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Copyright © 2014 Rachel Bourke International. All rights reserved

Rachel Bourke

Presentations

Sales Your

Success Kit

with

Module ONE

Ability

Your

to Attract

Rachel Bourke with

YOUR SALES SUCCESS KIT - Copyright © 2014 Rachel Bourke International. All rights reserved 1

1

. Your Sales Success Kit

on-line training

with Rachel Bourke

Module One: Your Ability to Attract 1

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Complete Training Outline

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MODULE ONE: Your Ability to Attract The system of preparation required to rapidly gain credibility build deep levels of rapport.

MODULE TWO: Your Target Market Critical information that determines whether a person will buy from you or not.

MODULE THREE: Your Sales Messages How to create lucrative opportunities, no matter what the context.

MODULE FOUR: Your Reputation and Professional Responses The top 10 ways to create raving fans and endless referrals.

MODULE FIVE: Your Sales System How to create a highly effective and easy to follow sales system (that you actually enjoy using)

MODULE SIX: Your Performance The essential skills to master to be irresistibly good at one-to-one sales.

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Principles and Attitudes required to Succeed

Prospects and clients will gravitate towards me if I speak and behave like a leader

I love to make others smile

A key role in my life is to inspire hope.

People choose to buy from people with whom they feel connected.

I am building a trust, not making a sale.

Clarity equals massive momentum forward

A person is 80% sold if they are asking you questions

I am a buyers coach - I need to be on my client’s side, not appear as their opponent.

I must do my best to be able to answer any question

A confused mind says “NO”

My industry and competitor knowledge is crucial to my success

Saying “no” to a sale is very powerful

The fortune is in the follow-up 3


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Leads will flow and profits will grow

Clients will rave about you and be your best form of marketing

You will enjoy selling to people!

People will enjoy buying from you

You will feel prepared and professional

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Changes to expect...

NeuroInfluence. ‘leveraging neuroscience for optimal impact’ Copyright © 2014 SalesSpace. All rights reserved.

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Step 1: Who are You and What’s Your WHY?

Step 2: Your Reputation and What you Stand For

Step 3: Your Credibility

Step 4: Your Secret Weapon

Step 5: That your Success Depends on You

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Module One:Your Ability to Attract


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WHO are you and what’s your WHY? STEP 1:

1. Your business name?

2. Your business vision?

3. Who do you serve?

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4. What’s your philosophy?

5. What do you personally value?

6. Why do you do what you do?



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Your REPUTATION and what you STAND FOR

STEP 2:

...about you?

1. Think

2. Hear

3. Feel

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Your Public Persona - what do you want others to...


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5. What is your unique selling point?

6. What is your elevator pitch or ‘promise’?

4. What challenges have you overcome to progress from A to B?

7. Put together a list of testimonials or recommendations.Divide them into groups particular to each of the products or services you offer.

8 NeuroInfluence. ‘leveraging neuroscience for optimal impact’ Copyright © 2014 SalesSpace. All rights reserved.

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Your Credibility STEP 3:

1. Where did you start / come from? (A)

2. Where are you now? (B)

3. Your Top 5 Achievements in business?

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Rapidly build your credibility...



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Your Secret Weapon STEP 4:

For effective communication, think ‘VALUES’

Rule: No Value = No Emotion Therefore

No Decision. People only respond to what they value.

Importance = heightened emotions.

They are what people deem important.

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What are Values?

Why are they important to me?


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Why does that hold such importance to you?

What do you invest your time, money and energy into?

Eg: What is the most significant thing to you about your _____?

Answer - via appropriate questions

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How do I elicit somebody’s values?

When do I focus on them?


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Your Success Depends on You STEP 5:

(session 3) Pitch and Metaphors

Smile:

Hand Shake:

Easy understanding:

Speaking in a positive and professional manner (helpful, empathetic, solution focused):

Being serious:

Acting / looking / sounding unsure:

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Developing your compelling and succinct messages

Awareness of chemical reactions



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Same Team:

More Educated:

Focused listener:

Skilled communicator:

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Be a Buyers Coach


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After the Sale - send a thank you + deliverables within 12hrs

Integrity – if a promise is made, diarise it and carry it out

Answer all enquiries within the same day

Schedule intro sessions to occur ASAP

Always send a thank you text / email

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Following -up “The fortune is in the follow-up”


Follow-up phone enquires and intro sessions the next business day

If you don’t get them in person leave a voice message + send an email

Follow-up via email once a week (or at least once a fortnight)

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With Whom?

