Presentation for Sales Professionals - umbachpartner.com · Presentation for Sales Professionals...

Welcome to the Conference

Presentation forSales Professionals

Sales-Professionals-Presentation-Slideshare 8Dec2013

Questions

Your Input

Enter into dialogue

Opportunities

The will to prepare to win is more important than the will to winVisit the right peopleCreate an informal atmosphereIt's all about providing valueGood ways to start a conversation with the doctorHow to make the other person curiousWhat the doctor is really interested inPower questionsHow to listenHow to use visual aids like foldersMagic words in any languageWords to avoid in business conversationsEffective calls to action

Topics

Communicate More Effectively

Convince Your Customers Faster

Sell more products

You choose

Suggestions Recommendations

Advice

Reservoir

Let your ideas inspire you

If an idea occurs to you, write it down

Get your inspirations on paper

Catalyst

Personal action plan

Recipe

It's not important how muchyou know, but how muchyou actually implement

Knowing Going…

Your Attitude:Your Frame of Mind

Half empty

Halffull

Think Positively

Accentuate the positive

Positive Attitude

Exude optimism

Be confident

Show driveUp-beat wins

You are friendly and likeable

Some guiding principles that

you can adapt to your own style

The will to prepare to win is more important than the will to win

Do research

Prepare

Analysis

Know YourTarget Group

Find out where the landing lights are

TargetingCommon mistake:Focusing on the wrong target group and chasing poor prospects

Do your home work"Pre-Qualification"

Visit the right people

Wrong target group=

poor Marketing andineffective Selling

Are you on target or off-track?

Whom do youwant to convince?

- Current impact- Potential future impact

Classifying Customers

RelevanceA B C D

High Low

Think Unmet Needs

Discover the customer'sreal problems

Engage

Build a relationshipEstablish Rapport

Connect

"It's always personal"

"Business is Relations"

Daniel Levis

At a certain point, people stop buying your products, and start buying you:

You become the product

Person

What you want to convey to your customers?

A powerful andconvincing message

A Powerful Message

Attention: Arouse interest for contentBenefit: Offer a fact-based solutionSuperiority: Show unique valueValidation: Support with referenceBehavior: Ask for action

ether gold

Attention

More volatilethan

Morepreciousthan

Make the prospect curious and interested

First Step

Irrespective of who the customer is, it's important to grab their attention

The Sale Before the Sale

Capture the Prospect's Attention

Good ways to start a conversation:

Use words that arouse curiosity

First Man on the Moon?

Neil Armstrong

The Second Man on the Moon

This is special.I should know.

FirstNew

Words you should use

Words That Spark Attention

Can you justify them?

Key conclusions

The 3key conclusions

Give a Precise Number

Keep it short and simple

Be brief

Keep it super short

A Powerful Message

Why is this important to me?

Customers' Eternal Question

What's-In-It-For-MeSyndrome

Types of Human Needs

Personal- Appreciation and Recognition- Feeling safe- More free time- Entertainment- Gifts or money

Official- More knowledge- Support / Cooperation

Message

Everything nice Solution

4Problem

Benefit: Make it worthwhile

The difference you will make:You improve the client's condition by …

It's all about providing value:You have to have a strong value proposition

Complaints by Sales Reps

Your recommendation …

The prospect did not return my call

I cannot get any appointments

Become more interestingProvide more value

A Powerful Message

What would happen …

Superiority = Uniquenessfollowed byBenefit = Solution

… if you started with

Always start with

a Benefit

= Solution= Value proposition

A Powerful Message

Give proof that your product

will perform as you say it will

Validate Your Claims

Endorse your message

by reliable sources …

How many statements from satisfied customers in your country do you use in conversations with your customers?

0 1 2 3

Testimonials

Who is responsible for getting those statements from satisfied customers in your country?

Testimonials

AttentionBenefitSuperiorityValidation…

Attention: Arouse interest for contentBenefit: Offer a fact-based solutionSuperiority: Show unique valueValidation: Support with referenceBehavior: Ask for action•

Ask for Action

CTA = Call to Action

What do you want people to do?

