Understanding the Science of Sales
Creating Sales, Generating Business
The secret of selling
Be Brilliant
The customer wants you to be great
Most people are boring
Customers like to talk
Know why you are meeting
Ask for the business
Whether you think you can or you think you can’t ……..
You are PROBABLY RIGHT!Henry Ford
Selling Equation
ACTIVITY X FOCUS X SKILLS
COURAGE X LUCK= RESULT
The Basics
Say why you are there – be honest
Understand the customer – become an expert
A no means you didn’t understand - keep going
Don’t be boring
Ask for Money
Where should we be?
Productivity
Profitability
Customer Intimacy
Cost Management
In hard times it just got easier
The money is all in one place
It is easy to liberate
Decisions are quick
There is a new problem
I’m not worthy
KPIs - Formula for Success
Activity
Focus
Skills
Number of Apts
CEO Apts
Apts on Message
Account Planning
Deal Planning
4X Funnel
30 Day 95% Outlook
100% On Plan
Trend
Size
Specific
Phase StyleKPI
Sales Process
Agenda
Listen
Explore/Examine/Evaluate
ROI
Transaction
Objection Handling
Listen
Test Understanding
Gain Commitment
Misunderstanding
Apologize
Clarify
Close
Genuine Disadvantage
Maximize Benefits
Doubt
Proof
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