top ten selling skills overview-asher strategies
TRANSCRIPT
You've just taken the first step to larger more consistent sales numbers! Thank you for your interest in Asher Strategies. This overview is designed to help you understand our training and get a sneak peek of our “Top Ten Selling Skills” transformational sales training seminar. When you attend a seminar with Asher Strategies, you receive the complete manual and a full day of training with a certified Asher Strategies trainer who is uniquely qualified in your industry, government, or non-profit. The highly educational day is interactive, fun, motivating, and best of all – it works. Having training over 50,000 salespeople, every person that received our training has seen an increase in sales:
• Average increase of 17% in sales from the acquisition of new customers • 45% reduction in sales cycle time • 22% increase in sales of high margin, add-on business to current customers
After the seminar, our relationship continues, as you need it. We offer sales consulting with our “CPQ” sales aptitude assessment and process improvement training. It all begins with this one day seminar. After one day of training with Asher Strategies you will:
• Know whether sales people are born or made • Be ready to apply all ten skills the next day. That’s instant ROI • Improve close rates by being able to read your buyers like a book and use that
knowledge to close the sale • Develop new skills - go beyond the typical prospecting with new tips and
techniques • If you are a sales manager, increase sales by getting your salespeople are in the
right positions based on their strengths and weaknesses
See for yourself with this sample training: Understanding personality differences Time and time again, trainees are surprised at the power of understanding their buyers’ personality types and differences. The sneak peek chapter that you are about to read is about understanding personality types in the workplace. With an array of people in every work environment, each with distinct personality types, it’s crucial to know how to understand each individual. This is critical when selling to prospects. Once you know the 4 personality types, you will be able to work with and understand each unique buyer and know what works to sell to them. This is a technique Asher Strategies calls, “matching and mirroring”.
Understanding personality types There are two major components to everyone’s personality: Ego Drive
• Ego Drive is the proactive dynamic behind human behavior. When it comes to completing job duties or overcoming obstacles, individuals with high ego drive are risk-takers who place an emphasis upon the end result and back into the systems or relationships required to achieve it.
• On the other hand, individuals with low ego drive are more consistent and depend upon traditional systems, processes, and/or relationships to achieve results.
Empathy • Empathy is the emotional/intuitive insight to perceive the needs of others. • When it comes to completing job duties or overcoming obstacles,
individuals with high empathy are more relationship-centered and emphasize social skills and personal insight.
• Individuals with low empathy are more task-oriented and emphasize self-discipline and efficiency.
The Four Personality Types
To figure out the prospects’ personality type, ask the coach two questions:
1. Are they fact or feeling oriented? 2. Are they fast or slow paced?
Matching or Mirroring Personality Types Benefit Of Matching Or Mirroring Personality Types
• Will eventually buy when personality types are matched or mirrored • Only a small percentage will eventually buy when personality types are neither
matched nor mirrored • Selling diagonally across the personality types is most difficult (e.g., Driver to
Supporter) To Effectively Mirror Personality Types
• Give the buyer the necessary information, based on their personality type, to make the decision
o Not what you naturally want to give based on your personality type • Mirror their speed (fast or slow)
o Driver and motivator personality types are fast decision makers, talkers, and thinkers
o Supporter and thinker personality types are slow decision makers, talkers, and thinkers
• Mirror their personality temperature (warm or cool) o Drivers and thinkers o Motivators and supporters
Neuro-‐linguistic Programming (NLP)
• A new field that attempts to understand why some people are terrifically successful
o What they do differently in terms of thinking, language use, and behavior • NLP research shows that these terrifically successful people build rapport quickly
with others by literally matching them in both spoken and body language • As you communicate with others, match
o Postures o Hand gestures o Other body
language o Voice tones
o Buzz words o Breathing
rates o Speed of
talking
o Accents o Loudness of
speech
• If you can accomplish this in a natural, unobtrusive way, you can quickly establish uncommon rapport with little effort
o The uncommon rapport happens subconsciously o The other person’s mid-brain quickly says to his or her subconscious,
“Wow, this person is just like me. He/she must be GREAT!” o When you use NLP, you are “programming” the other person’s mid-
brain to like you! - “Neuro-linguistic Programming for Dummies
Now that you have seen the power and insight in a single chapter, here is the overview of topics and ideas covered in the entire “Top Ten Selling Skills” training:
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Top$Ten$Selling$Skills$Outline$
Introduction!! The!BIGGEST!SALES!PROBLEM!
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! ! Section!A.1! The!Biggest!Sales!Problem!(Finding!Competent!Salespeople)!
! ! Section!A.2!! The!Five!Factors!for!Success!in!Sales!
! ! Section!A.3!! Sales!Aptitude!Assessments!(CPQ)!(detailed!explanation!of!the!CPQ!!
!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!results!for!each!participant!and!how!to!use!their!CPQ!reports!to!!
!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!“stretch”!for!improved!sales!performance)!
! ! Section!A.4! The!TopOTen!Skills!of!the!Super!Salespeople!
! ! Section!A.5! The!Four!Major!Business!Growth!Processes!
