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PowerSales
Globe 0917-555-JOEY (5639)
www.facebook.com/joeypinedareyes
www.facebook.com/powerspeak
@joeypreyes
HAND CLASP
Definition of Insanity
Insanity is doing the same things over and over again and expecting different results.
Sales is the LONELIEST JOB
Sales is the LONELIEST JOB
Everyday your daily DIET is REJECTION
Personal Average?
How many sales did you make last year?
How many prospects did you talk to ?
If you do something often enough a ratio will appear
Once the ratio starts, it tends to continue
Law of averages
Career Stats
Field Goal 49.7%
3 point 32.7%
Free Throw 83.5%
Career Stats
Field Goal 45.3%
3 point 33.7%
Free Throw 83.8%
If you know your ratio you can compete
Work the averages
Make up in numbers what you lack in skills
Law of averages
Sales Activity Calculator
When you get better your ratio will improve
Anyone can get better
Law of averages
"I've missed more than 9,000 shots in my career. I've lost almost 300 games. 26 times I've been trusted to take the game winning shot and missed. I've failed over and over and over again in my life...and that is why I succeed."
Sales is the HIGHEST PAID hard work
and the LOWEST PAID easy work.
"I am not judged by the number of times I fail, but by the number of times I succeed: and the number of times I succeed is in direct proportion to the number of times I fail and keep trying." Tom Hopkins
44% quit trying after the first call
24% quit trying after the second call
14% quit trying after the third call
12% quit trying after the fourth call
94% TOTAL QUIT AFTER THE FOURTH CALL
60% of sales are made after the fourth call
AMAZING STATISTIC
Obstacles to Closing2 of their fears and 1 of yours
Their fears:
Fear of failure
Fear of criticism
Your fear:
Fear of rejection
Why do people buy?
Logic or Emotion?
Emotional Reasons People Buy Keeping up with the Joneses
Love of family
Fear
Greed
Lifestyle
Status symbol
Be accepted
Jealousy
Envy
PowerSales
Handling ObjectionsAre objections good or bad?
Objections are signposts on the way to the sale.
2 Don’ts
1. Don’t Argue
2. Don’t Attack them when you handle their objection
1 Do
Do Lead them to answer their own objection
Handling Objections Feel Felt Found
Put the shoe on the other foot
Change their base
The guarantee
Review their History
Definition of Closing
Closing is the process of helping people make decisions that are good for them
Minor Closes Tie-Down
State a selling assumption and confirm with the buyer and ask…Isn’t it, Don’t you agree? Di ba? Don’t you think?
If the salesman says it they doubt it, but if they say it then It’s True!
Minor Closes Tie-Down
Alternate Choice
Never ask a “say no” question
Minor Closes Tie-Down
Alternate Choice
Porcupine
If the buyer asks a question answerable by “yes” then use the porcupine
PowerSalesNovember 25
New Horizon Hotel
Investment P6,800
Today P3,400
Globe 0917-555-JOEY (5639)
Facebook.com/joeypinedareyes
www.facebook.com/powerspeak
@joeypreyes
Happy Selling!