SALES MASTERY - Mastering the Art of Selling

SALES MASTERYMastering the art of selling

©JOHAN IRWAN KAMAROZAMAN

ICE BREAKING

The Sales Mindset1

Prospecting Power2

The Sales Strategies3

The Sales Presentation4

Closing The Deal5Trai

INTRODUCTION

SALES MINDSET

PROSPECTING POWER

SALES STRATEGIES I

SALES STRATEGIES II

SALES PRESENTATION

CLOSING TECHNIQUES

SUMMARY & CLOSING

9.00am

11.00am

2.00pm

3.30pm

DAY I DAY II

Your Objectives and Goals

SALES MINDSET

WE ARE ALL IN SALES NOW

BUT SALES IS NOT WHAT IT USED TO BE!

More sellers than buyers

More complex

Requires greater focus & Clarity

Customer are more demanding

Closing is harder

Requires greater preparation

New Realities in Sales

Source: To Sell is Human, Dan Pink

“Nobody likes to be sold but everybody likes to buy.”

Earl Taylor

Understanding the Psychology of Sales

Title Text

INTERNAL REPRESENTATION

PHYSIOLOGY

BEHAVIOUR

CONSCIOUS

UNCONSCIOUS • Meta-Programs • Values • Beliefs • Decisions • Memories

EXTERNAL EVENTS

THE FILTERS

D E L E T I O N1

D I S T O R T I O N2

G E N E R A L I Z AT I O N3

NLP COMMUNICATION MODEL

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D E L E T I O N1

R E T I C U L A R A C T I VAT I N G S Y S T E M

Assumptions created from: 1. Past experience 2. What we have been told 3. Meaning we give to an event

We draw global conclusions based on one or two experiences.

} Create PERCEPTION

D E L E T I O N1

Title Text

INTERNAL REPRESENTATION

PHYSIOLOGY

BEHAVIOUR

CONSCIOUS

UNCONSCIOUS • Meta-Programs • Values • Beliefs • Decisions • Memories

EXTERNAL EVENTS

THE FILTERS

D E L E T I O N1

NLP COMMUNICATION MODEL

www.johanirwan.com

H U M A N B R A I N M O D E L

S P E R R Y ’ S M O D E L

Left Brain

LogicalVerbalMathematicsFactsLinealAnalysisFigures & Words

Right Brain

CreativeVisual

ArtisticIdeas/Imagination

HolisticImages & Symbols

Intuition

M A C L E A N ’ S M O D E L

Our brain feels about 30,000 times faster than it acts, and it acts about 30,000 times faster

than it reasons.

QUALITY OF TOP SALES PEOPLE

AmbitiousCourageous

Committed to your workProfessionalResponsibleThoroughly preparedA Continuous learner

Passionate

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GOAL SETTING

Setting goals is the first step in turning the invisible into visible.

The power of planning and written goals

no written or verbal goals or plans

verbal goals

written

the power of planning and written goals…

Only 3% of people have written goals and plans, these people account for 98% of the wealth.

98% of wealth

G O S P A

oalsbjectivestrategieslansctivities

The greatest danger for most of us

is not that our aim is too high and we miss it,

Michelangelo

but that it is too low and we reach it. ”

Goals Objectives Strategies

Plans Activities

Objectives

Strategies

Activities

• A place you want to achieve at the end up at certain period of time

• Sub-goals that must accomplish in order to achieve goals

• Method use to accomplish objectives

• The plans that intended to do based on your strategy

• Daily action to carry out the plan

You can accomplish more in a week or a month with clear written plan than you can accomplish in a year or even two years without one.

PROSPECTING POWER

Characteristic of ProspectProduct and

Service Offered

Understanding your products

Products

Features

Benefits

Prospect

Potential Buyer

Customers

Attention

Interest

Desire

Action

Raving Fans Loyalty

SALES FUNNEL

Customer vs Prospect

Strategic Selling

Specialization1

• What problem do you solve • Who are the prospect who

have this problem?

Differentiation2

• What is your uniques selling proposition (USP)?

• What is your area of excellence?

Segmentation3

• Which customer segment can benefit the most from my product?

• Who can buy it and pay it?

Concentration4

• What are the main activity to reach out to this customer?

SALES STRATEGIES

Leap Leadership Academy | 44

71% of customers buy because they like you, trust you and respect you.

Golden Triangle of Selling

Friend

Advisor Teacher

Relationship Selling

Educational Selling

Consultative Selling

The New Model of Selling

10% Rapport

20% Qualify

30% Present

40% Close

Built Trust 40%

Establish Need 30%

Present Solutions

Confirm 10%

Old Modelof Selling

New Modelof Selling

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BUILDING

4 Component of Trust

• Credibility• Reliability• Intimacy• Self-worthiness

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PERCEPTION i s REALITY

• What do you look like in 12 feet

• What do you look like in 12 inch

• What are your first 12 words

12 x 12 x 12 RULE

RAPPORT

Albert Mehrabian on non-verbal communication

No rapport,

no right to sell!

