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So What Do Most PEOPLE Think Of
When They Hear The Word SALES or
SELLING?
kar·ma (the universe has a perfect accounting system) n. Hinduism & Buddhism The total effect of a person's actions and conduct during the successive phases of the person's existence, regarded as determining the person's destiny.
1.Fate; destiny. 2.Informal A distinctive aura, atmosphere, or feeling: There's bad karma around the house today.
American Heritage Dictionary
karma (kär'mə)
American Heritage Dictionary
sale (sāl) n. The exchange of goods or services for an amount of money or its equivalent; the
act of selling. sales =activities involved in selling goods or services.
selling (sel)1. to transfer (goods) to or render (services) for another in exchange for money;
dispose of to a purchaser for a price2. to deal in; keep or offer for sale: 3. to make a sale or offer for sale to
4. to persuade or induce (someone) to buy something: The salesman sold me on a more expensive model than I wanted.
[Middle English, from Old English sala, from Old Norse.]
So What Really Is Selling?
There Is A Process To Sales! 5 Steps of Sales 101
PROSPECT
QUALIFY
PRESENT
CLOSE
SERVICE (SUBSTANTIATE)
Prospecting (A LABOR of LOVE)
Research - The Internet, Database Companies, Company Web Sites, Brochures, Annual Reports, Partnerships, etc…
Pertinent Contact Information- Call!, “Can You Please Help Me?” Gatekeeper Relationships (Names), Tone, E-Mail Issues (Our Daily Work Lives)
How much ELBOW-GREASE do you have on today?
CRM (Customer Relationship Management)- The #1 Most Important Aspect of Selling!, The 5-8 Touch Method of Senses Selling, Keeping Copious Notes, Dates, Times, Discussions , Follow-Up Reminders, Stay on the Radar Screen! Owners and Sales Manager’s Finest Tool!Networking- Business cards, Everywhere you go (It’s Who They May Talk To!)
Being DAP’ed- Your Ego, Your Writing (Adjectives), Your TONE!, Your Appearance , All of THIS Makes The Difference In PROSPECTING well!
Genuine Follow-Up- Tone (E-Mail-Voice Mail Scripts), WIIFT /WIIFM
No Roller Coasters HERE, Consistency PEOPLE!
Remember, No One Is Sitting Around Waiting For You!
Qualifying, A Waste of Time?
Budgets/Money
What Affects Buying Purchases Today In Business?
Timing/Decision Making Process Internal Issues Evaluation of Vendors/Proposals
Notables: Qualifying Questions (Have You Scripted Them?), Adjectives/Tone, Eye Contact/Perception,
Understanding WIIFT and Presenting your USP.
Ask Questions Instead Of Talking!
Don’t Get Tongue-Tied When Asking Qualifying Questions!
Presenting-It’s All About PERCEPTIONPresentations Start At Prospecting (Tone/Scripting Voice Mail, Email, Direct Mail, Faxes) Communication In General
YOU are The Presentation! Understand Your Demographic, Don’t Try And Be Someone You’re NOT! Appearance (People Pick Up On This!)Re-Cap Objectives FIRST, Then Proceed With Your Solutions Like A Physician! Symptoms Sell!
How Well Did You Prepare? Are You Early To Set-Up? Are Your Materials IMPECCABLE? Succinct-Comprehensive-Bullet Points-WIIFT-PAUSING-Listening, Eye Contact/Body Language, Time Frames (Ask!)
Did I Meet Your Expectations In This Presentation? Confidence Comes From Preparedness! How Well You Pre-Qualified Will Tell You How Well You Do In Presenting!
Presenting Takes PREPARATION-Now GIVE ME YOUR MONEY!
Closing-Those Who Speak First…Most Salespeople Are Afraid To Ask! Then Get Out Of SALES!
Tone/Eye Contact/Wording- “So If I…., Would You Consider Moving Forward?”
Contract Preparation! Spell Out Payment Terms Right Away! You Are NOT Going Back To The Office To FAX or EMAIL A Proposal!
If The Person You Are Presenting To Needs To Ask Someone Else About How To Move Forward Then….
Remember-People Make Decisions Based Upon 3 Things:
EGO Money Fear
THE BOTTOM LINE, Be Prepared To Close!
And You Have To Ask!
Service/Substantiation=Referrals! Unfortunately, You HAVE To Be Part Of The Servicing Process Of Doing Business. Don’t Count On Anyone Else!
Ask Your Customer How Well You Did! Don’t Ask and Lose!
Continue Good Communication-Be Genuine, Mean What You Say or Write! Thank You Cards, Personable E-Mails Mean Something!
Don’t Ask For Referrals Unless You’ve Earned Them! Ask In A Classy Way Already!
A Few Purple-Word Bullets
CRMWIIFT
USP
DAP’ed
Genuine!CTA’s
Ego-Money-Fear
Mutually BeneficialDemo
Field-Trip
