ADVANCED SELLING SKILLS For Sales Trainers----Sales Person-----ANDCustomer!!!

If you are a car salesperson . . ..Know that your prospect has heard that all car salespeople are crooks and may think you re like that guy from the used car lot

If you are in life insurance . . Bet on the fact that your customer has heard this Woody Allen quote: There are worse things in life than death. Have you ever spent an evening with an insurance salesman? In fact, she s probably heard it more than once (and wonders if it s true about YOU).

If you are a financial advisor

.Know that movies like Boiler Room and Wall Street negatively affect how your prospects and potentialcustomers feel about YOU and YOUR industry.

If you are a recruiterUnderstand that many people think of you as a headhunter, which is not a term of endearment or a vote of confidence for your industry

.

If you are in the business of selling . . .

..Know that your prospects are not interested in doing business with you when they receive a postcard addressed to [Name] or Current Resident

Customers are now more intelligent and knowledgeable than ever before!!!

THE LANGUAGE-BASED APPROACH TODAY..NEUROLINGUISTIC PROGRAMMING(NLP)

Deletion

Distortion

Generalization.

What language do you use??

CircleO all that apply in each section:1. If a white board or flip chart is available, I like to use it.2. I prefer learning to use a computer or a new application by first watching someone.3. I will create a picture in my mind or go back to one I know, when I am listening to someone.

Contd4. I like to explain things by drawing a picture of what I mean.5. When giving or getting directions I like to describe the landmarks that will be seen.

Self Test:AuditoryI prefer to hear how to use the computer or new applications by listening to the steps and how-tos.2. When getting or giving directions I want to hear how to get there. I want to get the street name and distances.3. I may repeat to myself internally or out loud what has just been said.

Contd..4. I listen and can remember the details of what has been said.5. I process information by hearing details and statistics.

Self Test:Kinos1. I am a doer.2. When asking or giving directions I want to be pointed to the right direction and I will get a sense of how to get there.3. I prefer to learn to work on a computer or a new application by just getting started and asking questions if I get stuck.

Contd.Kinos4. I find that when Im in a meeting, words come and go because I listen more for the feeling behind the words.5. I would rather take a walk, exercise, or get involved in sports than watch TV or read a book or magazine.

Now add up how many you have for each channel:Total Score

Visualssee more@

PerceiveIllustrateHighlightFocusReflectWatchPreviewSurvey/Perspective

Words that sounds loud and clear for Auditory ..Say TellTone Static Talk RingSound

Kinos.get to sense more when you use words like.Feel Grab Touch HandleRubGraspAffect

Guidelines..Before using one of the typical tactics, think twice about what the group may say or do in response that will far outweigh any potential benefit of cutting corners and doing it your way.

Elmer Wheeler

The Magic of words

Elmer Wheeler

Wheelerpoint 1: Dont sell the steak, sell the sizzle!Wheelerpoint 2: Dont writetelegraph.Wheelerpoint 3: Say it with flowers.Wheelerpoint 4: Dont ask ifask which!Wheelerpoint 5: Watch your bark!

MAKING IT WORK FOR YOU !!!ORAL COMMUNICATIONS? are more effective than statements in engaging a customer,particularly during the early stages of a sales process.

NO:2

Create a printed agenda and share it with the customer

No:Three

Stay flexible and responsive to your audiences interests.

::::::::::::::::4:::::::::::::::::::::If you have a written proposal, a price quote, or other printed material,dont hand it out until the end of your presentation

five;;;;;;;;;;;;;;;;;;Welcome interruptions, objections, and questions from your audience.

..SIX^^^Use visual aids in formal presentations and dont skimp on them.

SAVE ..nPractice important presentations using videotape to identify distracting mannerisms or habits.

Dale Carnegie

John Henry Patterson

Cranes Process:Patterson Principle of SellingDeveloped 100 years ago.

Effective even TODAY!!

Four Step Process!!

Cranes Process:Patterson Principle of SellingFirst, the approachidentify the customers problemsWhere are customers losing money? What goals are they failing to achieve? What gaps in their current capabilities are keeping them from being successful?

Cranes Process:Patterson Principle of SellingSecond, the propositiondevelop a specific value proposition. Identifythe specific areas where losses are occurring, and quantify them.Summarize the losses and show the potential for increased profitability in concrete dollars and cents. The more you know about the customers business in detail, the more convincing your value proposition will be.