Matching and Mirroring

When 2 persons are in rapport, they are matching each other

Matching and Mirroring

When 2 persons are not in rapport, they are not matching each other

Body Language

Matching the body

Speed and Volume

Keywords

Usage of Metaphor

Activity: Building Rapport

Mistakes in sales

Leap Leadership Academy |

Identifying Need

The key to sales success is to ask intelligent questions and listen closely to the answer.

Asking intelligent questions

O P E N Q U E S T I O N C L O S E D Q U E S T I O N

HOW?Who, what, when, how, where

WHY? - be carefulDo you, have you, is it,

can you, etc.

To provide informationWHEN TO USE?

Gain clarity/confirmation on choice/decision

Lengthy answerWHAT? Yes or no answer

Gap Analysis

Current state

Desired state

* No gap? No sale!

Solution

Sub-Modalities

VISUAL

AUDITORY

KINESTHETIC

Visual Constructed (Vc)

Auditory Constructed (Ac)

Kinaesthetic (K) Auditory Digital (AD)

Auditory Remembered (AD)

Visual Remembered (Vr)

Eye Accessing Cue

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Pacing and Leading

BODY LANGUAGE SIGNS

Discomfort

a sign of interest

A real smile

Palms up

Palms Down

Pointing Finger

Proximity

HAND SHAKING

Handshaking types

Dominant Bone Crusher Limp Fish Just Finger Double Handler Long Handshake Firm Handshake

"Sales people "don't" sell... They influence people to want to buy."

Phil Berg

Leap Leadership Academy |

How to influence

Source: Influence, Dr. Robert Chialdini

SALES PRESENTATION

SHOW, TELL, AND ASK QUESTION

Show: This car has airbag (features)

Tell:Which means it gives you extra security when you are driving (benefits)

Question:Would you think extra security is good for you?

Sell emotions

Magic Word

Imagine Because Recommend

Problems

Solutions

Phrases That Converts

NewSensationalRemarkableSecretTell usInspiresTakeYou

IntroducingImprovementAmazingBecauseFreeSuddenlyNowAnnouncing

HelpPromoteIncreaseCreateDiscoverInstantly

The 20 most influential words, via David Ogilvy

Where to try these words: Headlines, bullet points,

subject lines

•Suddenly•Now•Announcing•Introducing•Improvement•Amazing•Sensational•Remarkable

•Revolutionary•Startling•Miracle•Magic•Offer•Quick•Easy•Wanted

•Challenge•Compare•Bargain•Hurry

SALES CLOSING

Closing Mistakes

Let me think about it…

I will get back to you later on this…

Leap Leadership Academy | 111

Test Close

It looks like you really like this. Is that true?

If you took it home, would you be proud to own this?

Do you prefer the larger or smaller version?

How would it look on the shelf back at home?

Reading from Body Language

Sales Closing

1.Invitational Close 2.Preference Close 3.Directive Close 4.Authorization Close 5.Secondary Close 6.Objection Close 7.“Let me think it over” Close

Invitational Close

You: Does this make sense to you so far? Prospect: Yes, it looks pretty good. You: Well, then, why don’t you give it a try?

Soften decision, reduce stress - make it easier to say yes

Preference Close

Giving a choice of two items — alternative close

“Would you like to pay by cash or credit card?” “Do you prefer policy A or policy B?”

Directive Closing

You are assuming the sales.

*Requires confidence, firmness, and directness on your part.

You: Does this make sense?Prospect: Yes, it looks pretty good.You: Well, the next step is…..

Authorization Close

The word authorize instead of sign is powerful because people don’t like to sign things, but they like to authorize thing.

You: Do you have any questions or concern that I haven’t covered? Prospect: No You: If you will just authorize this, we can get started right away.

Secondary Close

Close on minor issue.

Increase the temperature of buying

If you bought this today, would you want this free cap or umbrella?

Objection Close

If they are using a reason, try to satisfy the reason.

Use the word ‘could’ and ‘would’.

Don’t commit

If we could deliver it on Sunday, would you want to take this up?

“Let me think over it” Close

Resistance from prospect

Stop giving pressure to the client. Agree to what client have said and ask questions.

Try to address their concern.

Obviously you have a good reason to think over it. Do you mind if I ask what is your concern?

Following Up

HANDLING OBJECTION

7 Techniques of Handling Objection

1. Listen Attentively 2. Acknowledge the questions (Thank you) 3. Repeat the keywords 4. Use the same metaphor (if any) 5. Use story telling 6. Answer the only concern part 7. Ask a close question — A yes questions 8. Reframe their thoughts www.johanirwan.com

Reframing

Looking at things from different point of view

Activity: Handling Objection

BUT ONLY 11% OF SALES PEOPLE ASK FOR REFERRALS.

91% of customers say they’d give referral.

Action Plan

THANK YOU

Johan Irwan

SALES MASTERYMastering the art of selling

johan@leap.com.my

SALES MASTERY - Mastering the Art of Selling

Sales

Transcript of SALES MASTERY - Mastering the Art of Selling

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