Download - Sales masterclass
Sales Masterclass
Welcome to
Waits for someone to ask if they can buy …
Talks about nothing more than the product …
Promises the World just to get a sale …
Helps the customer find what they need …
HELP… 7. Answer any questions – pre-empt objections!!!!! 8. Offer solutions – what’s in it for them! 9. Answer any questions – more information
HURRY… 10. Closing 11. Overcoming objections 12. Get started
TRUST... 1. Preparation 2. Build rapport 3. Positioning/Purpose statement 4. About us
NEED… 5. Questions – find the pain/challenges/areas of concern 6. Summarise - and get feedback
Therefore 70% of your time with a prospect is not selling!
Little things that are quite inessential but play a great part in pursuading people you
are good at what you do? ...
Within 3 seconds of meeting your prospect, you can lose the sale
Present yourself in an appropriate manner EVERY TIME!
Suit
Shoes
Always be On Time ...
Keep in Touch ...
Always follow up…
Remembering teams names…
Quality of sales material..
Samples...
Delivery...
Price/Cost
Down Payment
Contract
Purchase/Buy
Sell/sold
Deal
Sign here
Pitch
Objection
Prospect
Problems
Appointment
Investment
Instalment
Paperwork
Invest/Own
Get started
Opportunity
OK
Presentation
Area of concern
Future client
Challenges
Meeting
Words = 7%
Open gestures
Smiling
Nodding
Chatting-partners
Asking questions
Leaning forward
Steeple gestures
Elbows on the desk
Body Language =
Arms/Legs crossed
Foot tapping
Tutting
Rubbing eyes
Head in hand
Rubbing bridge of nose
Eyes closed
Looking down/away when talking
Tugging Ear
55%
“ Can I just explain how I would like to make the most of our time together today. What I would like to do is outline what it is that Toluna do and how we help individuals such as yourselves. Then I would like to ask you some questions so that I can get a real understanding of your needs and specific requirements. Then I will run through the choice of solutions that we have and if we can both see the benefits to you and us I am going to ask you to make a decision today. Would it be OK if we worked along those lines ?”
(Name)
End of your work
Past Future
X
Features – explain what the product/service is or does – like facts
Benefits – explain what’s in it for the buyer (WIFM)
Want benefit related statement which turn features into benefits:
Which means that …..
So obviously….
Then..
Write down 5 facts about your service
What are the benefits to the seller
Use a benefit related statement in your sentences
Fact - 96% of all sales are made after the 6th close. How many sales people
give up after 1. How many don’t even use 1?
Between 62 –70% of sales people DO NOT
ask for the sale
Silent – ask for the business and then keep quiet
Alternative – either or
Assumptive – what will happen next is..
Direct – do you want to proceed or not
Fear – eg limited offer, one left