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The Sales Process from A to Z

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THE NEED FOR A SALES PROCESS
PROBLEM
The results of a recent study conducted by The Sales Board confirmed what we have known for some time. Prospects are speaking up about how they feel about salespeople who are less than professional. We thought that you would like to see these statistics as they reinforce the need for a sales process and challenge you to improve your qualifying efforts.
DIAGNOSIS
The study showed the following startling facts. Can you relate to them as a salesperson or as a buyer?
Fact: 82% of salespeople fail to differentiate
Result: They lose the business, fail to sell value
Fact: 86% of salespeople ask the wrong questions.
Result: They miss selling opportunities and end up wasting time while appearing unprofessional.
Fact: Only 18% of salespeople close without discounting price.
Result: Discounting becomes a habit and profit margins are eroded.
Fact: 95% of customers say salespeople talk too much.
Result: Customers are bored and feel salespeople don’t care about understanding their problems.
Fact: 62% of salespeople do not earn the right to ask questions.
Result: They fail to position the sale properly and don’t gain commitment.
Fact: 85% of salespeople use a selling process that is extremely ineffective, compared to the buyer’s system.
Result: They close less than 50% of the business that they should close, with disastrous effects on their companies’ sales and their personal incomes. You may be ‘winging it’ if you find yourself relating to any of the following: (a) chasing prospects who don’t return calls; (b) hearing ‘think it over’ all too often when you ask for the business; (c) cutting price in an effort to obtain or keep business; and (d) spending most of your time in front of people who are not decision makers.
SOLUTION
1. Stop assuming that your prospect needs what you’re selling.
2. Learn how to ask more questions to see if the prospect has any serious ‘pain’ issues that your product or service can resolve.
3. Learn a sales process to help you stay in control of the sales interview.

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The Sales Process from A to Z

