Sales Process
- 2. Having a defined sales process will enable you to: Define current behavioral strengths and weaknesses
- 3. Having a defined sales process will enable you to: Define current behavioral strengths and weaknesses Chunk down improvements
- 4. Having a defined sales process will enable you to: Define current behavioral strengths and weaknesses Chunk down improvements Coach more performance and improvement more effectively
- 5. Outcome Focus PDA your meetings
- 6. Outcome Focus PDA your meetings Additional outcomes increase productivity
- 7. Outcome Focus PDA your meetings Additional outcomes increase productivity Test the quality of meetings
- 8. Credible Reason Salespeople are generally not lazy
- 9. Credible Reason Salespeople are generally not lazy Customer’s reasons vs. Your reasons
- 10. Credible Reason Salespeople are generally not lazy Customer’s reasons vs. Your reasons Problems your prospects are facing
- 11. Build Rapport and Credibility Deliberate strategies
- 12. Build Rapport and Credibility Deliberate strategies Leverage social
- 13. Build Rapport and Credibility Deliberate strategies Leverage social “Experts” get paid more than “friends”
- 14. Explore and Listen Seek to understand before seeking to be understood (convey)
- 15. Explore and Listen Seek to understand before seeking to be understood (convey) Ability to persuade correlated to depth of understanding
- 16. Explore and Listen Seek to understand before seeking to be understood (convey) Ability to persuade correlated to depth of understanding Prove you “listened”
- 17. Gain Permission Just because I have a problem...
- 18. Gain Permission Just because I have a problem... Do you really deserve to sell me something?
- 19. Gain Permission Just because I have a problem... Do you really deserve to sell me something? Stop selling to people who aren’t ready to buy
- 20. Offer Solutions “From” is more important than “To”
- 21. Offer Solutions “From” is more important than “To” Develop a headline
- 22. Offer Solutions “From” is more important than “To” Develop a headline Experiences beat words
- 23. Ask for Outcomes Don’t make the big mistake!
- 24. Ask for Outcomes Don’t make the big mistake! Know your strategy
- 25. Ask for Outcomes Don’t make the big mistake! Know your strategy Role play “live” deals
- 26. Handle Objections Remove the emotions
- 27. Handle Objections Remove the emotions Develop a list
- 28. Handle Objections Remove the emotions Develop a list Test the credibility of responses
- 29. Next Steps Plan before the meeting
- 30. Next Steps Plan before the meeting Develop a list
- 31. Next Steps Plan before the meeting Develop a list Easier when you’re face-to-face
- 32. Having a defined sales process will enable you to: Define current behavioral strengths and weaknesses Chunk down improvements Coach more performance and improvement more effectively
- 33. Suggestions on next steps Reflect on your personal strengths and weaknesses Review the free video with your team and discuss Place it where you can see it everyday and review/ discuss deals using the process