Introduction to Sales… …Learn Today - Implement Tomorrow!

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Introduction to Becoming a Superstar Sales Man or

Woman

Passion

• Must have belief in yourself, the product and the company!

• Delivery- How you communicate, emphasize key points and have energy and enthusiasm will transmit itself to your client/customer- If you don’t care why should they?

• Remember the way you hold yourself, your tone, body language with transmit passion and confidence.

Control• Control is a key area in any Sales environment.

Controlling the appointment will mean you can decide the direction, agenda and tone of the whole conversation!

• Control means controlling conversation, controlling the room/office, controlling your delivery and pace. For example if you don’t have both decision makers as a married how can they make a decision to buy?

• If you lose Control you won’t sell!

Closing• Closing means you’ve got your Yes! It means

you’re getting the business and they want to proceed.

• Closing means you’ve ask the right questions and followed up with a soft or hard closes depending where you in the sales process. Basically building up ‘Yes’ throughout, closing off features and benefits, but also objections!

• ‘if I can do that Mr client is something you’ll be happy with’

• Ask for the business!

Listening

• A Must!!!• If you do all the talking you can't find out the

right information the sell. The answers to your questions will give you an insight into their interest, objections, hot buttons, attitude, areas of doubts, history, Why they need it and buying signals! You have a greater chance of selling if you understand them by listening!

• A Must!!

Fact Finding Very underrated but absolutely crucial to any

sale! • Dependant on the nature of the product the

questions you ask help you to understand them. You can ask both direct closed questions to get either a simple ‘Yes’ or ‘No’ or an open question which gets them talking ‘tell me about…’ or ‘how does this work’

• The Answers to these questions will give you the ammunition to apply features and benefits to their life. Provides stronger reasons to buy and insights into behaviour patterns.

Pull Selling

• This can help you keep control if needed.• Be Brave- gives you a little test closes as well• ‘Don’t know if we can do this- but if we can is

this something you would be happy with?’• ‘If you qualify- I don’t know at this stage?’• If delivered in the right way it can help you keep

Control, Close and create Urgency!

Urgency

• Creating Urgency creates a reason the buy, and it creates a reason to act!

• Urgency can be tailored to whatever sales process you like- for example using a deadline.

• Delivering a subtle theme of urgency throughout will make your conversion go through the roof!

Stories• Stories are a very powerful way of delivering any points

you want to deliver or and objections you want to handle. • Its also means you can deliver important points across

multi layers through a third party. • Third Party stories emphasise the benefits and features

and make them real.• It can also create quite emotive responses and

associations.• You can also incorporate objection handling, reasons to

buy, competition and wrap them all up in a testimonial or even a referral!

Ownership

• You have a better chance of selling if you create the need and the client owns the problem!

• This can be hurting them for example with ‘what ifs’ and ‘what will they do?’

• Being responsible for the problem. If they own the problem they will want a solution!

• Delivered in the right way it can emphasise huge urgency and closing

Discipline• A core part of what you do everyday! Discipline

creates sales and will increase your income.• For Example- so it's been a long day, you may

have had 3 appts in the day, one didn’t sell, one didn’t turn up and this last appt is the only opportunity to make a sale and earn you your money!! This is where you need discipline!

• Be sharp, get organised, get the mindset, follow the structure that sells, make sure you cover all areas, don’t be lazy, don’t leave anything to chance – This is your sale of the day!

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