The SalesITV Sales Process
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description
SalesITV's proven sales process - driving amazing results for Australia's leading brands.
Transcript of The SalesITV Sales Process
© SalesITV -‐ All Rights Reserved. The Sales Process
Having a defined sales process will enable you to:!!• Define current
behavioural strengths and weaknesses!
• Chunk down improvements!
• Coach more performance and improvement more effectively.!
© SalesITV -‐ All Rights Reserved. The Sales Process
Outcome Focus!
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Outcome Focus!!• PDA your meetings!!
© SalesITV -‐ All Rights Reserved. The Sales Process
Outcome Focus!!• PDA your meetings !
• Additional outcomes increase productivity!
!
© SalesITV -‐ All Rights Reserved. The Sales Process
Outcome Focus!!• PDA your meetings !
• Additional outcomes increase productivity !
• Test the quality of meetings!
!
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2 Credible Reason !!
The Sales Process
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2 Credible Reason !!!• Salespeople are
generally not lazy!!
The Sales Process
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2 Credible Reason !!!• Salespeople are
generally not lazy !
• Customer’s reasons vs. Your reasons!
!!
The Sales Process
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2 Credible Reason !!!• Salespeople are
generally not lazy !
• Customer’s reasons vs. Your reasons !
• Problems your prospects are facing!
!
The Sales Process
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Build Rapport and Credibility ! !!
The Sales Process
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Build Rapport and Credibility ! !!!• Deliberate Strategies!!
The Sales Process
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Build Rapport and Credibility ! !!!• Deliberate Strategies !
• Leverage Social!!
The Sales Process
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Build Rapport and Credibility ! !!!• Deliberate Strategies !
• Leverage Social!
• “Experts” get paid more than “friends”!
!
The Sales Process
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Explore and Listen!
The Sales Process
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Explore and Listen!!• Seek to understand
before seeking to be understood (Convey)!
The Sales Process
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Explore and Listen!!• Seek to understand
before seeking to be understood (Convey)!
• Ability to persuade correlated to depth of understanding!
!
The Sales Process
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Explore and Listen!!• Seek to understand
before seeking to be understood (Convey)!
• Ability to persuade correlated to depth of understanding!
• Prove you listened!!!
The Sales Process
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Gain Permission !!
The Sales Process
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Gain Permission !!!• Just because I have a
problem…!
The Sales Process
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Gain Permission !!!• Just because I have a
problem…!
• Do you really deserve to sell me something?!
!
The Sales Process
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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!
!!
The Sales Process
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Offer Solutions!!
The Sales Process
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Offer Solutions!!!• “From” is more important
than “To”!
The Sales Process
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Offer Solutions!!!• “From” is more important
than “To”!
• Develop a headline!
The Sales Process
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Offer Solutions!!!• “From” is more important
than “To”!
• Develop a headline !
• Experiences beat words!!
The Sales Process
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Ask for Outcomes !!
The Sales Process
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Ask for Outcomes !!!• Don’t make the big
mistake!!
The Sales Process
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Ask for Outcomes !!!• Don’t make the big
mistake!!
• Know your strategy!
The Sales Process
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Ask for Outcomes !!!• Don’t make the big
mistake!!
• Know your strategy!!• Role play “live” deals!!
The Sales Process
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Handle Objections!
The Sales Process
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Handle Objections!!• Remove the emotion!
The Sales Process
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Handle Objections!!• Remove the emotion!
• Develop the list!
The Sales Process
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Handle Objections!!• Remove the emotion!
• Develop the list !
• Test the credibility of responses!
The Sales Process
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Next Steps!
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Next Steps!!• Plan before the meeting!
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Next Steps!!• Plan before the meeting!
• Develop options!
© SalesITV -‐ All Rights Reserved. The Sales Process
Next Steps!!• Plan before the meeting!
• Develop options !
• Easier when you’re face-to-face!
© SalesITV -‐ All Rights Reserved. The Sales Process
Having a defined sales process will enable you to:!!• Define current
behavioural strengths and weaknesses!
• Chunk down improvements!
• Coach more performance and improvement more effectively.!
© SalesITV -‐ All Rights Reserved.
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!
The Sales Process
