sales power sample slides
DESCRIPTION
Sales Power covers the secrets of successful people. Provides - Speeches for Coaches - Professional seminar presentation and workbook materials. Helps your clients build a personal plan to succeed in their goals. www.speechesforcoaches.com, Jon Newsome (770) 614-4146.TRANSCRIPT
SALES POWER ™
A Game Plan for Selling
Your Products/Services
More Successfully
— THE SERIES —
™
Raise Awareness
of Powerful CoreSales Principles
Inspire you with new
approaches to current sales practices
Provide Toolsfor the successful
execution ofthese new ideas
Raise productivity, sales volume, and the caliber of clients
Sales Power Workshop Objectives
Play to Your Strengths
This is an assessmentof the work and personal
skills you bring to the sales process.
Characteristics
8Characteristics of top sales people
Characteristics of Top SalesPeople
Proactive, Not Reactive
6
1. Consciously decide which way to go
2. Identify and avoid obstacles quickly
3. Tackle problems before they arise
Planning
Every sales professionalneeds a custom sales plan.
Rate Your Client Relationships
First:Rate your relationshipwith 10 of your current clients.
Determine how much opportunity exists toimprove your relationship.
How much time and energy should be allocated?
Reasons for Repeat Business
It costs less to develop new business with anexisting client, than to find a new client.
The bond between thebuyer and the business is an emotional one.
The cost of changingvendors is too high interms of business disruption and finances.
Attain Competitive Knowledge
Competitor’s Strengths
Competitor’s Weaknesses
Our Selling Advantages
Weak positioning
Small, but specialized sales rep
Stronger benefits, such as National presence
Large sales rep staff fast execution
Only regional presence
Service guarantees
Know your competition
Best Strategies
1. The “Go-To” SupplierYou have already captured 80% or more ofthe total purchasing doneby a client.
Suggested Strategy- Focus on maintaining the relationship.- Ask a good client for referrals.
For Approaching the 3 Types of Sales Relationships.
SMSMA
S
SMARSMART
Specific
Measurable
Action oriented
Realistic
Timed
Believe in Your Product
FeaturesWhat is the product/service?Specify how it relates to customer’s company.
ExpressiveWhat advantages does this service provide?Stay informed of competition and marketplace.
What is in it for me (customer)?Benefits
The Sales Mistake
Huge mistake
The biggest marketing message mistake is to convey a message about “what we do.”
The number one problem in sales is not having enough prospects.
Lead Generation
Monitor and Measure the Results
Track the number of contacts per event.
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10
57
4
3
210
10
117
January
December
Create a Referral Program
Have a clear plan you can articulate to anyone you are asking for referrals.
Make It Happen –make the calls, set-up lunches, etc.
Do not use a name withoutspecific permission.
Reward SystemCarrot on a Stick
Line this list up with the monthly, quarterly, or annual goals you have established.
Make the reward equivalent to whatyou have accomplished.
Keep these rewards frequent and top-of-mindto motivate yourself and keep you workingtoward your end-goal.
Time Management Plan
Achieving lofty goals without burning thecandle at both ends.
Converting Goals to Tasks
Build a prioritized list of all business and personal activities to finish in a 1-2 month period.
Your priorities determine which activities are on your daily activities list.
Break Action Plan into DailyActivities List
Step 2
How
Don’t Talk – Ask Probing Questions
Fact Finding Questions
Who What When
Where Why
Consultative Approach
Developing Questions
This questioning allowsyou to get to know your prospects’ state-of-mind.
If you listen carefully their answers alsoprovide clues to who they really are.
Consultative Approach
Non Verbal Listening
Prospects will tell you exactlyhow to sell to them.
If they ask about price, then money is their button.If they ask about warranties, then quality is an issue.If they want to know about delivery, then time is the deciding factor.
7 Steps to Coaching the Sale
Consultation ConversationAssess Wants and Needs
Fit Requirements to Solution
Negotiation Cross SellClose-Pricing-Financing
ServiceUnder Promise, Over DeliverAppreciation-Communication
PlanTarget Market-UVP
Goals-BudgetMarketing Strategies
AttentionArticles-Press ReleasesDirect Mail-Newspaper
Promotions-Networking
ReferralsWord of MouthNetworking
Eductaion Web site-Special Reports
Audio Tapes-Video TapesCD-ROM-Tele classes-ArticlesBrochures-Phone recordings
Step 1
Step 2
Step 3
Step 4
Step 5
Step 6
Step 7
Needs problem solved
Needs Information Explore options
Proceed with order Meet expectations Tell others
Get it from your customers as soon as possible
Ask customers to include your UVP
Don’t ask for testimonials in survey requests
Have customers be specific
Have customers discuss the struggles before receiving the benefits
Have customers statetheir credentials
Get a picture of them using your product or service
Get permission from your customers
Ask to draft a testimonial
Ask to use their name and location of where they use your product or service
Ten Strategies for Successful Customer Testimonials
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Visit us at www.speechesforcoaches.com to review our suite of seminar speaker materials or contact us.
Jon T. Newsome
President – Presentation Partners, Inc.
770-614-4146
— THE METHODOLOGY —