• Don’t make the big
mistake!!
The Sales Process
![Page 29: The SalesITV Sales Process](https://reader033.vdocuments.us/reader033/viewer/2022051514/54b330444a7959ee748b45c8/html5/thumbnails/29.jpg)
© SalesITV -‐ All Rights Reserved.
Ask for Outcomes !!!• Don’t make the big
mistake!!
• Know your strategy!
The Sales Process
![Page 30: The SalesITV Sales Process](https://reader033.vdocuments.us/reader033/viewer/2022051514/54b330444a7959ee748b45c8/html5/thumbnails/30.jpg)
© SalesITV -‐ All Rights Reserved.
Ask for Outcomes !!!• Don’t make the big
mistake!!
• Know your strategy!!• Role play “live” deals!!
The Sales Process
![Page 31: The SalesITV Sales Process](https://reader033.vdocuments.us/reader033/viewer/2022051514/54b330444a7959ee748b45c8/html5/thumbnails/31.jpg)
© SalesITV -‐ All Rights Reserved.
Handle Objections!
The Sales Process
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© SalesITV -‐ All Rights Reserved.
Handle Objections!!• Remove the emotion!
The Sales Process
![Page 33: The SalesITV Sales Process](https://reader033.vdocuments.us/reader033/viewer/2022051514/54b330444a7959ee748b45c8/html5/thumbnails/33.jpg)
© SalesITV -‐ All Rights Reserved.
Handle Objections!!• Remove the emotion!
• Develop the list!
The Sales Process
![Page 34: The SalesITV Sales Process](https://reader033.vdocuments.us/reader033/viewer/2022051514/54b330444a7959ee748b45c8/html5/thumbnails/34.jpg)
© SalesITV -‐ All Rights Reserved.
Handle Objections!!• Remove the emotion!
• Develop the list !
• Test the credibility of responses!
The Sales Process
![Page 35: The SalesITV Sales Process](https://reader033.vdocuments.us/reader033/viewer/2022051514/54b330444a7959ee748b45c8/html5/thumbnails/35.jpg)
© SalesITV -‐ All Rights Reserved. The Sales Process
Next Steps!
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© SalesITV -‐ All Rights Reserved. The Sales Process
Next Steps!!• Plan before the meeting!
![Page 37: The SalesITV Sales Process](https://reader033.vdocuments.us/reader033/viewer/2022051514/54b330444a7959ee748b45c8/html5/thumbnails/37.jpg)
© SalesITV -‐ All Rights Reserved. The Sales Process
Next Steps!!• Plan before the meeting!
• Develop options!
![Page 38: The SalesITV Sales Process](https://reader033.vdocuments.us/reader033/viewer/2022051514/54b330444a7959ee748b45c8/html5/thumbnails/38.jpg)
© SalesITV -‐ All Rights Reserved. The Sales Process
Next Steps!!• Plan before the meeting!
• Develop options !
• Easier when you’re face-to-face!
![Page 39: The SalesITV Sales Process](https://reader033.vdocuments.us/reader033/viewer/2022051514/54b330444a7959ee748b45c8/html5/thumbnails/39.jpg)
© SalesITV -‐ All Rights Reserved. The Sales Process
Having a defined sales process will enable you to:!!• Define current
behavioural strengths and weaknesses!
• Chunk down improvements!
• Coach more performance and improvement more effectively.!
![Page 40: The SalesITV Sales Process](https://reader033.vdocuments.us/reader033/viewer/2022051514/54b330444a7959ee748b45c8/html5/thumbnails/40.jpg)
© SalesITV -‐ All Rights Reserved.
Suggestions on next steps!!• Reflect on your personal
strengths and weaknesses!
• Review the free video with your team and discuss!
• Place it where you can see it everyday and review/discuss deals using the process!
The Sales Process