how to close more deals
DESCRIPTION
Closing from the start. Learn sales skills and sales tips to close more deals. Turn suspects into warm prospects, sales tips, sales techniquesTRANSCRIPT
- 1.Presented by:
2.
- The changing face of selling
- The prospecting headache
-
- Research, Research, Research
- Warm calling
- Becoming business partners
3. 4. Yesterday Today 5. The product advantagehas all but disappeared
- In a world of commodities the only differentiator is
YOU! 6. Why should I brand myself?
- If you don't brand yourself, others will.
- Catherine Kaputa
7. 8. 9. 10.
- The more prospects I see the more deals I'll close
- I need to keep my sales pipeline full of prospects
- Getting an appointment means the prospect is interested
11.
- Referrals
- Networking
- Tap existing client base
- Their suppliers & customers
- 80/20 Rule . the cost?
12.
- Finding compelling reasons to engage
- Detective/forensics looking for clues to entry-point
- FIND A LINK
13. 14. 15. 16. 17.
- Plan watch your internal dialogue
- Intro Ive been looking at your website and
- Present the link opportunity
- Our specific USP (how we can help)
- Name drop 3rd parties
- Close on a meeting
18.
- Use first names
- Dont ask if you can talk
- Peer to Peer
- LISTEN
- Words per minute?
- How fast does the brain think in WPM?
- Be succinct - to the point
19.
- Religion
- Sex
- Mystery
- Preferably under 10 words
20. 21. 22.
- It is a team of 2 working together
- Trusted Advisor
- Enabler
- Win Win Outcomes
23. Turbulent Talk:
- Negative words that focus immediately on what cannot be done
Yes, but I'm afraid Ja, okay, alright (& other slang) Cannot Unfortunately No But Unavailable I can't promise, but Sorry Unable I'll try 24. Partnering Talk:
- Words & phrases that create a positive, proactive, empathetic response
Yes, we can We're on the same side What do you think? Certainly Let us 25.
- HR =staff welfare motivated - churn
- MD =ROI - strategy
- SM = sales ratios targets
- PM = Quality - waste reduction- efficiencies
26.
- Stop selling your product/service sell yourself
- Research researchresearch
- Find a meaningful link
- Understand their business intimately
- Put them 1 stnot your product
- Add VALUE at every opportunity
27.
- The changing face of selling
- The prospecting headache
-
- Research, Research, Research
- Warm calling
- Becoming business partners
28. Would you buywhat you are selling? 29. Presented by: 30.