5 Keys to Success

5 KEYS TO SUCCESS

Time tested rules that lead to success in any companySEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach

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1st Key to Success

It all starts with your

BELIEF ENGINE!

SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach




The Catalyst of a Sale is Belief

P + C + Y = BELIEFProduct + Company + You = Belief





BELIEF ENGINE PART - P

Belief in Your Product• Do people need it?• How does it help people?• What makes your product unique?• What is your products competitive edge?





BELIEF ENGINE PART - C

Belief in Your Company

• Why do customers buy from your company now?• What is your company’s reputation?• Is your company going to change the industry?• Are they staying cutting edge or up with the times?





"If you believe you can, you probably can. If you believe you won't, you most assuredly won't. Belief is the ignition switch that gets you off the launching pad.“

- Denis WaitleySEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach




BELIEF ENGINE PART - Y

Belief in You• Do you believe in yourself?• What makes you different from your competitors?• How are you going to separate yourself within your

industry?• Who is in your “Fan Club?”





2nd Key to Success

BePrepared!





Be Prepared!• That's the motto of the Boy

Scouts. "Be prepared for what?" someone once asked Baden-Powell, the founder of Scouting, "Why, for any old thing." said Baden-Powell.

• Be prepared for life - to live happily and without regret, knowing that you have done your best. That's what the Scout motto means.

Excerpted from page 54, Boy Scout Handbook, 11th ed,(#33105), copyright 1998 by BSA, ISBN 0-8395-3105-2





BE PREPARED…

For Your Customer• Most customers are depending on you to prepare for

them and yourself.• Do you know your product or service inside and out?• Do you know the current trends in your product or

service?





BE PREPARED…

For The Objection• What did you anticipate the objection before the

call?• Are you ready for the common objections?• Do you have the facts or materials necessary to

overcome their concern?





BE PREPARED…

For Your Moment• Moments are like shooting stars. If you are not

looking at the sky you could miss it.• To separate you from your competitors• Don’t over stay your “welcome.”





BE PREPARED…

For The Sale• Did you visualize the sale before the call?• Buying signs are there…now “Open” the sale.• Do you have the proper “tools” to close the sale?





BE PREPARED…

To Succeed• Are you ready to be successful?• Be self-provisioning. Don’t wait for your company to

deliver what you need.• Success is a journey…not an event.





3rd Key to Success

Remember the Rules of Engagement





Rules of Engagement -#1

Create a great customer experience. Leave them better off,

then before you got there.






Remember the Golden Rule of Business:Do unto others that you have them do unto you.






Do the right thing!Be a person of

character.






Be a humble servant!Remember,

you need them as much, if not more, then they need

you.SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach





Remain fluid!Do what is best your

customers, not matter what the cost.





4th Key to Success

“Tricks” of the Trade





“Tricks” of the Trade - #1

Don’t take stupid No’s

• Make sure you are not letting your customer off the hook with a “stupid” no.

• A “stupid” no is defined by a minimal reason why they won’t buy from you.

• Maybe is a “stupid” no.






Give them something to say no to!

• People don’t want to say yes to the first price or deal. They know that there is something better is they say no.

• It makes them more comfortable. It helps them feel like they win and will allow them to justify it to the “mystery” partner is necessary.

• This will allow “roadblock” to surface. It will get you closer to the yes.


Leave room to negotiate!

• Start will a high price. If they say yes, great. If they say no, now you have the room to concede.

• Remember the rule of 3. By the third proposal, the likelihood of the sales increases significantly.

• People want a deal. It makes your customer feel like they won.


Allow them to “test drive” your product or service• Help them see themselves using your product or service.

Create a “picture” of the benefits or outcome. • Give them a trial version is applicable.• Remember the Jones’. Name drop or show them who is using

your product. People don’t want to be the experimental lab rat.


Fear of loss is more impactful than hope of gain

• When do you do to the doctor? When your sick? Or when you healthy?

• What do your customer lose by not doing business with you?

• Remember human nature. People don’t like to lose!

5th Key to Success

SAY THANKYOU!

Thank You Tip - #1

Say it!

• When you are done with the sale, say thank you. • People remember gratitude.• It makes them happy too!





Thank You Tip - #2

Send them a note.• It feels good to know you are thanked after the sale.• It keeps you in front of them.• Send “snail mail” over email. If you can’t…send the

email. • Send holiday or birthday cards to current customers





Thank You Tip - #3

Follow Up

• This shows the customer that they matter to you!• They may have questions or concerns that you can address

early rather than allowing them to stew over the issue. • Allows you another opportunity to present a new of

different product or service.





Thank You Tip - #4

Leave them saying WOW!

• Add a little something to get them to come back. • Give them an offer to experience something else. • Give a referral.





Thank You Tip - #5

Give a Referral• It is much easier to get a referral if you give one first.• Help them with another aspect of their life by

providing a name of someone that fill the need.• This is the BEST form of thanks!





Thank YouAnd

Remember to Have a Great Day

or Make It One!!!!



