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The Sales Process from A to Z
The document outlines strategies for effective sales through prospecting, partnering, and qualifying clients, emphasizing the importance of building relationships and addressing customer needs. It introduces critical selling concepts such as differentiating oneself in a competitive market, understanding customer decision-making processes, and handling objections. Additionally, it provides actionable tips for improving sales performance and developing a critical action plan.
The Sales Process from A to Z
- 3. Steps to summitingStepsto summiting Prospecting Partnering Qualifying Identifying/Creating Presenting Summiting o b j e c t i o n s ?
- 4. Quick Quiz? 1. Topersuade a client it is better to give information than seek it? 2. The more the customer knows about your product the more likely they are to buy? 3. Effective sellers tell customers about their product as soon as possible? 4. When selling the more questions you ask the better? 5. Benefit statements during call opening is effective to get customers attention? 6. The more experienced you are at selling the more successful you will be? 7. All customer needs are the same? 8. A satisfied need will always lead to a sale?
- 5. Quick Quiz? 9. Acustomer with a very big problem is always ready to accept a solution? 10. When a customer states a problem you can solve you should immediately offer your solution 11. A good opening will determine whether you make the sale 12. The more features and advantages you describe the more likely you are to make a sale 13. Closing techniques are effective in major sales 14. Objections are a sign that your customer is interested in your product, so the more objections you get the better the chances of making a sale
- 6. Everything is thesame… • Levels of Service • Product • ROI Business Case • References • Brand • Price & Terms • Product Availability
- 7. The product advantage hasall but disappeared… In a world of commodities … the only differentiator is YOU!YOU!
- 8. Why should Ibrand myself? If you don't brand yourself, others will. Catherine Kaputa
- 9. Value and Price? Whatcreates VALUE? • Solving problems and going …….. Beyond what is EXPECTED • Helping clients achieve business and personal objectives • Insight, over and above information and expertise Clients for Life - Sheth and Sobel
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- 13. What is prospecting? WORKBOO KP11 "Prospecting is defined as any activity or conversation you engage in to position yourself in front of a prospect with the intention to inquire, assess, discover, and educate so that you can determine whether there's a fit and a relationship that's worth pursuing which can then lead to presenting your product or service in order to earn your prospect's business." Here’s the lesson about prospecting: To find gold, you’ve got to look in the
- 14. Qualifying Questions: Havea profile of your ideal customer Have a set of criteria that suspects must meet Is their problem sufficiently compelling for him/her to take urgent advice? Does the suspect have the money or budget? Do they want to implement NOW?’ Time & Territory Management – who is in control?
- 15. Steps to warmcalling: Plan – watch your internal dialoguePlan – watch your internal dialogue Intro – “I’ve been researching youIntro – “I’ve been researching you & your company and…”& your company and…” Present the link opportunityPresent the link opportunity Our specific USP (how we can help)Our specific USP (how we can help) Name drop – 3rd partiesName drop – 3rd parties Close on a meetingClose on a meeting
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- 17. Do I wantto do business with thisDo I want to do business with this Sales Professional?Sales Professional? Buying Decision 1Buying Decision 1
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- 24. Buying Decision 2BuyingDecision 2 Do I want to do business with thisDo I want to do business with this company?company? Buying Decision 3Buying Decision 3 Do I want and need theseDo I want and need these products/services?products/services?
- 25. Buying Decision 5BuyingDecision 5 Is this the right time to make aIs this the right time to make a decision?decision? By Duane SparksBy Duane Sparks “The 5 Buying Decisions”“The 5 Buying Decisions” Buying Decision 4Buying Decision 4 Does the price and value meet myDoes the price and value meet my expectations?expectations?
- 26. What makes yourcompany distinctive?What makes your company distinctive? What is your USP?What is your USP? Prospecting PartneringQualifying Identifying Presenting Summiting Objections
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- 28. Qualifying Find the decision-makers Identify the ‘Influencers’ Befriend Gate-Keepers Prospecting PartneringQualifying Identifying Presenting Summiting Objections
- 29. FINDING THE LINK(S)FINDINGTHE LINK(S)
- 30. Finding out whothe CEO isFinding out who the CEO is • We got the name of their CEO –We got the name of their CEO – Justin ……..Justin ……..
