selling is today’s skill
Post on 05-Dec-2014
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SELLING IS TODAY’S SKILL
Selling is helping people
find solutions to their
problems and then helping
them do something about it
WHY SHOULD EVERYBODY SELL?
• Without sales, business doesn’t happen
• It’s about helping people solve their problems
PERCEPTION?
• Sales doesn’t have to be some sort of manipulative, dishonest, low life
• You can choose to be different
• Help people solve their problems and show them new possibilities
EVERYBODY IS IN SALES AND MARKETING
• Sales and marketing is something everybody in the company should be doing 24/7/365
• It’s sales and marketing: When you answer the phone When you send an email When people use your product When people read your web
site When people get an error in
your software When people are at the
checkout in your store When people get your invoice
OLD VS. NEW STYLE SELLING
• Old style selling doesn’t work any more Customers have learned to
resist sales approaches With the result that:
Most sales teams are less then 50% efficient
Only about 10% of sales opportunities close
Only 50% of sales people achieve their objectives
Sales managers are in role for an average of 11 months
Sales effectiveness has huge potential for improvement
INTENT
• New style selling is about the right mindset
• You’re there to help customers solve their problems
• Keys to success: Being curious Being analytical Helping them solve their
problems Being equal and balanced Only progressing when it
makes sense for both sides
INTO ACTION!
PROSPECTING
• Be a resource who Has useful information
Can solve problems
• Make it easy for people to contact you Be visible
Social networking is becoming the way
• Research and prepare Know who you’re talking to
• Then pick up the phone
DISCUSSION STRUCTURE
Build Rapport
Diagnose Suggest Options
Ask for a Decision
DISCUSSION STRUCTURE - DIAGNOSE
• Diagnose Uncover their problems
Explore impacts of problems In numbers
In personal impacts
How have they tried to fix the problem?
Who else is involved and how are they impacted? Do they need to be met with
as well?
DISCUSSION STRUCTURE - PRESCRIBE
• Prescribe
Discuss how they could solve their problem
Discuss how the solution makes economic sense
DISCUSSION STRUCTURE - DECISION
• Ask for a decision
Keep both options open
Don’t view ‘objections’ as something to be crushed
PRINCIPLES
• They talk twice as much as you. And you hear what they’re saying
• Be: Honest Curious Problem solving Balanced
• No guessing If you don’t know, ask
• Summarise frequently and test understanding
TELL STORIES
• Facts don’t sell. There has to be emotion as well
• Stories bring emotion:
Beginning – set the scene – who, what, where
Middle – the problem, it’s impacts, complications
End – the solution and its benefits
SUMMARY
SUMMARY
• Everybody is involved in sales and marketing
• It’s all about mindset Be analytical Help customers solve problems
• Follow the structure Rapport Diagnose Prescribe Decision
• New style sales is: Fulfilling for you Good for your customers Support’s your organisation’s
success
MIKE MCCORMAC
About
• Mike McCormac founded Sales Success and More to help professional sales people selling high value services achieve more
• He has an MBA and his sales background includes over 15 years success selling IT services and outsourcing as a sales executive, sales manager and sales director
• Mike works mainly in the UK and Cyprus
Contact
• Connect on LinkedIn
• Follow me on Twitter
• Email me
• Phone:
+357 99 860725 (Mobile)
+44 (0) 20 8133 7635 (UK)
SELLING IS TODAY’S SKILL
Selling is helping people
find solutions to their
problems and then helping
them do something about it
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