How To Double Your Sales

SalesChannelEurope

How To Double

Your Sales in an

Economic Downturn

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SalesChannelEurope

1 2 3Things to

remember

SalesChannelEurope

1. The Magic Sales Formula

2. Earning Trust

3. Asking Questions in Colour

SalesChannelEuropeThe Magic Sales Formula1

6

P CRx SALES=

7

P CRx SALES=

P = Number of prospects

CR = Conversion Ratio

8

P CRx SALES=

10

33% (Typically 25%-50%)

Example 1

S = 3

9

P CRx SALES=

10

40%

Example 2

S = 4*Requires considerable effort. Not easily sustainable

*

10

P CRx SALES=

20

33%

Example 3

S = 6*Requires less effort. Is sustainable

*

SalesChannelEurope

Earning Trust

2

12

You build

by

13

RELEVANCECreating

by

SalesChannelEuropeAsking insightful questions

SalesChannelEurope

and listening actively

Asking Questions in Colour

3

17

#1. PAIN development

SalesChannelEurope

#2. Show them GAIN after PAIN

20

SalesChannelEurope

White Questions

Green Questions

Black Questions

Red Questions

Asking Questions in Colour

Current situationFacts, data & informationwhite snow: pure, cold hard facts

Desired situationFuture stateGrass, trees, growth, can become

ObstaclesImportant, powerfulDark, night time, can’t see in the dark. Turn on the light to see what stands between current situation and desired situation.

FeelingsFire, explosive color, highly emotional-ve Red: “If Stan doesn’t do something he won’t make quota without help. Stan needs to talk to you.”+ve Red: “If Stan overachieves this year, he will probably be promoted to VP Sales

SalesChannelEuropeSimple doesn’t mean easy

SalesChannelEurope

23

Sales

Acceleration 2.0

David R EdniePresident & CEO

SalesChannel Europe SARLPh: +33 676 600 925

Email: david@saleschannel-europe.comBlog: http://saleschannel.blogspot.com

Website: www.saleschannel-europe.com

How To Double Your Sales

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