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Sales Synopsis

 

Introduction to selling

• Definition of selling
• The definition of a seller
• The definition of a buyer
• Selling
• Sales requirements
• Sales strategies and tactics
• Attitude
• Ways we sell
• Person-to-person
• Telemarketing
• Direct mail
• Email
• Internet
• Seminars and conferences
• The selling process - strategies and tactics
• The process
• Sales stages
• Product knowledge
• Develop a positive sales attitude
• Enjoy selling
• Be excited

Prospecting success strategies

• Prospecting
• What is prospecting
• What is a prospect
• A customer profile
• Building your customer profile
• Channel ratings
• Lead channels
• Decision making authorityThe decision maker
• The decision influencer
• Political influence
• Financial influence
• Technical influence

First contact success strategies

• First contact
• Establishing buyer trust
• Building rapport
• Smile
• Handshake
• Use names
• Be sincere and friendly
• Using a trust substitute
• Common ground
• Compliment and affirm
• Professional greeting
• Professional image
• Be on time
• Body language and eye contact
• Attention grabbers

Qualification success strategies

• Qualifications
• Buying criteria
• Buying motive
• Qualification steps
• Discovery questions
• Close-ended questions
• Open-ended questions

Qualification success strategies

• Alternative questions
• Assessment questions
• Reward questions
• Effective listening

Presentation success strategies

• The presentation stage
• Delivering a prospect-specific presentation
• Prospect-specific information
• Buyer motives
• Personal attention
• Safety
• Financial
• Proof-of-success
• Product demonstration
• Success stories
• Customer testimonials
• Awards
• Feedback
• Keys to a powerful presentation
• Energy & passion
• Be positive
• Assume the sale
• Summarize
• Exercise

Successful objection resolution

• Strategies
• Resolving objections
• Create objection responses that reduce conflict
• Acknowledge
• Identify
• Resolve
• Product/servic
• Uncovering hidden objections
• Ready to close
• Ready to close but has a fear of buying

Successful closing strategies

• Closing stage
• The fear barrier
• Sellers fear
• Buyers fear
• Buying signal
• Verbal buying signals
• Non-verbal buying signals
• Direct close
• Minor point close
• Alternative/multiple choice close
• Action close
• Opportunity windows close
• Benefits close
• Trial product close
• Objection close
• What do you do if your prospect says no
• What do you do when a sale is lost

Wrap-up & follow-up strategies

• Wrap up and follow up
• Referrals
• Follow-up and repeat sales
• Strategies that create repeat sales