How will you measure your improvement?

When will you feel satisfied?

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Yearly: Weekly: Daily: + Exercise on P 16:

Practice and Master your Craft

Seeing success - Visualisation Exercise: Set your Intentions. Focus.



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Picture the perfect scenario – you talking with a prospective client and feeling totally in control of the sales process. You are calm, prepared and feeling inspired. You are leading the conversation. Asking all of the right questions. You can sense the client is feeling motivated and engaged. You can feel their level of interest increasing as they ask “How do we make this happen?” or “I would like to engage your services, what happens next?”….

Close your eyes and create a vivid picture of this scenario.

What are you seeing? Is the scene black and white or colour? Can you increase the brightness? Can you increase the clarity? Can you make the picture larger and more vivid?

What are you hearing? What can you hear around you? What are other people saying? What are you saying to yourself?

What are you feeling? What emotions are present? Can you intensify these feelings? What can you feel from the person or people you are talking to as you are offering them your solution?

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Seeing success - Visualisation Exercise


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. next Module....

Your Target Market



Module TWO

Target

Your

Market

Rachel Bourke with



on-line training with Rachel Bourke

Module Two: Your Target Market

you must be willing to do something you’ve never done.

Thomas Jefferson

If you want something you’ve never had,

Today’s Inspiring Snippet


2. Self Discovery

4. Make them more $3. Increase level of Attractiveness

1. Inspire Hope

The 4 Reasons Why People Compulsively Buy



Module Two: Your Target Market

Step 1: Principles rule purchases

Step 4: Increasing your margins

Step 2: The power of objections

Step 3: Differentiation


Principles rule purchases STEP 1:

Principles are derived from:

1. Who they are?

2. Why they care?

3. What they feel?


Who are they?

4. What is the size of your market place? (ie, how many people are there in your selected

niche in your selected location?)

2. Are they individuals or businesses?

5. Who are the decision makers?

6. How do they currently think/feel about you?

7. How do you want them to think and feel about you?

1. Who is your niche / target market?

3. Where are they? (local, national, global)



Why they care?

1. What's most important to your best clients (their top 5values)?

2. What's least important to them?

3. How will you provide more of the former and less of thelatter?


What they feel?

2. Fears - what causes sleepless nights and keeps a knot in their stomachs?

1. Frustrations - what do they clench their fists over?

3. Desires - if you had a magic wand and could give them anything, what would they want?)

4. Needs - what do they actually require to solve their problems?

What are your Target Markets’ greatest.....


Increase Credibility,

The power of objections STEP 2:

Pain Fear

Frustrations Features Benefits Objections Reframes

Respect, Trust, and Professionalism...



Differentiation STEP 3:

1. Competitor Name

4. What do they do badly?

3. What do they do very well?

2. Why do people buy from this business?

5. What’s this business known for (reputation)?

Competitor Analysis...


6. Pricing of its major offerings and / or cost structure?

7. What products or services compete directly with you?

9. How do you differ?

8. How are you similar?

10. Therefore, what is your competitive advantage? !


Increasing Your Margins STEP 4:

Ambition Level

Aesthetic Level

Need

“Differentiation is the Holy Grail. It’s not something you are, it is something you achieve”. Brendon Burchard

According to Brendon Burchard...you should not just problem solve or fulfil a need, you must show how you’re different and ....

- if I was going to add more value what would I do?

- if I was going to make my sales messages more aspirational what would I say?

- if I was to help my clients be more visually pleasing what would I suggest?



. next module....

Your Sales Messages



Module THREE

Sales

Your

Messages

Rachel Bourke with




Module Three: Your Sales Messages



Common challenges you may be facing

Fear - “is what I’m saying good enough?”

