advance sales course

8/14/2019 Advance Sales Course

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Advance Sales Training

SALES CYCLE

SHORTENING THE

SALES CYCLE



Sales Cycle

3 Businesses in 1 – Multiple Source of Income

A Cycle - period beginning from coldcontact to securing adeal/enrolment.

• Walk in/Call in business - 30mins to3weeks

• Corporate - 3weeks to 3months

• Outreach - 3months to 1year

What is our Business Focus??



SALES CYCLE

• MARKETING – GENERATE LEADS

• FOLLOW UP TO INVITE PROSPECT TO VISIT CENTREFOR CLASS AUDIT OR TOUR

• MEET & GREET PROSPECT

• IDENTIFY THE DECISION MAKER

• UNDERSTAND NEEDS THROUGH FACILITY TOUR

• PROVIDE SOLUTION TO ADDRESS IMMEDIATE NEED

• HANDLE ANY OBJECTIONS• ASK FOR ORDER OR SET NEXT APPOINTMENT

• UPDATE CUSTOMER RECORDS & FOLLOW UP DATE



MARKETING – GENERATE LEADS

ACTIVE OR PASSIVE MARKETING??• FLYERS

• ADVERTISEMENTS

• ROADSHOWS

• SEMINAR

• TRADE FAIR

• OPEN HOUSE

• DIRECT MAIL• MAIL BLAST

• REACHING OUT – COLD CALL/EMAILS/FAXES



WORKING WITH PROSPECT

• WALK IN PROSPECT

• PHONE IN PROSPECT

• FAX IN OR EMAIL PROSPECT



FACILITY TOUR

• PROPOSE– BUILD CREDIBILITY

– BUILD RECOGNITION

– DEMONSTRATE PRODUCTS & SERVICES– UNDERSTAND CUSTOMER IMMEDIATE

NEEDS

– OFFER SOLUTIONS– GAIN COMMITMENT

– CLOSE SALES



FACILITY TOUR

• WHEN TO TOUR?– MOST EFFECTIVE AFTER CLASS AUDIT

– BEST TO DO THE TOUR BEFORE INTRODUCINGPRODUCTS OR SERVICES

• THIS IS NOT A SITE SEEING TOUR• OPPORTUNITY TO DEMONSTRATE OUR SERVICESAND ASK QUESTIONS TO UNDERSTAND CUSTOMERNEEDS

• Course Consultant MUST LEARN TO STOP TALKING

AND ASK QUESTIONS TO DRAW OUT NEEDS• AT THE END OF THE TOUR, Course Consultant

SHOULD HAVE ANSWERS TO THE 8 Q



NEEDS ANALYSIS (8 Qs)

• ACADEMIC ACHIEVEMENT

• CAREER PROSPECT

• TIME AVAILABLE FOR CLASS• EARLIEST START DATE

• TYPE OF LEARNING SUPPORTS DESIRED

• E-LEARNING/ CLASSROOM LEARNING

• INVESTMENT AMOUNT

• DECISION MAKER FOR THE INVESTMENT



NEEDS ANALYSIS SAMPLE QUESTIONS

• “Tell me more about your academic achievement todate.”

• “What type of career/ job would you like to do in

future?”• “Would you prefer day classes or night classes?”

• “What is the earliest date you can start yourcourse?”

• “What type of learning supports you would expectfrom us to help you with your study?”

• “Which mode of learning would you prefer?eLearning or Classroom?”

• “How much would you be willing to spare for your”



SALES FOLLOW UP

• ALWAYS FOCUS ON PROGRESSION– COLD CALL – SET APPOINTMENTS – TOUR – UNDERSTAND NEEDS– OFFER SOLUTION – FOLLOW UP – CLOSE – ASK FOR REFERRAL

• FOLLOW UP CALL– BEFORE EACH CALL, DETERMINE THE CALL OBJECTIVE

– WHY ARE YOU CALLING THE PROSPECT?

– WHAT DO YOU WANT TO ACHIEVE?

• EMAIL– ENSURE THAT THE CONTENT IS PROFESSIONALLY WRITTEN

• PROMOTION AND DISCOUNT– WHEN TO OFFER & HOW TO OFFER?

– Course Consultant MUST WORK OUT THE NEGOTIATIONSTARTEGY BEFORE MAKING THE OFFER.