- 31. Becoming business partnersBecomingbusiness partners
- 32. Becoming business partnersBecomingbusiness partners • HOW? • Put them first… • On Quotations ….. • Vocab ….. Us, We, Let’s … Prospecting PartneringQualifying Identifying Presenting Summiting Objections
- 33. Why would theychoose you?
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- 37. The business landscapehas changed ... you’ve got to change
- 38. Courageous Conversations Describe thesituation as they see it Explore their feelings Frame your ideas Invite them to participate Name the difficult remaining issues Explore the options together Plot the Road ahead D E F I N E R
- 39. Becoming an indispensiblebusiness partner Prospecting PartneringQualifying Identifying Presenting Summiting Objections 1 2 3 4 5
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- 41. Widen the gaps ProspectingPartneringQualifying Identifying Presenting Summiting Objections 1 2 3
- 42. Want to growyour sales? Differentiate yourself! LSA Global
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- 44. Presenting • Summarizing needs •FAB Prospecting PartneringQualifying Identifying Presenting Summiting Objections
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- 46. What makesWhat makes yourproductyour product or serviceor service distinctive?distinctive? cost status security durability pleasure
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- 49. Summiting • No mystery •Collecting the Yeses • Helping people make decisions that are truly good for them (win win) Prospecting PartneringQualifying Identifying Presenting Summiting Objections
- 50. The CloseThe Close ““Thesale is yours forThe sale is yours for the asking, all youthe asking, all you gotta do is ask for itgotta do is ask for it the right way.”the right way.” Jeffrey GitomerJeffrey Gitomer Little Red Book of SellingLittle Red Book of Selling
- 51. If all elsefails, remember... a . 4 . t . b Ask for the business
- 53. Handling ObjectionsHandling Objections •See them as opportunities • Find the real reasons Prospecting PartneringQualifying Identifying Presenting Summiting Objections
- 54. The Acid Test Wouldyou buyWould you buy what you are selling?what you are selling?
- 55. Steps to summiting Prospecting Partnering Qualifying Identifying Presenting Summiting ““Findlink”Find link” ““Put prospect 1st”Put prospect 1st” ““Find decision-Find decision- maker”maker” ““Find gaps”Find gaps” ““Plug gaps”Plug gaps” ““Collect yeses &Collect yeses & win together”win together” Prospecting PartneringQualifying Identifying Presenting Summiting Objections o b j e c t i o n s ?
- 56. What do TopProfessionalsWhat do Top Professionals consistently do right?consistently do right? Follow a Proven SystemFollow a Proven System Have a Great USPHave a Great USP Identify the UBPIdentify the UBP Widen 3 GapsWiden 3 Gaps Courageous ConversationsCourageous Conversations Shut UpShut Up Suspect vs ProspectSuspect vs Prospect
- 57. 6 Powerful SalesTips to6 Powerful Sales Tips to increase your salesincrease your sales 1)Never pitch before you know your prospect’s agenda. Learn to bite your tongue. 1)Stop being so nice. Make sure your self-talk is positive. 1)Become an expert in your field. People buy from people they admire and respect. 1)Be a business person NOT a salesperson. Become a trusted Business Partner. 1)Understand your BRAND and what it promises. Remember You ARE the Brand so be very proud of whatever you sell. 1)Talk to the right people – the decision makers. Engage in courageous conversations that demand honest answers.
- 58. What are thebiggest time wasters in SALES? Traffic Admin Meetings that run too long Not knowing your products Calling on non- decision makers Distance between appointments E –mail Cancelled appointments
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- 60. YOU CANCAN HAVEIT ALL! Now Go And Get More Sales
- 62. Three Sources ofMarketplaceThree Sources of Marketplace DifferentiationDifferentiation
- 63. It matters becauseother people’s perceptions determine whether they trust you, believe you or take your lead.
- 64. Widen the gaps ProspectingPartneringQualifying Identifying Presenting Summiting Objections 1 2 3
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- 66. Our Goal Now: Todevelop a S.M.A.R.T Critical Action Plan Improve the sales team’s Time Management
- 67. S.M.A.R.T Critical ActionPlan* THREE Action steps that WILL make a difference
- 68. YOU CANCAN HAVEIT Less stress More sales