Understanding the Science of Sales

Creating Sales, Generating Business

The secret of selling

Be Brilliant

The customer wants you to be great

Most people are boring

Customers like to talk

Know why you are meeting

Ask for the business

Whether you think you can or you think you can’t ……..

You are PROBABLY RIGHT!Henry Ford

Selling Equation

ACTIVITY X FOCUS X SKILLS

COURAGE X LUCK= RESULT

The Basics

Say why you are there – be honest

Understand the customer – become an expert

A no means you didn’t understand - keep going

Don’t be boring

Ask for Money

Where should we be?

Productivity

Profitability

Customer Intimacy

Cost Management

In hard times it just got easier

The money is all in one place

It is easy to liberate

Decisions are quick

There is a new problem

I’m not worthy

KPIs - Formula for Success

Activity

Focus

Skills

Number of Apts

CEO Apts

Apts on Message

Account Planning

Deal Planning

4X Funnel

30 Day 95% Outlook

100% On Plan

Trend

Size

Specific

Phase StyleKPI

Sales Process

Agenda

Listen

Explore/Examine/Evaluate

ROI

Transaction

Objection Handling

Listen

Test Understanding

Gain Commitment

Misunderstanding

Apologize

Clarify

Close

Genuine Disadvantage

Maximize Benefits

Doubt

Proof

Thank you

For further information please contact

Richard Hoy

604 376 0418

richard.hoy@compasspeak.com