Improving Your Sales Skills

You’ll discover:

Techniques to Use Prior to the Sales

Techniques to Use During the Sale

Post Purchase Selling Techniques

The Sales Process Effective sales people are made, not

born! You can be an effective salesperson

when you learn the correct techniques and have the right attitude.

Good sales people know their numbers

Pre-Sales Strategies

Set Goals Weekly, Monthly and Yearly Aim high however realistic In all areas of sales eg

Referrals Conversion Rates Monetary Figures

Pre-Sales Strategies

To truly excel, you must believe in what you are selling

Focus on the Positives Aim to help your Customer rather than sell Build a relationship

Pre-Sales Strategies Practice and Rehearse

Opening Lines Handling common Objections CLOSING THE SALE

Know Your Product Weakness and Strengths Special Features Competitors Weakness and Strengths

Pre-Sales Strategies

Sales success is by choice, not by

chance

Your extra effort will be rewarded

During the Sale

Your customer must take centre stage Gain their trust as quickly as possible.

The Initial Contact

Professional and Positive Appearance Attractive and Appropriate Surroundings Not Over Powering

Qualification - Seeking Information

Can the customer use your product or service?

Are you speaking to the right person? How can you really help this person? The customer can quite often sell

themselves by answering questions.

During the Sale

Find out what the customer is really interested in

e.g. If a person is buying tyres for the family car then safety rather than price could be the major motivating factor. It would be wise to sell the safety factors just as much as the price, if not more

During the Sale

Not everyone you sell to is in a HURRY.HURRY.

During the Sale

Create an offer that’s TOO GOOD TO REFUSE

Money Back GuaranteeRISK FREE GUARANTEES - IF THEY BUY THE PRODUCT OR USE THE SERVICE WITHIN A CERTAIN PERIOD A SPECIAL GUARANTEE WILL BE GIVEN.

Sample/Trial PeriodIF POSSIBLE OFFER A TRIAL PERIOD, SO THEY CAN TAKE THE PRODUCT OR SERVICE STRAIGHT AWAY – PAYMENT CAN BE MADE WITH IN X AMOUNT OF DAYS IF THE CUSTOMER IS DELIGHTED.

Create An Offer Too Good To Refuse

Value Added PackagingADD EXTRAS TO THE PRODUCT/SERVICE AT NO EXTRA COST TO THE CUSTOMER – EG WITH THIS COMPUTER YOU WILL GET 2 FREE PROGRAMS AT NO EXTRA COST - FOR TODAY ONLY (Use Soft $ Cost Items)

Interest Free FinanceCOMPANIES LIKE HARVEY NORMAN OR MYERS OFFER 6 MONTHS INTEREST FREE FINANCE. FOR A FEE, THE FINANCIAL COMPANY TAKES OVER THE CLIENTS PAYMENTS.

Create An Offer Too Good To Refuse

Encourage Questions/ Handle Objections

What are the 3 most common questions that your customers ask?

How could you handle these questions?

Closing the Sale (Advanced)Provide 2 Options: “WHICH DATE WOULD SUIT YOU THE BEST 12TH

OR 15TH?” (If Needed)

Perception Check: PROSPECT -”DO YOU HAVE A 12 MONTH

GUARANTEE.” SALES PERSON - “WOULD YOU BE READY TO

MOVE FORWARD IF WE HAD A GUARANTEE?” (If needed)

Closing the Sale Move Forward PARTICIPANT - “SO YOU WANTED TO START IN

JUNE IS THAT RIGHT.?” PROSPECT - “NO IT WILL BE MAY.”

Develop your closing question. Which close would best suit the

business you are in? Now write your closing question/s:

Post Purchase Selling Life time Customers

Research has shown, it’s 6 times harder to get a new customer than it is to keep an existing one. So, you should do all you can to keep your existing customer happy.

Post-Purchase Selling activities are designed to:1. Create lifetime customers, and 2. Create delighted customers that will refer

you to other people3. Improve Payment Speed

Referrals REFERRALS ARE AN EXTREMELY EFFECTIVE

MARKETING TOOL. THEY ARE ALSO THE CHEAPEST FORM OF ADVERTISING, THEY COST YOU NOTHING YET THE RESULTS ARE ASTOUNDING.

YOU WILL NEED TO ASK FOR REFERRALS AUTOMATICALLY YOU GAIN A LARGE DEGREE OF

CREDIBILITY & TRUST WITH YOUR NEW PROSPECT. THEREFORE TRUST IS NO LONGER A HUGE ISSUE.

Post Purchase Selling

Telephone Letters Newsletters Training Christmas Cards Birthday Cards

Post Purchase Selling

How do you apply this to

your business?

Your Action Plan:

1. Create a system for how to handle the following sales processes:

a) Prior to the sale

b) During the Sale

c) Post Sale

2. Set up a monitoring system to track your enquiries to sales ratio

3. Train your team with what works best