Wasting time and money

Insufficient cash flow and income

Verbal diarrhoea

Failing to stand out



Over to you....

___________________________________!

___________________________________!

___________________________________!

___________________________________!

The challenges I am facing are:


This week...

How to create lucrative opportunities, no matter what the context.

How to attract, impress and convert new leads.

You will learn:


Step 1: The neuroscience of decision making

Module Three: Your Sales Messages

Step 2: Your pitch. Your promise

Step 5: Your metaphors / similes / analogies

Step 3: Your positioning statement

Step 4: Your claims



The neuroscience of decision making

STEP 1:

“Let me think about it ”

Blah Blah

“Yes!” or “No.”

Blah Blah

PA PA

CEO- The Instinctual Brain


Fo “For me?”

Fo “Yes. For you” x

How to speak to the Instinctual Brain


NEW?

OLD?





Your Pitch. Your Promise STEP 2:

You know how____________________________________ (your clients biggest pain/ fear/ frustration)

Well what I/we do is ______________________________. (your solution + the biggest benefit to the client)



Your Positioning Statement STEP 3:

Your core marketing message

Pinpoint the one thing that makes you different to your competitors.

Provides a highly focused birds-eye view of what makes your business unique and compelling.

It shows you have a great understanding of your market.


Examples - positioning statements

BMW: The ultimate driving machine

Avis: We try harder

Hungry Jacks: The burgers are better at Hungry Jacks

Southern Cross Austereo: First in entertainment

Wallaby Bites: The perfect little snack

Mercedes-Benz: Engineered like no other car in the world


Your Positioning Statement

Positioning Statement No 2: ____________________________________________________________________________________ ____________________________________________________________________________________

Positioning Statement No 1: ____________________________________________________________________________________

____________________________________________________________________________________



Your Claims STEP 4:

Your Company overview

Your Products

Your Systems

The top 3 reasons people buy from you:

Claim # 3:

Claim # 2:

Claim # 1:

Frequency Sells


Easy to send. Easy to receive. No installation required.

Secure. Unlimited. Everywhere

Your stuff, anywhere Dropbox

Claims:

Positioning Statement:

Positioning Statement and Claim:


Claim#1:__________________________________________________________________

___________________________________________________________________

Claim#2:__________________________________________________________________

___________________________________________________________________

Claim#3:__________________________________________________________________

___________________________________________________________________

The top 3 reasons people buy from my business:



Metaphors / Similes / Analogies STEP 5:

How do you find one that is...

But what is a metaphor?

right for you?

right for your client?

How is it different to a simile and an analogy?


How is it different to an analogy and a story?

Analogy: Draws incomplete comparisons between one thing and another. Slightly unsure and awkward. Least effective tool for reaching the instinctual brain.

Metaphor: A figure of speech. Something is the same as something else. It is direct and powerful.

Simile : Directly compares two things through a connective word (‘like’, ‘as’, ‘than’) Effective yet lacks the confidence and power needed to reach the instinctual brain.


If_______________________________________________

(paint a picture of your clients biggest pain/ fear/ frustration)

We are the _______________________________________

(paint the picture of your business as the best possible opposite to the above negative scenario)



.


next module....

Your Reputation and Professional Responses

25


Module FOUR

Reputation &

Your

Professional

Rachel Bourke with

Responses




Module Four: Your Reputation



This week...

How to stay in control and on the front foot

How to lead sales conversations with

confidence and the utmost professionalism

You will learn:

How to empower your prospect to say ‘yes’ easily

How to enjoy the fortune of the follow up



Step 1: Expectations - set the rules and play a fair game

Module Four: Your Reputation and Professional Responses

Step 2: Your upfront agreements

Step 5: The 5 rules of connection and collaboration

Step 3: Successful negotiation

Step 4: Following up - what to think and say

Step 6: The top 10 ways to create raving fans and referrals


Feeling threatened when a client starts to negotiate

Feeling pushy or annoying when following up

Feeling nervous and on the back foot in a sales situation

Hearing ‘no’ way too often

Feeling undervalued and despondent

Common Challenges you may be facing


Over to you....

