Download - Selling benefits and ROI
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Selling Benefits and ROIReach your goals by easily closing new customers.
@glennschindo
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IntroIncrease your closing ratio to help you get to your goals in less time.
➔ GoalsHigh closing rate = higher income and more free time.
➔ ProcessCommit to the sales process. Manage your opportunity funnel.
➔ Execution3 key points to help you close more deals.
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What are YOUR Goals?Goals:
➔ Weller Tools◆ Become the #1 supplier in the category
◆ New Products and strategic partnerships
➔ My Goals - Examples◆ Put two kids through college debt free
◆ Pay off my mortgage within seven years
◆ To become sales and/or marketing leader for a company, division, or business unit
➔ Your Goals?◆ Give this some thought…….
Put your goals in writing and read them every day when you wake up.
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Don’t Spin Your Wheels -- FOCUS!!
Busy, busy, busy…..!!!
Get home exhausted…..
Wake up and do it again…..
The Busyness
Cycle
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Let’s Get to the Point!
Selling value and benefits instead of features
Prospective new customers have goals just like you do. Find out what they are!!
Make every customer conversation count!
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How many demos does it take to make a sale? How many buying conversations do you need to make to be successful? Have you ever
figured out your closing ratio?
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Technology Products
Residual Products
30% or $30,000
70% or $70,000
Sales Goal = $100KHow many demos does it take to make a sale?
# of Demos = Sales Target / Closing Rate / Average Sales Amount
# of Demos = $30,000 / 33% / $2,000 = 45 demos per month or ~ 10 per week or ~ 2 per day
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Manage your funnelCommit to the sales process
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Take Positive Action TODAY.
3 Things you can do to improve your closing rate
now.
1.Listen!TipWhat are your prospect’s pain points?
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Less talking, more listening FOCUS ON YOUR PROSPECTFocus on serving, not selling
Tip● Ask compelling,
open ended questions.
● Pay attention● Package it back
to your prospect in your proposal
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Take Positive Action TODAY.
3 Things you can do to improve your closing rate
now.
2. Use Buying Triggers
TipWhat are your prospect’s pain points?
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Use BUYING TRIGGERSto lead your prospect down the buying path.
Tip● Scarcity● Social Proof
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Use BUYING TRIGGERSto lead your prospect down the buying path.
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Take Positive Action TODAY.
3 Things you can do to improve your closing rate
now.
3. Sell Benefits and ROI
TipWhat are your prospect’s pain points?
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Sell Benefits, Value, and ROIto help customers reach THEIR goals.
TipSelling value and benefits will set you apart from the competition
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Good luck!Go out and deliver a memorable pitch for our products and services!