Lake district estates

Highest Branch inspirational sales

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introductions

what is selling?

our sales process

customer qualification

handling objections

closing

whats next?

welcome - rough agenda

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define: sale seɪl/

noun

plural noun: sales

1.the exchange of a commodity for money; the action of selling something."we withdrew it from sale" 2. synonyms: selling, vending, disposal; More: dealing, trading, bargaining

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how do people sell?

how do we sell?

how do we BUY?

what are we actually selling?

Open Forum

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What is a sales

process?!

!

This?

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What is a sales

process?!

Maybe

This?

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What is a sales

process?!

Perhaps

this?

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qualification

objection handling

closing

retention

happily it is much simpler!

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define: qualify

!

‘kwɒlɪfaɪ

In selling, process of determining if a certain lead (potential customer) has certain

characteristics (such as ability, authority, and inclination to purchase, and economic size of the

expected order) that qualify him or her as a prospect.

!

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wait for the customer to ask a question

move straight into a sales pitch

don’t really listen

attempt (poor) small talk to build rapport

Bad qualification

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ask open questions

engage in conversation with (not at)

use information given to engage further

ask more open questions

rinse and repeat

Awesome qualification

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separates YOU from the competition

allows you to fully understand needs

builds rapport

puts customer at ease

everybody loves talking about themselves!

why bother?

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it takes too long

customers get all defensive

they only care about the price anyway

I don’t know how to talk to people

not for me?

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“I’ve learned that people will forget

what you said, people will forget what you did but people will

never forget how you made them feel”

!

Maya Angelou

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define: objection uhb-jek-shuhn noun 1. a reason or argument offered in disagreement, opposition, refusal, or disapproval. 2. the act of objecting 3. a ground or cause for objecting 4. a feeling of disapproval, dislike, or disagreement. !Synonyms 4. complaint, protest, criticism. !

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price

complacency

fear

trust

external influencers

timing

the objections

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break down overall cost into smaller service

help client justify cost personally (from qualification)

focus on positive outcomes

focus on your unique value

focus on quality

USP’s

Price

“Your services just cost too much”

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External Influencers “It’s fine but I need to talk to my partner”

frequently used as an excuse

longer and better qualification should avoid this

if genuine then restart process again

we really want to try and avoid this

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Timing “It’s too much to think about just now - call me back in 6 months”

if there are issues, chances are they will still be there in 6 months

make it easy to become your client

stress your flexibility

re-sell your unique value and qualities

!

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objection overcome?

Great!

move STRAIGHT to the close

DANGER - SALES APPROACHING

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define: close “close the deal” Complete a transaction, as in “Jack was delighted to close the sale” .

This term applies to such transactions as the sale of a house, as well as negotiations

leading up to a sale.

! The latter was also used as to close a bargain, a phrase used by Charles Dickens and

other 19th-century writers:

!"He closed the bargain directly it reached his ears,"

Nicholas Nickleby, 1838.

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just ask - (often the hardest thing to do)

some useful closing “techniques”

Closing the sale

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Closing techniquesAlternative Close

Assumptive Close

Indirect Close / question close

Sharp Angle

Balance sheet

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the alternative close

we can do this or we can do that

WHICH OF THOSE DO YOU PREFER?

Excellent, I will get you booked in right now

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the assumptive close

This is what we can do for you (don’t stop)

So I will get you booked in right now

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the indirect close

aka “the question close”

use indirect or “soft” questions

how does that feel to you?

what does that sound like?

gains positive affirmation from customer

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the sharp angle close

response to a question

if I can, will you? Offer compromise.

can often close a very unsure client

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the balance sheet close

aka - The benjamin Franklin

Write out a pro’s and con’s list

Assist the client (with the pro’s)

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The easiest close is

just to ask for the

business.

All it takes is a little

confidence!

and practice..

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So what happens next?

“It costs on average 6 times more to find a new customer than it does to retain and

maximise the potential from our existing client base, and yet we expend our energy

constantly looking for new clients. We need to focus on changing this paradox in the

21st Century”. Harvard Business Review, July 2009

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starts immediately

measure satisfaction

focussed follow ups

constant contact

customer retention

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ask for referrals

testimonials

social media

positive messages sell products

use positive customers

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don’t get hung up on making it complicated - its not

qualification is just conversation

great qualification limits objections

the easiest sales close is just to ask for the business

ALWAYS, ask for the business!

!

SUMMARY

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Thank you

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