Sales Masterclass

Welcome to

Waits for someone to ask if they can buy …

Talks about nothing more than the product …

Promises the World just to get a sale …

Helps the customer find what they need …

HELP… 7. Answer any questions – pre-empt objections!!!!! 8. Offer solutions – what’s in it for them! 9. Answer any questions – more information

HURRY… 10. Closing 11. Overcoming objections 12. Get started

TRUST... 1. Preparation 2. Build rapport 3. Positioning/Purpose statement 4. About us

NEED… 5. Questions – find the pain/challenges/areas of concern 6. Summarise - and get feedback

Therefore 70% of your time with a prospect is not selling!

Little things that are quite inessential but play a great part in pursuading people you

are good at what you do? ...

Within 3 seconds of meeting your prospect, you can lose the sale

Present yourself in an appropriate manner EVERY TIME!

  Suit

  Shoes

  Always be On Time ...

  Keep in Touch ...

  Always follow up…

  Remembering teams names…

  Quality of sales material..

  Samples...

  Delivery...

  Price/Cost

  Down Payment

  Contract

  Purchase/Buy

  Sell/sold

  Deal

  Sign here

  Pitch

  Objection

  Prospect

  Problems

  Appointment

  Investment

  Instalment

  Paperwork

  Invest/Own

  Get started

  Opportunity

  OK

  Presentation

  Area of concern

  Future client

  Challenges

  Meeting

Words = 7%

  Open gestures

  Smiling

  Nodding

  Chatting-partners

  Asking questions

  Leaning forward

  Steeple gestures

  Elbows on the desk

Body Language =

  Arms/Legs crossed

  Foot tapping

  Tutting

  Rubbing eyes

  Head in hand

  Rubbing bridge of nose

  Eyes closed

  Looking down/away when talking

  Tugging Ear

55%

“ Can I just explain how I would like to make the most of our time together today. What I would like to do is outline what it is that Toluna do and how we help individuals such as yourselves. Then I would like to ask you some questions so that I can get a real understanding of your needs and specific requirements. Then I will run through the choice of solutions that we have and if we can both see the benefits to you and us I am going to ask you to make a decision today. Would it be OK if we worked along those lines ?”

(Name)

End of your work

Past Future

X

  Features – explain what the product/service is or does – like facts

  Benefits – explain what’s in it for the buyer (WIFM)

Want benefit related statement which turn features into benefits:

  Which means that …..

  So obviously….

Then..

  Write down 5 facts about your service

  What are the benefits to the seller

  Use a benefit related statement in your sentences

Fact - 96% of all sales are made after the 6th close. How many sales people

give up after 1. How many don’t even use 1?

Between 62 –70% of sales people DO NOT

ask for the sale

  Silent – ask for the business and then keep quiet

  Alternative – either or

  Assumptive – what will happen next is..

  Direct – do you want to proceed or not

  Fear – eg limited offer, one left