  1. 1. Steps to summitingSteps to summiting Prospecting Partnering Qualifying Identifying/Creating Presenting Summiting o b j e c t i o n s ?
  2. 2. Quick Quiz? 1. To persuade a client it is better to give information than seek it? 2. The more the customer knows about your product the more likely they are to buy? 3. Effective sellers tell customers about their product as soon as possible? 4. When selling the more questions you ask the better? 5. Benefit statements during call opening is effective to get customers attention? 6. The more experienced you are at selling the more successful you will be? 7. All customer needs are the same? 8. A satisfied need will always lead to a sale?
  3. 3. Quick Quiz? 9. A customer with a very big problem is always ready to accept a solution? 10. When a customer states a problem you can solve you should immediately offer your solution 11. A good opening will determine whether you make the sale 12. The more features and advantages you describe the more likely you are to make a sale 13. Closing techniques are effective in major sales 14. Objections are a sign that your customer is interested in your product, so the more objections you get the better the chances of making a sale
  4. 4. Everything is the same… • Levels of Service • Product • ROI Business Case • References • Brand • Price & Terms • Product Availability
  5. 5. The product advantage has all but disappeared… In a world of commodities … the only differentiator is YOU!YOU!
  6. 6. Why should I brand myself? If you don't brand yourself, others will. Catherine Kaputa
  7. 7. Value and Price? What creates VALUE? • Solving problems and going …….. Beyond what is EXPECTED • Helping clients achieve business and personal objectives • Insight, over and above information and expertise Clients for Life - Sheth and Sobel
  8. 8. ProspectingProspecting
  9. 9. The prospecting headache
  10. 10. Cold-calling is deadCold-calling is dead
  11. 11. What is prospecting? WORKBOO K P11 "Prospecting is defined as any activity or conversation you engage in to position yourself in front of a prospect with the intention to inquire, assess, discover, and educate so that you can determine whether there's a fit and a relationship that's worth pursuing which can then lead to presenting your product or service in order to earn your prospect's business." Here’s the lesson about prospecting: To find gold, you’ve got to look in the
  12. 12. Qualifying Questions:  Have a profile of your ideal customer  Have a set of criteria that suspects must meet  Is their problem sufficiently compelling for him/her to take urgent advice?  Does the suspect have the money or budget?  Do they want to implement NOW?’  Time & Territory Management – who is in control?
  13. 13. Steps to warm calling:  Plan – watch your internal dialoguePlan – watch your internal dialogue  Intro – “I’ve been researching youIntro – “I’ve been researching you & your company and…”& your company and…”  Present the link opportunityPresent the link opportunity  Our specific USP (how we can help)Our specific USP (how we can help)  Name drop – 3rd partiesName drop – 3rd parties  Close on a meetingClose on a meeting
  14. 14. 5 Buying Decisions
  15. 15. Do I want to do business with thisDo I want to do business with this Sales Professional?Sales Professional? Buying Decision 1Buying Decision 1
  16. 16. What’s the message?
  17. 17. What’s the message?
  18. 18. What’s the message?
  19. 19. What’s the message?
  20. 20. 0 10 20 30 40 50 60 and Body Language Verbal Content 55% 38% 7% Appearance Vocal Quality
  21. 21. Buying Decision 2Buying Decision 2 Do I want to do business with thisDo I want to do business with this company?company? Buying Decision 3Buying Decision 3 Do I want and need theseDo I want and need these products/services?products/services?
  22. 22. Buying Decision 5Buying Decision 5 Is this the right time to make aIs this the right time to make a decision?decision? By Duane SparksBy Duane Sparks “The 5 Buying Decisions”“The 5 Buying Decisions” Buying Decision 4Buying Decision 4 Does the price and value meet myDoes the price and value meet my expectations?expectations?
  23. 23. What makes your company distinctive?What makes your company distinctive? What is your USP?What is your USP? Prospecting PartneringQualifying Identifying Presenting Summiting Objections
  24. 24. QualifyingQualifying
  25. 25. Qualifying  Find the decision-makers  Identify the ‘Influencers’  Befriend Gate-Keepers Prospecting PartneringQualifying Identifying Presenting Summiting Objections
  26. 26. FINDING THE LINK(S)FINDING THE LINK(S)
  27. 27. Finding out who the CEO isFinding out who the CEO is • We got the name of their CEO –We got the name of their CEO – Justin ……..Justin ……..
  28. 28. Becoming business partnersBecoming business partners
  29. 29. Becoming business partnersBecoming business partners • HOW? • Put them first… • On Quotations ….. • Vocab ….. Us, We, Let’s … Prospecting PartneringQualifying Identifying Presenting Summiting Objections
  30. 30. Why would they choose you?
  31. 31. Stand Out
  32. 32. Become an expert
  33. 33. The business landscape has changed ... you’ve got to change
  34. 34. Courageous Conversations Describe the situation as they see it Explore their feelings Frame your ideas Invite them to participate Name the difficult remaining issues Explore the options together Plot the Road ahead D E F I N E R
  35. 35. Becoming an indispensible business partner Prospecting PartneringQualifying Identifying Presenting Summiting Objections 1 2 3 4 5
  36. 36. Finding the Gaps 1 2 3
  37. 37. Widen the gaps Prospecting PartneringQualifying Identifying Presenting Summiting Objections 1 2 3
  38. 38. Want to grow your sales? Differentiate yourself! LSA Global
  39. 39. Presenting
  40. 40. Presenting • Summarizing needs • FAB Prospecting PartneringQualifying Identifying Presenting Summiting Objections
  41. 41. PresentingPresenting • Choose one…Choose one…
  42. 42. What makesWhat makes your productyour product or serviceor service distinctive?distinctive? cost status security durability pleasure
  43. 43. Plug the Gap
  44. 44. Summiting
  45. 45. Summiting • No mystery • Collecting the Yeses • Helping people make decisions that are truly good for them (win win) Prospecting PartneringQualifying Identifying Presenting Summiting Objections
  46. 46. The CloseThe Close ““The sale is yours forThe sale is yours for the asking, all youthe asking, all you gotta do is ask for itgotta do is ask for it the right way.”the right way.” Jeffrey GitomerJeffrey Gitomer Little Red Book of SellingLittle Red Book of Selling
  47. 47. If all else fails, remember... a . 4 . t . b Ask for the business
  48. 48. Handling ObjectionsHandling Objections • See them as opportunities • Find the real reasons Prospecting PartneringQualifying Identifying Presenting Summiting Objections
  49. 49. The Acid Test Would you buyWould you buy what you are selling?what you are selling?
  50. 50. Steps to summiting Prospecting Partnering Qualifying Identifying Presenting Summiting ““Find link”Find link” ““Put prospect 1st”Put prospect 1st” ““Find decision-Find decision- maker”maker” ““Find gaps”Find gaps” ““Plug gaps”Plug gaps” ““Collect yeses &Collect yeses & win together”win together” Prospecting PartneringQualifying Identifying Presenting Summiting Objections o b j e c t i o n s ?
  51. 51. What do Top ProfessionalsWhat do Top Professionals consistently do right?consistently do right?  Follow a Proven SystemFollow a Proven System  Have a Great USPHave a Great USP  Identify the UBPIdentify the UBP  Widen 3 GapsWiden 3 Gaps  Courageous ConversationsCourageous Conversations  Shut UpShut Up  Suspect vs ProspectSuspect vs Prospect
  52. 52. 6 Powerful Sales Tips to6 Powerful Sales Tips to increase your salesincrease your sales 1)Never pitch before you know your prospect’s agenda. Learn to bite your tongue. 1)Stop being so nice. Make sure your self-talk is positive. 1)Become an expert in your field. People buy from people they admire and respect. 1)Be a business person NOT a salesperson. Become a trusted Business Partner. 1)Understand your BRAND and what it promises. Remember You ARE the Brand so be very proud of whatever you sell. 1)Talk to the right people – the decision makers. Engage in courageous conversations that demand honest answers.
  53. 53. What are the biggest time wasters in SALES?  Traffic  Admin  Meetings that run too long  Not knowing your products  Calling on non- decision makers  Distance between appointments  E –mail  Cancelled appointments
  54. 54. S.M.A.R.T Critical Action Plan*
  55. 55. YOU CANCAN HAVE IT ALL! Now Go And Get More Sales
  56. 56. Three Sources of MarketplaceThree Sources of Marketplace DifferentiationDifferentiation
  57. 57. It matters because other people’s perceptions determine whether they trust you, believe you or take your lead.
  58. 58. Widen the gaps Prospecting PartneringQualifying Identifying Presenting Summiting Objections 1 2 3
  59. 59. Closing:Closing: The MagicThe Magic FormulaFormula
  60. 60. Our Goal Now: To develop a S.M.A.R.T Critical Action Plan Improve the sales team’s Time Management
  61. 61. S.M.A.R.T Critical Action Plan* THREE Action steps that WILL make a difference
  62. 62. YOU CANCAN HAVE IT Less stress More sales

Editor's Notes

  • Small GROUPS DISCUSSION
    Each bring 3 suggestions pertaining to the group
    Vote on most NB things
  • Small GROUPS DISCUSSION
    Each bring 3 suggestions pertaining to the group
    Vote on most NB things
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