Ask for Action

After all the work you put in, all the time, money and energy, the decisive moment is:

Closing the sale

Best Point in Time

Give Options

“Should I act?”

“Which option should I choose?”

Turn the customer’s question from

Conclusion

Do what approximately 70 % of all sales reps forget:

Always complete your talkwith an effective call to action!

Frank Luntz: Words that work

With language you are playing an incredibly dangerous game

Modes of Expression

Some Words Transform

Your Text ...

Drop "Barbed Wire" WordsAvoid hazardous language

• Problematic• Difficult• Complicated • Questionable• Mistake

The Power of Words

Words can determine how people feel and how they act

Loose lips sink ships

Be careful what you say

Zarathustra

Zarathustra, 1000 B.C.

Speak the truth, but speak it pleasantly

Write the truth, but write it pleasantly

Choose words withPositive interpretations Optimistic connotations Agreeable implications

Language

You misunderstoodme

Let me explain

unquestionable accepted

problem challenge

fascinatingproblem

disappointing informativeinstructiveinsightful

establishedwell-knownmodern classic

Alternatives to "Prove"

• Validate• Document• Confirm• Highlight• Emphasize• Underline

• Prove

Avoid Prefer

20% improvement

20% difference

Case: Examplex is 20% better

20% increase

Alternatives to 'Difference'

The "Magic" Word

In any language is …

the other person's name

Key Words

Advantage

Benefit

Use them

The Important Words

Forging an identity with the right vocabulary

Number of Bullet Points

Uneven

Make lists of three

Your 3 Core Messages

•••

3 Questions and Your Answers

•••

ControlStandard therapyConventional therapyReference substanceGold standard

Calling the Other Treatment

● Don't mention the other brand name● Don't bad-mouth the competition

● Ask a question about an item whereyour product is superior, for example"How important is convenience?"

Your products are special, because …Your service is better, because ...

The Competitor

Communication Channels

Choose the routes that your target audiences prefer

Polish

Rehearse

Give Great Presentations

Refine

On Stage

You're on!

Passion

Performance

You don't get greatwithin one day, butday by day

Practice

Use every opportunity

ExperienceEconomy

Work is Theatre and Every Business

a Stage

B. Joseph Pine II James H Gilmore

Start a Dialogue

Listen

The Testing Cycle

Test it = Ask questionsGet feedback

Adjust = Fine-tuneAdapt to feedback

Prepare a draft

Ask great questionsand you will get great answers

Good Questions

Your prospect will evaluate you by

- how smart your questions are

- how well you can listen

Listen to Feedback

Rapid prototyping Improve fasterSucceed sooner

Critical Success Factor

Follow-up

Effective follow-up is what distinguishes the professionalfrom the amateur.

Network

Connect to peopleMake lots and lots of friends

Electronic Business Platforms

www.xing.comwww.linkedin.comwww.viadeo.com

Local platforms

Lots of little things done well can make a powerful difference

Richard Branson

Combination

Research and analyzeCustomizeTest and adapt

Establish rapportAsk questionsListenAsk for action

Summary

Live up to your true potential

S t r e t c h

Whatever you can do or dream, begin it.Boldness has genius,power and magic in it.

William Murray: The Scottish Himalayan Expedition Quoting the German poet Goethe

Wonderwhat’shappening

Makethingshappen

Types of People

Watchthingshappen

Get out and do it

The Big Secret

Work it now

Get comfortable being uncomfortable

Have the courage …

… to take risks

Wake Up

Morning

Make every day count

You can choose

- preparation

- optimism

- action

- excellence

You Can Achieve Mastery

Even you will not know until you spread your wings

Rise to New Heights

No one can predict to what heights you can soar

Presentation for Sales Professionals - umbachpartner.com · Presentation for Sales Professionals...

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Transcript of Presentation for Sales Professionals - umbachpartner.com · Presentation for Sales Professionals...

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