Cranes Process:Patterson Principle of SellingThird, the demonstrationshow how the solution fits. Summarize the customers problems and the potential for increasing profits. Then show how the solution works, not in terms of its technical functions,but in terms of its business impact. Functions and features are relevant only in terms of the value they deliver. Technology for its own sake is not part of the selling message.

Cranes Process:Patterson Principle of SellingFourth, the closeask for the order. Assume that an intelligent businessperson will want to buy. If the customer has objections, answer them and close again.

Why Patterson principle worksInterestingly, recent research into the psychology of decision making has revealed that these four steps correspond to the way people think when they are making a decision.

To add further.

Patterson wasnt interested in the psychology of decision making, of course. He was interested in selling cash registers. And he knew that Cranes method worked, so he wanted all of his sales reps to use it.

Primer Approach:TemplateSales Rep: I am from the National Cash Register Company and I have called to interest you in a way to increase your profits (The prospect usually responds that he is not interested in buying any cashregisters)Sales Rep: But you are interested in increasing profits, arent you? There are only two ways: One is by increasing sales. The other is by decreasing expense.My business has to do with decreasing the indirect expenses that are taking a part of your profit out of your pocket all the timeProspect: What are indirect expenses?

All things being equal, People want to do business with their friends

All things being NOT QUITE SO EQUAL,people STILL want to do business with their friends

Business Networking StrategyLinkedin,Face Book,TwitterTrade FairChamber of Commerce

Connection StrategyBefore Connecting:Ask YOURSELF:Why am I making this connection?How am I going to make this connection?Why would this person want to connect with me?How am I going to keep this connection once I have made it?

Creative Selling StrategyCREATIVE

IBM Award Winning Salesperson:Published Report!Secret?????????????????????????????????????????Blue TrouserBlue ShirtBlue HandkerchiefBlue SocksBlue GlovesBlue wrist watchEverything Blue .For more than 3 years!!!...Similarly.Apply any idea that makes YOU unique!!!!!!Use creativity to differentiate and Dominate

IMPORTANCE OF TOUCH In selling you can touch a person in the public zone without offendingYou will be perceived as friendlier and credible when you touch a person for emphasis.While giving sales presentation touch on the elbow with fingertips to guide him or herPublic Zone=Zone between palm and elbow

The Classic Sell: And the classic sell goes to PTO

Mercedes Benz:4 Step Process:::::::::::::::::::Start with setting the atmosphereGet the needsPresent arguments which meets the needsClose the saleAND in the process ,verify the communication and overcome objectionsSounds easy !!!!!Doesnt it?

NEXT Module you can ignore @your own riskNUMBER #ONE:

TRAIN YOURSELF TO REMEMBER NAMES

GAMEGroup Size: 2 in a gropObjective:Remembering ten names(Other than group members)Duration:30 minutes

How to play?Preparation:Make a list on 10 names per sessionUse first and last nameVarition1:Every player receiving 10 names and getting about one minute to remember names..Afterwards group will meet once again

Variation 2Circulate all the names to all players IN ADVANCE The person who comes first will be the winnerWinner needs to explain before the team how he did it

GAME 2Exercise on Memory ThreadsActivity:IndividualPreparation:Blank sheet of paper and PenWrite down 30 names that come to your mindIf not,Stop now to do it before proceeding ..PTO.

Contd..Check which CATEGORIES does your name fall in?Classmates/Colleagues/Customers/Family Members/authors/film stars/AthleticsStart developing your skill from strongest areaOutcome:By spending 15 minutes a day for next 15 you can remember complete names of top 100 clients !

MAKE A NOTE!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!REMEMBERING CUSTOMERS Name will in turn fetch

.More Incentive

Increased Turnover

Effective File system :Country File:Place,Sales Leads,Local CompetitionMarketing file:Market Research Result,Turnover,Long term Short term strategyProduct file:Technical information,Product ClassificationCompetitors file

Joe Girard

Top 4 Ideas from worlds greatest Salesman:Joe Girard:Listed in Guinness Book of world RecordsHonesty is the Best Policy: You never get caught by telling the truthGirards Law of 250 Every time you turn off just one prospect ,you turn off 250 more(Reverse is also true)Time and Money well invested will build your business tremendously.Always look for new and better waysSelling the Smell:Think of what excites you about a product or used to when you first bought it.Then use that experience to sell the excitement,the thrill of owning the product

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