sales blueprint workshop
Post on 18-Oct-2014
129 views
DESCRIPTION
How to Build Your Sales Blueprint and Double Sales in 28 days... If your serious about building your business, you will quickly recognise that the ability to sell is the most important skill you will ever develop. The Sales Blueprint is one of the simplest yet most powerful sales training workshops ever developed. There is no question that sales leads a company's growth efforts, that's why every Business Owner should put themselves and their entire team through The Sales Blueprint. Forget the 'pushy' style of sales techniques of the past that we all hate. Effective sales nowadays needs a more sophisticated approach. Using consultative sales will give your business the edge. You and your team will come out armed with the knowledge and skills to perform beyond your wildest expectations. From working on rapport building skills, conversion techniques and communication strategies, participants will come out with an entirely new perspective and motivation to sell... Even those who think they already know how! The longer you've been selling, the better the results. If you're in business then you're selling something. The big question is… “Do you follow a systematic sales process that provides measurable results?” If your answer is no, then you need to attend The Sales Blueprint. In this leading edge workshop, you will learn... • How to create and maintain a psychology of success • How to set up the sale from the first contact • How to get the customer to 'sell themselves' • How to build the value of your product so that your competition pale into insignificance • How to overcome ANY objection • Powerful techniques to easily close the sale You can't afford not to put your entire sales team through this training program. So get ready to have sales flooding into your business. In just one day, we will give you and your team the essential skills, mindset and tools to dramatically increase sales results… Call 1300 728 466 or http://www.davidguest.com.auTRANSCRIPT
The Sales Blueprint…
Your Presenter David Guest• 23 Years Sales Experience• From 30k – 300k in 7 years• Read over 240 books on sales,
marketing, business, psychology.
• Invested over $748,000 in my own business education
• 15 Years coaching• Multi-awards
• Client Results• Marketing• Presenting
WINNERGlobal Marketing
Coach 2012
A Little Bit About Learning ...
•Notes, power-point …
•Turn off mobile phones …
•Using Colors ...
•Calling out answers ...
•Raising your hand ...
•Clench Hands Exercise … Confusio
n
Is the Failure to PARTICIPATE!
The ONLY ...
Give 100% and…You will get 100% ...
FAILURE
OwnershipAccountableResponsible
BlameExcusesDenial
Are you Above or Below the Line?
ReasonsResults
To make sure you get the most out of your learning…
I KNOW!
To make sure you get the most out of your learning…
“Isn't that interesting?”
To Make Sure You Get the Most Out of Your Learning ... You Must Be Willing to
Have Some ...
FUN
What you can expect from this workshop?
Blinding Flashes of the Obvious…
BFO’s…
What I want out of this workshop…
?
Reticular Activating System…
The compass for your brain
Goals set the direction
Why create a Sales Blueprint?
• Leads are expensive• Sales people are expensive• Sales conversations are short, sharp
and irreversible• Hard to measure
How to create a Sales Blueprint?
• You• Process• Artifacts
YOU
YOU• Purpose• Beliefs• Communications Skills
Focus on your prospect NOT your product and you’ll
always come out in front ...
Professionally Helping Others Buy
Definition of Sales
4 Types Of Salespeople
Waits for someone to ask if they can buy ...
Talks about nothing more than the product ...
4 Types Of Salespeople
Helps the customer find what they need ...
4 Types Of Salespeople
Promises the World just to get a Sale ...
4 Types Of Salespeople
Beliefs…5 Beliefs YOU have
around…
SalespeopleCustomers
Product/Service
Are Sales Decisions Based on…
Logic Emotion
20%80%
Beliefs…5 Beliefs YOU have
around…
MONEY
What is MONEY?
An idea backed by confidence
Professional Sales People
TRAINTRAINTRAIN
4 Steps to Learning ...
Communication Skills
Communication?
True Communication is the Response You
Get…
Communication Skills
• Priming• Connection• Rapport
Priming
“Priming” activates unconscious emotional
associations people have with targeted objects
Priming• First impressions• HOW you
communicate• Engagement• Appropriateness• Credentials
Connection…
3 Tools Of Communication
WORDS
VOICE
BODY LANGUAGE
NEURO LINGUISTICPROGRAMMING
D ISC
Outgoing
Reserved
TASK
PEOPLE
Connection…
Time for a biteto eat ...
1 Hour for Lunch ...Please return before
time ...
Sales Process…
The Formula for CHANGE ...
D x V + F > RDis-satisfaction
VisionFirst StepsResistance
Incoming Inquiry
Qualify
Book Appointme
ntSend Info
Confirm Info
Received
24 Hour Call
Appointment
Proposal
Presentation
Artifacts…• Sales Scripts• Brochures• Email Templates• Testimonials• Videos• Presentation
Table Topic
Create the first draft of your sales process flowchart
There should be at least 5 steps
TrustNeed
SolutionUrgency
Close
The Sales Call…
Positioning Statement…• Permission
• Them• You• Solution• Agreement• Investment
Table Topic
Identify a specific stage in your sales process
Write your own Positioning Statement
TrustNeed
The Sales Call…
The problem solvers secret weapon…
Have your prospect do the selling for you…
Questions
OLD vs NEW Selling
The Question Game
Find a partner
Goal of the game is to ask questions
3 minutes
First person to make a statement learns
Cup of Coffee Rule…
The Question Funnel
Let Them Sell Themselves
The Questioning Process
Question Softeners
The Question Cycle
Table Topic
Create a list of the top 7 questions you should ask every single time
Handling Objections ...
Agreement ...
Any Other Reasons Besides ... ?
If __(reason)__ was OK Go ahead ... ?
If NO ... must be another reason can I
ask what that is ... ?
If YES ... Then let’s invest some time
looking at __(reason)__ …
TrustNeed
Solution
The Sales Call…
Solution
After You’ve Reached Emotion & Gathered Information
“Based on what YOU’VE told me [NAME]
Either ‘X Solution’ or ‘Y Solution’ will suit you best
…”
TrustNeed
SolutionUrgency
The Sales Call…
Urgency
TrustNeed
SolutionUrgency
Close
The Sales Call…
Temperature Check
Close
When You’ve Offered An Either/Or Solution
Check the Prospect’s
and ask a
Temperature
Detail Question
Temperature Checking
Either/Or Temperature
Checking
Detail Questions
Detail Questions ...
Getting Information
Silence ...
Being Professional ...
• Develop a Sales Kit ...• Dress Appropriately...• Always be On Time ...• Keep in Touch ...• Pre-Frame a Prospect ...• Do Your Homework ...• Keep Testimonials ...
Being Professional ...
• Build Rapport ...• Find what’s Most Important to
Your Prospect ...• Always Follow Up ...• Ask for Referrals ...• Send Thank-you Cards ...• Be Consistent ...
To finish up ...