___________________________________!

___________________________________!

___________________________________!

___________________________________!

The challenges I am facing are:



Expectations - set the rules and !lead the way

STEP 1:

Who you work best with

Your rules of the game

The options you offer - packages and pricing

What you’re known for

Your style

Expectations - set the rules and play a fair game

What your clients can expect from you


Your upfront agreements STEP 2:

Hunger level

Mental

Priority

Vulnerability at its best

Decision maker?

Agreeing to be honest

Giving your prospect the reins

Agreed agenda

Terms and Conditions

Guarantees

Policies and Procedures Physical


Successful negotiation STEP 3:

“What would it take for you to agree / go ahead?”

Bonuses / value adds

Recall what they Value Recall their Pain

Be willing to walk

Both parties need to feast - not one enjoy feast and one suffer famine



Following up - what to think STEP 4:

Mindset

Everybody is busy - make it easy as possible

Prospects are expecting my call

To not follow-up shows me as an amateur


Following up - what to say

Scripts

“Did the webinar / our meeting / my presentation answer all of your questions?”

“Do you know exactly what you’re looking for to help you achieve the perfect result?”


Scripts

You: “ Would it be helpful if I sent you out a checklist for what you need to look for in a ____________________(whatever you’re selling). There are loads of options out there in the market and you need to be sure that you can make an educated decision about what’s right for you”

You: “Are you in a position where you feel like you’re going to fly or are you looking for ways to really take it up a notch?”

Prospect: “Not Sure”



The 5 rules of connection and collaboration STEP 5:

The person with the most behavioural

flexibility controls the system

Outcomes are determined by expectations

If you help enough people get what they want most, you will

get what you want most.

Signs of resistance are due to a lack of rapport

The effectiveness of the communication is the response you get


The top 10 ways to create raving fans and referrals

5. Negotiate win : win, never win : lose

4. Utilise the masterful communication technique of the ‘upfront agreement’

3. Ensure it is easy to understand what you offer and what you charge

2. Know the game you play, share the rules and play it fairly

1. Be confident in your strengths and upfront about your weaknesses

STEP 6:


10. Smile - always :)

9. Make use of 1 - 3‘critical non-essentials’

7. Set your intentions, practice your scripts then focus on rapport

8. Embrace the 5 rules of connection and collaboration

6. Act on the belief that the fortune is in the follow-up



.


next module....

Your Sales System



Module FIVE

Sales

Your

System

Rachel Bourke with




Module Five: Your Sales System



“Hard work spotlights the character of people: some turn up their sleeves, some turn up

their noses and some don’t turn up at all”

Sam Ewing

How to successfully follow your sales system

This week...

What a highly effective sales system looks like

How to relax, have fun and create an enjoyable experience for both you and your prospect



Step 1: The system for seamless sales

Module Five: Your Sales System

Step 2: Creating opportunities

Step 5: Closing the deal

Step 3: The 7 Step Formula

Step 4: Delivering your solution


Debilitating feelings of self -doubt

Concern that a conversation may take you out of your comfort zone

Panic - an inability to keep control of the process

Fear regarding money talk

Common Challenges you may be facing


Over to you....

___________________________________!

___________________________________!

___________________________________!

___________________________________!



STEP 1:

3. Ask permission

2. Discuss common objections

1. Set expectations and receiveupfront commitments

The system for seamless sales

4. Evoke emotions

6. Elicit convincer strategy

7. Enjoy the close

8. Express Gratitude

9. Sign off and deliver your‘Critical Non-Essential’ 5. Provide your solution


STEP 2:

Socialising

Cold calling

Enquiries

Following up

Connecting with strangers

Networking

Speaking

Business meetings

Commenting in Forums

Chatting


STEP 3:

“To allow me to ascertain whether my services are the best fit for you, I need to understand your business and ask you a few questions. Is that okay?”

•  What is your mostannoying problem or your most painful frustration with your current___________?



•  If you had a magic wand, what would you fix immediately?


•  On a scale of 1 – 10(10 being the highest)where are you now inrelation to achieving this?

•  What is it that you wishto achieve?


•  What do you think (or feel) arethe steps involved in reachingwhat you want? (or ‘your end goal’)



•  Is there anything preventing you from moving forward now and (state their desired outcome)?

