session 4 eiec sales-m_chriswell

Michael Chriswell

6:11 PM 1

Sales Coaching Session

6:11 PM 2

What we’ll discuss this evening

A little about me

Sales as a profession

Highlight a successful “road to a sale”

2 - Secret Sales Weapons

Bonus Idea!

6:11 PM 3

Once Upon a Time…

Once Upon a Time…

Bruce Jenner

Tom Hopkins

Phil Driscol

Peter Lowe

Zig Ziglar

“The Red Head”

6:11 PM 13

6:11 PM 14

6:11 PM 15

6:11 PM 16

Increase Spending Increase Effectiveness

Two ways to Increase Business

The “Better” Mouse Trap?

“But what do you mean I have to sell? I’m not a salesperson!”

What is selling?

The Profession of Sales

• Is Sales a Profession?– World’s oldest profession

• Good news and Bad news– Good: No Income Ceiling

• Paid according to your ability to produce

• Practically self employed

• You determine your next pay raise

– Bad: No Floor• Nothing higher than a salesman’s high, BUT nothing

lower than a salesman’s LOW

6:11 PM 22

The Fundamentals and Skills of Selling

A. Product Knowledge B. Basic Selling Skills

They must perceive you or your team as an extremely competent advisor as soon as possible.

3. Qualification

1. Prospecting

4. Presentation/Demo

2. Meet and Greet

5. Handling Objections

6. Closing the Sale

7. Follow Up/Referrals

C. Attitude, Enthusiasm, Discipline, and Goals

Chop down a tree with a Hammer?

• What must you do to stay productive if you were using an ax?

• The average sales person spends less than 2 to 3% of their time sharpening their “AX”.

• The average company spends more on coffee and donuts than they do on sales training skills.

“If the ax is dull and its edge unsharpened, more strength is needed but skill will bring success.”

Most important 10-15 seconds for a salesperson?

• MEET AND GREET• 50% of your success = getting the

prospect to like you and trust you.

6:11 PM

6:11 PM

10 – 15 Sec.

Qualify Before You ask to Buy.

Find out what their N.E.A.D is first…

N. - Now

E. - Enjoy

A. - Alter

D. - Decision Maker

Presentation

• It’s not a “spectator sport”

• Avoid the Benefit Barf

• Learn to ask High Quality questions

• Trial Close along the way

Top Pro’s are Master Questioners!

• Questions – Avoid “Spray and Pray”

– 3 purposes of:

• Keeps prospect involved – 3 to 4 statements max.

• Whatever we say is debatable

• Identifies what’s important to them, not you.

The Most Important Skill of Selling

6:11 PM

M O

L

D

Y

S

E

L

F

The Most Important Skill of Selling

Be Convicted

6:11 PM 33

Overcoming Objections• Do you love ‘em?

• What they are and why you should love ‘em.

• 6 Steps to overcome them– Hear it Out

– Feed it Back in a question

– Question it

– Answer it

– Confirm the Answer – Tie Down?

– Change Gears – “By the way”

My Favorite Closing Question

“Can you think of any reason” Close

2 Magic Bullets

1. Price FIRST, when presenting to someone who has expressed interest about learning more about your offer.

2. Give them an out early and often.

1. NP

2. WEYT

3. FE

6:11 PM 36

My Top 5 tips for the stage you’re in now.

Start acquiring sales skills NOW!

Find your “evangelist” if you’re not one.

Practice explaining your business or offering with a question.

Concentrate on being enthusiastic.

Master the 1st Impression.

BONUS IDEA!!

6:11 PM 38

My Biggest Sales Opportunity Ever

Number of associates: Approximately 4,000

Revenue: $8.4 billion (2009)

Headquarters: Deerfield Beach, Fla. (Business

Locations)

EMOTIONALLY vs LOGICALLY?

STORY is the greatest sales motivator in the world, without sales pressure…in particular

YOUR STORY.

6:11 PM 45

mysales.com