Handling Sales Professionally

Building The Path To The Sale

Professional Sales Cycle

Why Would I Buy This Product? It is about:

Advertising Promotion Positioning Competitive Edge

It is not about:
Technology

Professional Sales Cycle

Value Statement - W.I.I.F.M. Save Me Time/Make Me Money/Save

Top Producers have a plan and spend more time in preparation 1. 2. 3. 4. Effectiveness Efficiency Process Knowledge Product Knowledge

Professional Sales Cycle

Performance Improvement - 5 Ps
Perspective Plan

Priorities
Persistent Performance

Professional Sales Cycle

Why do people buy? Emotion Feature = What it is, characteristic Benefit = What it does for me, value of a feature to a customer Value Statement = What it does for me that creates a positive emotion

Professional Sales Cycle

Selling is a process of uncovering and satisfying customer needs
Needs = a customer want or desire that can be satisfied by your product or service; expectation. The key words that customers tend to use when express needs include: - need - want - like - interested in - looking for - wish Customer needs are the focal point of any sales interaction.

Professional Sales Cycle

Opportunity: a customer problem or dissatisfaction that can be addressed by your product or service
Need Satisfaction Selling Skills P = Probing, to gather information & uncover needs S = Supporting, to satisfy customer needs w/benefits C = Closing, to gain customer commitment
Remember, Prescription before diagnosis is malpractice.

Professional Sales Cycle

Key Points of any Sales Presentation
Never argue I must be sold first If I say it, they doubt it If I ask and the customer tells me, its fact If Im telling, Im not selling If the customer is telling, he/she is buying If I ask questions, the customer can answer hes/shes glad

and on my team Never ask a question that you dont know the answer to or that you havent already given the answer to

Professional Sales Cycle

The Sales Cycle Never Changes: Probe
Close Probe

Buying Signal

Need

Support
Close

Support

Professional Sales Cycle

Funnel Technique
Start with broad, open-ended questions Ask more specific, close-ended questions to fill in details Why Ask Questions? To gain a good understanding of the customers needs 3 directions for Questions: 1. Expanding 2. Clarifying 3. Re-Directing

Professional Sales Cycle

Sales Balance Wheel
*Preparation
Close Customer Preparation

Model Walk Through My Introduction

Overview
Community Review Why your community?

Professional Sales Cycle

Need Satisfaction Selling Skills Step #1 = Probing, to gather information & uncover needs Two types of probing questions: 1. Open - Drive conversation, keep control Begin with: How, Tell me, What, When, Where, Why
Exercise: Write an open probe question using one of the above words.

Professional Sales Cycle

Step #1 continued = Probing, to gather information & uncover needs
2nd type of probing questions: 2. Closed - Used to verify information, call for one word answers. Begin with: Do, Are Which, Have, Who, Is, Does, Has

Exercise: Write a closed probe question using one of the above words.

Professional Sales Cycle

Step #2 = Supporting, to satisfy customer needs w/benefits Probing uncovers needs. Next, support these needs with a feature of our product. Exercise: Write a supporting question using a feature of our product.

Professional Sales Cycle

Step #3 = Closing, to gain customer commitment It is now time to gain agreement from our customer by asking a Trial Close question. Always wait for a response! He who speaks first, loses! Exercise: Write a trial close question using a feature and benefit.

Professional Sales Cycle

Objections vs. Conditions
Objection = When a customer says or feels that our product does not have enough value for them. Conditions = Reasons that prohibit the customer from buying.
Key is to identify which one your customer has given you, and respond accordingly.

Professional Sales Cycle

A.A.A. Structure for Rebuttals
Step 1: Acknowledge Step 2: Answer Step 3: Ask
If they are asking a question or offering an objection, they are interested

Professional Sales Cycle

Selling is a process of uncovering and satisfying customer needs