•  Have you ever had or done this before?

•  (If yes)Were you happy with the results?


•  How will you measure the success of (the solution youwill provide)?

•  What will makeyou feel satisfied?

or


•  Is there anyone in the company who will object to the(new outcome)?

•  What will you gain through(achieving your outcome)?

•  What will you lose? (“for example.....” - give them a checklist of all their fears)



•  Where do you expect to be one year from now, when you’veachieved exactly what we’vediscussed?

PROVIDE YOUR SOLUTION….

•  What difference will this havemade to (eg. your business)?

•  Let’s talk about how to makethis a reality...


Take their VALUES into consideration and deliver the solution according to EXACTLY what is important to them.

Use their KEY WORDS in your language.


•  Is there anything else youneed to see (or hear) todaythat will allow you to feeltruly confident that you aremaking the right decision?

**Offer a list of options, such as: Client testimonials, media articles, video links, an opportunity to speak to 1 or 2 current clients (prospective clients normally LOVE this option!)



1. Confirmation email - dates, times, fees

4. Documents to be completed for work to commence

3. Your invoice

2. Your contract


.

20 NeuroInfluence. ‘leveraging neuroscience for optimal impact’ Copyright © 2014 SalesSpace. All rights reserved.

Final module coming next....

Your Performance NeuroInfluence. ‘leveraging neuroscience for optimal impact’

Copyright © 2014 SalesSpace. All rights reserved.


Module SIX

Your

Performance

Rachel Bourke with



on-line training

with Rachel Bourke

Module Six: Your Performance


It’s not your passion that sells.

People buy because of your knowledge and skill.

Your level of knowledge will be proven through the questions you ask.

Your level of skill will be proven through the emotions you evoke.

Rachel Bourke


How to avoid the most common mistakes in sales

How to avoid repelling others and be a magnet instead

How to be unforgettable

How far you’ve progressed in mastering the 15 essential skills to be irresistibly good at one-to-one sales

In today’s lesson



Step 4: The 15 essential skills to MASTER for irresistible sales

Module Six: Your Performance

Step 1: The simple, yet crippling, 14 mistakes you must never make in sales

Step 2: The top 5 ways to control your nerves

Step 3: The 3 steps to a lasting impression


Common Challenges you may be facing Dry mouth

Speaking too quickly

Sweating

Forgetting the name of someone you know well when introducing them

Clients only buying once

Lack of referrals NeuroInfluence. ‘leveraging neuroscience for optimal impact’


Over to you....

___________________________________!

___________________________________!

___________________________________!

___________________________________!



STEP 1:

1. No Elevator Pitch

2. Being Prickly


3. Soundingcliched,rehearsed

or sales’y’


4. Speaking overpassionately



5. Suffering verbal diarrhea


6. Being surprisedby objections


7. An unwillingnessto say “no” to a sale


NeuroInfluence. ‘leveraging neuroscience to guarantee optimal results’ Copyright © 2103 SalesSpace. All rights reserved.

8. A lack of transparency

9. Lack ofcompetitorknowledge


10. Uncomfortable when discussing $

11. Failing to follow-up and / orassuming the client is notinterested



12. Failing to deliver on promises


13. Assumingthe job is inthe bag

14. Failing to evokeemotions


STEP 2:

Mindful awareness of your emotions

Re-frame the meaning you’ve given the situation

Visualise a relaxed yet empowered delivery

Breath deeply then look up and smile!

Get yourself and others laughing NeuroInfluence. ‘leveraging neuroscience for optimal impact’



STEP 3:

What will you SEE?


What will you HEAR?


What will you FEEL?



STEP 4: The 15 skills to master for irresistible sales Skill Yes No Action required?

1. Rapport

2. Pre-framing and setting expectations

3. Exploring objections

4. Asking questions and active listening

5. Eliciting Values

6. Evoking emotions

7. Re-framing

8. Sensory Acuity

9. Eliciting convincer

10. Authentic delivery of solution

11. Ability to walk away

12. Asking for Money

13. Coaching the close

14. Expressing gratitude

15. Following up


