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

A Typical Pitch

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