Close Deals Faster
28 September 2016
The Feedback Sandwich
P_________
I___________
E___________
ositive
mprovement
ncouragement
Be certain - Not 90% ... 100%
Convince - Examples
Afters - Question and Repeat to customer
What qualities make a good sales person?
Good Talker Product Knowledge Confidence Hardworking Good listener
What qualities make a good sales person?
Goo d Talker
or
Goo d listener
What qualities make a good sales person?
It’s about listening
Selling
Features Vs Benefits
What is the difference between a feature and a benefit?
Features Vs Benefits
Our feature Your benefit
Different interests
"Kodak doesn’t sell film,
It sells memories."
George Eastman - Founder
Most common afters
Most common afters
Time saved Income increase Risk reduction Expenditure reduction Stress relief
Be certain - Not 90%
... 100%
“What people want is not knowledge, but certainty.”
Bertrand Russell
Can you prescribe a solution?
Can you make yourself memorable?
F i r s t I mp r ess i o n s
Certainty (non-verbal)
Certainty (non-verbal)
Certainty (non-verbal)
Certainty (verbal)
People buy from People
You like me
We can do business together
I like you
People buy from People
Convince - Examples / evidence
Proof point It works because…. Case Study Shows you’ve succeeded with similar things before.
Testimonials Gives credible third party evidence you can deliver.
Reference Let them speak to someone who’s experienced your work.
Your process Explain what you’ll be doing and why it’s better than the alternative.
Free advice Makes them think “I’d not thought of that. What else does she know that I don’t?”
List of people/companies you’ve helped
Shows you know what you’re doing (and people often follow the crowd).
Your credentials Shows you’re qualified to do it.
Financials that stack up Proves number work.
Different pricing options Let them choose their risk level.
Awards Shows you’re better than your peers.
PR Suggests you “must be good if people are writing about you.
Closing
All these benefits for...
In writing – State your value proposition
Closing
All these benefits for...
Shut up!
In writing – State your value proposition