– “ IF I CAN GET YOU THE ADDITION 5% YOU ASKED FOR, WILL YOUBE ABLE TO SIGN UP FOR THE PROGRAM TODAY?”



Advance Sales Training

SHORTENING THESALES CYCLE



EMOTIONS

Your Life = Your ………….

The Source of All Emotion is

a Constellation of ThreeForces:

•A Pattern of PHYSIOLOGY •A Pattern of LANGUAGE

•A Pattern of FOCUS BELIEFS



SALES EMOTIONS

• TRAINED & EQUIPPED• BORED

• TRY & TRY AGAIN

• CONFUSED

• FRUSTRATED• DEMOTIVATED

• DEPRESSED

• DELIRIOUS

• DESPERATE

• SUICIDAL

• TRAINED & EQUIPPED• EXCITED

• PURSUE & GO FOR IT

• CLARITY

• ENJOYMENT• MOTIVATED/DRIVEN

• ELATED

• CONVINCED/CONFIDEN

T

• INSPIRED

• FULFILLED



What is stopping you?

The two primary fears of all human

beings:

4. You’re not enough

5. You won’t be loved/liked/accepted

STRESS = FEAR



What drives you?

ALL ARE DRIVEN BY ONLY TWO

FACTORS:

• BY VALUES YOU WANT TO HAVE.

• BY VALUES YOU WANT TO AVOID.



Why do it?

Everything we do, we do for six reasons:

3. Certainty

4. Uncertainty

5. Significance

6. Connection

7. Growth

8. Contribution



Values & Beliefs

WHY & HOW YOU DO IT ISBASED ON:

YOUR VALUES &

BELIEFS



Values

Values are the emotional statesthat we believe are important toeither experience or avoid.

Two Targets:

4. Success, Love, Joy, Adventure,

Wealth, Peace, Health, Security,Passion, Ecstasy……

5. Failure, Frustration, Hate,

Depressed, Lonely, Rejection,



THE POWER OF BELIEFS

A Belief is a feeling of Certaintyabout what something means.

(An strong perception of Certainty?)

Three beliefs for lasting success:6. IT MUST CHANGE …..7. … MUST CHANGE ….8. … CAN CHANGE ……

Why MUST I CHANGE?The PAST does not equal the FUTURE,

unless you live there!



Does this belief empower me or limit me?

•Beliefs are never absolutely true•Beliefs are not proven facts

•Do you know what were previousresults?

•Do you know what is expected of

you?•Do you belief you can achieve

RM30K/month?

•



Why are Beliefs Absolutely Important?

• Your Beliefs will Dictate your Wordsand Actions

• Whatever you belief strongly about

becomes a reality. B’cos you will takeall the actions that support that belief,thus encouraging the results.

• Beliefs acts as ‘on’/’off’ switch to ourbrain potential

• Whether or not you believe you can or

you believe you can’t, either way you



Vocabulary of an Outstanding CC• Can I• Give Me

• Not Sure/Don’t think so.• Don’t Know• Don’t Understand• Don’t Care• I thought/Assume• Let’s See

• Later (Wait & See)• Next Day/Week/M/Year• Let it Happen• Will Try• Will Help• Told Him/Her• Passed to Him/Her• Have To, But• Should Have, But• How can you Help Me• Why not?

• May I• Please/Kindly

• Make Sure• Find Out• Do My Best to Understand• Do Care• Have we/I?• Will See to it

• Do it Now• Today, This Week/M/Y• Make it Happen• Will Do My Best• Will Ensure• Informed Him/Her Clearly

• Made Sure He/She is Aware• Want To• I Must• How can I get Help• How about …?/ Perhaps ?• I Choose



What is your self-talk?

(Are you programming yourself forsuccess/failure?)

• Am I not good in selling?/ Am I a topsales force?• I make mistakes after mistakes?/ I

learn from mistakes• I lost big prospects/clients?/ I will get abigger one next• No one is calling?/ I MUST call them?• This is ho eless?/ I MUST chan e until



Programming yourself forsuccess

Just say (tell yourself) :

• I Can Do IT and I Will Do

IT!• If IT does not work, I Will

Change till IT Works!• I am Responsible for myActions; I Will Choose to



THANK YOU

CERTAINTY IS

CREATED WITHIN YOU

NOT BY YOURENVIRONMENT

- Anthony Robbins

advance sales course

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