MEGA WINNING SALES STRATEGIESInnovare Realty SolutionsFebruary 28, 2013

“Success is not to be pursued, it is attracted by the person YOU become”- Jim Rohn

The Sales Industry Higher Income More incentives Faster career

advancement Success is Result

Oriented Freedom of

movement Handle your own

time Meet more people Have more fun

Why are you here?

Who CAN Sell?

Everybody!

6 Step Sales Process1. Prospecting2. Qualifying3. Presentation and Tripping4. Handling Objections5. Closing6. After Sales Service

ProspectingP –R – O – S – P – E – C – T – I – N – G –

Prospecting See Twenty People Belly to Belly1. Sphere of Influence2. Referrals

After refusal After the close After a great service

3. Cold Calls4. Internet5. Point of Purchase

Prospecting6. Newspaper7. Socio Civic Organizations and

Events8. Client Swap Meet9. Orphan Adoption10. Buyer’s Itch Cycle

LOCATE L – O – C – A – T – E –

How Do You Qualify Prospects? M

A N

Understand how the Decision Making is Done

If the Prospect qualifies, it is your DUTY to sell to him

Selling Questions Learning

Questions Bonding

Questions Teaching

Questions Closing

Questions

Presentation is Everything

You

Presentation is Everything

Your Products and Services

Knowledge Knowledge of Product & Company

Knowledge of Finance

Knowledge that what you are

doing is GOOD FOR THEM You only have one face

Presentation is Everything

Your Presentation Materials

Presentation is Everything

Your Communicatio

ns Skills

Do you Want to Know the Shortcut?

AttitudePositive Mental Attitude Basis of all successful

selling is: Confidence

Self-Belief Informed

Optimism Can-Do

Pride Company Product

Customer Care A selling attitude

is a caring attitude

AttitudeAttitude Towards Failure

Sales is the Loneliest Job

Love the Word “NO”

Do you know your Ratio?

Law of Averages

TRIVIA 40% quit after the 1st call 24% quit after the 2nd call 18% quit after the 3rd call 12% quit after the 4th call TOTAL OF 94% QUIT AFTER THE

FOURTH CALL 60% of Sales are made after the 4th call

Obstacles to Closing THEIR Fear of Failure

Negative Buying Experiences People like to buy, but they don’t

like to be sold THEIR Fear of Criticism

They already experienced criticism before

YOUR Fear of Rejection

F-E-A-R

SW4 Some Will Buy Some Will Not

Skills

Unconscious Incompetent

Conscious Incompetent

Conscious Competent

Unconscious Competent

How to Avoid Poor Performance?

Does Practice Makes Perfect?

Proper Practice makes Perfect

The Great Players Do Practice

Why Do PeopleBuy From You?The Prospect likes

You The Prospect

believes and trust in You

They have the problem, You have the solution

Establishing VALUE W.I.I.F.M. Money = Security

You Attract People The SECRET to Wealth and Fortune

SERVICE

Do We Use LOGIC or EMOTION when Buying?

People buy using EMOTION

People need logic to Justify what they bought

Emotional ReasonsPeople Buy Keeping up with the Joneses Love of Family Fear Greed Lifestyle Acceptance Jealousy/Envy Love of Self

Sell the SIZZLE..NOT the Steak Features Advantages Benefits

What makes you different? Why would they buy from you?

Be a friend, advisor, and a consultant to your buyer, not a Seller

Handling Objections Objection is simply a

________________________

If the buyer is not OBJECTING, he is not interested!

If they are afraid to FAIL, they’ll gonna ask a lot of questions

Objections are signpost on the way to making a sale!

Handling Objections Do not Argue with the Prospect!

Steps1. LISTEN2. FEED the Objection BACK3. QUESTION the Objection

Techniques forHandling Objections Feel Felt Found Put the Shoe on the Other Foot Change Their Base The Guarantee Review Their History

Techniques forHandling Objections Do a TRIAL CLOSE once you have

met an objection Understand that buyers are afraid Try to avoid negative words

CLOSING the SALE When Do You Close?

ALWAYS!! Always Be Closing

CLOSING Process of HELPING people make a

decision that is GOOD FOR THEM

Steps in Closing a Sale1. Make the Decision for them2. Gently Lead them to that decision

TRIAL CLOSE Tie-Down

If the we said it, its salestalk, if the buyer said it, it’s Gospel Truth!

Alternate Choices Porcupine

Buying Signals When they ARE NOT ready to buy

Avoiding eye contact Making “not now” excuses Looking at many different products Moving around quickly

Buying Signals When they ARE READY to buy

Spending time looking at one product type

Looking around for somebody to help them

Asking questions about detail Asking about price Using possession language Asking another person’s opinion Body state changes Touching the money

Super Closing Techniques Summary Close Written Close (Pen) Assumptive Close Economic Close Alternate Choice Close Companion Close Compliment Close Secondary Close

Super Closing Techniques SRO Close Last Item Close Conditional Close Ownership Close Calendar Close Demo Close Puppy Dog Close Doubt Close

Super Closing Techniques Embarrassment Close Never the Best Time Close Treat Close Erroneous Close Best Things in Life Close (Yes) No Close Valued Customer Close 1-2-3 Close

Super Closing Techniques Testimonial Close Guarantee Close Humor Close Selective Deafness Close Limited Time Close Ego Close Higher Authority Close Idol Close

Super Closing Techniques Similar Situation Close I’ll Think It Over Close Reduction to the Ridiculous Close It’s not in the Budget Close

After SalesSELLER BUYER

Objective achieved Judgment postponed, time will tell

Selling stops Shopping continues

Focus goes elsewhere Focus on purchase, wants affirmation

Tension released Tension increased

Relationship reduced Commitment made; relationship intensified

After SalesStage of Sale Seller Buyer

1. Before Real hope Vague need

2. Romance Hot & heavy Testing & hopeful

3. Sale Fantasy: Bed Fantasy: Marriage

4. After Looks elsewhere for next sale

“You don’t care!”

5. Long After Indifferent “Can’t this be made better?”

6. Next Sale How about a new one?

“Hello??!”

After SalesPositive Actions Negative Actions

Initiate positive phone calls; Use the phone

Make only call backs; use correspondence

Make recommendations Make justifications

Make service recommendations Waits for service requests

Use “we” problem solving language

Use “owe us” legal language

Use jargon or shorthand Use long winded communications

Show possible problems Hide problems

Talk about “our future together” Talk about making good in the past

Accept responsibility Shift blame

After Sales Customer Retention Continuous Customer Contact Focus on Customer Value Long Term Customer Service High Commitment in Meeting

Customer Expectations Quality is the Concern of Everyone

Goal Setting

Define GOALS? GOALS are DREAMS with a

Deadline S M A R T

Goal Setting

Projecting Your Sales 3-5 Projects in your cluster Average Price per project

Goal SettingMy Sales Target for the Month of _________

Project Average Price

Units Amount

Project 1

Project 2

Project 3

Project 4

Project 5

TOTAL

Goal SettingMonth Units Amount

JanuaryFebruary

MarchAprilMayJuneJuly

AugustSeptember

OctoberNovemberDecember

TOTAL

“Unless you try to do something beyond what you have already mastered, you will never grow”

- Ralph Waldo Emerson