Post on 16-Aug-2015
Talk too much
Talk about themselves way too much
Don’t know my business
Don’t understand my customers
Don’t know their own products & services
Don’t tell the truth
Don’t deliver on their promises
Only worried about their commission
Can’t prove their value
WASTE MY TIME!
2
The Goal: Trusted Advisor
• See themselves as a “professional” and selling as a “craft”
• Asks superb questions
• Listens attentively – takes great notes
• Understands their customer’s business
• Understand their customer’s customers
• Is an expert on their products & services
• Is customer focused – not “closing” focused
• Tells the 100% truth at ALL times
• Keeps their promises
• Can clearly demonstrate superior value
• Never wastes a client’s time 2
Let me make this VERY simple…
• Sales results are directly proportional to the number of well-planned and professional sales calls made to Key Decision Makers at highly targeted prospect accounts.
NITB
Follow the ORDER
• Opportunity• Resources• Decision Making Process• Exact Right Solution• Relationship
7
Workshop
What are the top 3 objectionsthat you get most often?
Go to page 26 at the end of the
workbook
How to ask better questions
Cushions: In order for me to help you…
Conditions: I was looking at your website and noticed that…
Limiting: What are your top three most important…
Expansion: Can you share with me everything…
Clarifying: What, specifically did you mean by…
Perception Checking: Does that sound OK?
Relationship: Are you comfortable?
Hot Words: anger, frustration, concern, worry…
Please read pages 9 - 14
S.C.C.C.S.
Create a GapCurrent State vs. Desired State
Amplify CostsMoney – Time – Resources - PeoplePositive - Negative / More – LessBusiness / Personal
Build a Solution Theirs first – Yours last
15
How can you AMPLIFY the costs?
Positive / NegativeMore /Less
Business / PersonalMoney
ResourcesTime
PeopleCustomers
OpportunitiesRisk
StressSuccess
HappinessAchievement
LossFailure
20
Floating Lotus SpaNeeds Analysis Meeting
1. Current State of Business / Practice
2. Vision of Desired Future (1-3 years)
3. Opportunities / Challenges
4. Potential Impacts
5. Possible Solutions
6. Potential Offerings
See the example on page 25
Summary
• Be a Trusted Advisor• Ask don’t Tell• Technique is Nothing• The 4 Cs of Trust• Exact Right Solution• Forget about Your Company• Slow Down for Yellow Lights• Handling Objections• No Guessing• Gap Cost Solution• SCCCS Questioning model• Needs Analysis Agenda