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CHAPTER!ONE! FOCUS!ON!A!FEW!TOP!PROSPECTS!
! ! Section!1.1! Prospecting!and!Networking!
! ! Section!1.2! Qualifying!Leads!
! ! Section!1.3! Lead!Management!
! ! Section!1.4! Time!Management!
! ! Section!1.5!!!!!!!!!Telephone!Calling!Process!
! ! Section!1.6! EOmail!FollowOUp!Techniques!
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CHAPTER!TWO! USE!COACHES/INSIDERS!TO!FULLY!UNDERSTAND!CUSTOMER!REQUIREMENTS!
! ! Section!2.1! Identifying!Buyers!and!Using!Coaches!
! ! Section!2.2! Understanding!Personality!Types!
! ! Section!2.3! Matching/Mirroring!Personality!Types!
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CHAPTER!THREE!THOROUGHLY!RESEARCH!PROSPECTS!AND!THEIR!ORGANIZATION!PRIOR!TO!FIRST!
CONTACT!
! ! Section!3.1! Understanding!Your!Prospect,!Their!Offerings,!Their!Industry,!and!
! ! ! ! Their!Competition!
! ! Section!3.2! Research!Techniques!
! ! Section!3.3! Research!the!Buyer! !
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CHAPTER!FOUR!BUILDING!RAPPORT!
! ! Section!4.1!! The!Classic!Five!Buyer!Decisions!
! ! Section!4.2!! First!Impressions!
! ! Section!4.3! Build!Rapport!
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CHAPTER!FIVE! ASK!QUESTIONS!AND!LISTEN!
! ! Section!5.1!! Solution!Selling!
! ! Section!5.2! Top!Salesperson’s!Mindset!
! ! Section!5.3! Questioning!
! ! Section!5.4! The!Importance!of!Listening!
! ! Section!5.5! Take!Notes!
! ! Section!5.6! Summarizing!Buyer’s!Requirements!
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!!!!!!CHAPTER!SIX! USE!APPROPRIATE!MARKETING!MESSAGES!! ! Section!6.1! Appropriate!Marketing!Messages!! ! Section!6.1.1! The!Killer!Argument!! ! Section!6.1.2! Key!Discriminators!! ! Section!6.1.3! Ghosting!Discriminators!! ! Section!6.1.4! ReturnJOnJInvestment!Analysis!! ! Section!6.1.5! Testimonial!Letters!!CHAPTER!SEVEN!BE!A!BUSINESS!CONSULTANT!AND!SOLUTION!PROVIDER!! ! !Section!7.1! Overcoming!the!Salesperson’s!Two!Fears!! ! Section!7.2! Proving!the!Value!of!Your!Offerings!! ! Section!7.3! Offering!Solutions!! ! Section!7.4!!!! Becoming!a!Trusted!Advisor!! ! Section!7.5! Handling!Objections!! ! Section!7.6! Price!Is!Not!Usually!the!Most!Important!Consideration!!CHAPTER!EIGHT!!KNOW!HOW!TO!CLOSE!THE!SALE!! ! Section!8.1! Closing!When!The!Buyer!Is!Ready!! ! Section!8.2! Recognizing!the!“Buyer’s!Shift”!! ! Section!8.3! The!Closing!Point!! ! Section!8.4! Closing!Approaches!! ! Section!8.5! Sales!To!Avoid!!CHAPTER!NINE! BUILDING!LONGJTERM!RELATIONSHIPS!! ! Section!9.1! Client!Service!! ! Section!9.2! Account!Management!! ! Section!9.3! Handling!Customer!Problems!! ! Section!9.4! Customer!Feedback!!CHAPTER!TEN! ASK!FOR!REFERRALS!! ! Section!10.1!Referral!Marketing!! ! Section!10.2!Generating!Referrals!and!Following!Up!!CHAPTER!ELEVEN!USING!FORMAL!SALES!PROCESSES!! ! !Section!11.1!Prioritizing!Opportunities!! ! Section!11.2!TwentyJStep!New!Business!Capture!Process!! ! Section!11.3!TenJStep!Sales!Process!!!!!
Transform your sales and sales teams with Asher Strategies Prior to our training, most corporations have only their top 4% salespeople selling 90% of their goods and services. You’ll experience transformational sales growth with “Top Ten Selling Skills” because it covers everything a salesperson needs to be 100% at the top of their game. You can see from the chapter 2 excerpt, the training is easy to understand but packed full of tools you can use on an everyday basis. Taking a seminar with Asher Strategies allows you to see all of the important essentials in action. With over 150 years of collective experience, our dynamic trainers will prepare you to be a well-rounded, knowledgeable salesperson with real life experience from the current market. If you know your products and services deserve better, our high performing program will stop you from wasting money and put you on the path to real results. If you are ready for the commitment to remaining competitive in your field and being a leader in your industry, contact us to find out when the next seminar is in your area: Phone: 202-742-6639 Email: [email protected] Website: http://www.asherstrategies.com/ We also offer 1 - Day, and 2 - Day company sales team skills training uniquely targeted to solve your exact issues. These "team" sessions are proven to dramatically improve sales immediately!