Sales Perspectives The Aspen Way How to Increase Your Sales by a Whopping... 80%
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Transcript of Sales Perspectives The Aspen Way How to Increase Your Sales by a Whopping... 80%
Sales Perspectives
The Aspen Way
How to Increase Your Sales by a Whopping . .
.
80%
1. Become Client Focusedin Your Conversation
We are Solutions Brokers,
Not Sales Pimps
“When I go to meet with a man,” wrote President Abraham Lincoln, “I spend one-third of my time thinking about what I am going to say, and two-thirds of my time thinking about what he is going to say.”
1. Become Client Focusedin Your Conversation
2. Understand the DecisionMaking Process
• No Money• No Damage• No Trust
• No Cash• No Trash• No Trust
1. Become Client Focusedin Your Conversation
2. Understand the DecisionMaking Process
Unaware/Uncommitt
ed
Aware/Uncommitt
edWilling to
Give Controlled Attention
Interested in Learning More
Unaware/Uncommitt
ed
Aware/Uncommitt
edWilling to
Give Controlled Attention
Interested in Learning More
Tell Touch
Lead
Close
3. Follow Up On Your Clients!
Inspections
Contacts
1. Become Client Focusedin Your Conversation
2. Understand the DecisionMaking Process
3. Follow Up On Your Clients!
4. Recognize the Value of Team
“One is too small a number for greatness.”
John Maxwell
Submitting to one another’s strengths, and protecting them
from their weaknesses.
1. Become Client Focusedin Your Conversation
2. Understand the DecisionMaking Process
3. Follow Up On Your Clients4. Recognize the Value
of Team
5. Strive for Excellence!
Lets together become . . .an Office Of Excellence
“If you are going to achieve excellence in big things, you
develop the habit in little matters, Excellence is not an exception, it is the prevailing
wind.”Colin Powell
5. Strive for Excellence!
Lets together become . . .an Office Of Excellence
5. Strive for Excellence!6. Die Empty!
Sales Perspectives
The Aspen Way
Door Knocking
Knock Confidently
Door Knocking
No“Yes”/“No” Questions
Door Knocking
Follow the Objection
Cycle
1• Agree
2• Provide
Relevant Info
3• Ask Again
Door Knocking
Avoid Unsure Words
Door Knocking
Offer 2 Times
Door Knocking
Don’t Shake their
Hands
Sales Perspectives
The Aspen Way
