CHAMPION POWER SELLING SEMINAR

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Growing Duplicating a Dynamic Sales Force The
Physics of Explosive Selling
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2020 Vision International TOPGUN Consulting
Solutions
Jbarrettmaher_at_aol.com
http//www.2020visioninternational.com
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POWER SEMINAR OVERVIEW

• Selling is a combination of language, psychology
  and process.
• ..So, where do we start first?

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The Close

• Is It Better To Do More Selling
• or Closing To Justify Price
• And Get More Gross Profit?"

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Keys To Becoming A Champion Salesperson
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5 Critical Selling Keys

• 1. ?
• 2. ?
• 3. ?
• 4. ?
• 5. ?

Exercise 1
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Selling Defined

• WHAT WE DO IN FRONT OF ANY PROSPECTIVE CLIENT
• A CONVERSATION
• A SORTING PROCESS
• AN EXAMINATION
• NOT CONVINCING SOMEONE TO DO SOMETHING!
• NOT JUST TALKING!

Exercise 3 4
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QUESTIONNAIRES

• WHAT DO CUSTOMERS WANT?
• WHAT DO SALESMEN BELIEVE?

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Lavitch-Steiner Ladder or AIDA

• AWARENESS
• INTEREST
• KNOWLEDGE
• CONVICTION-----
• PREFERENCE----- DESIRE
• PURCHASE - ACTION
• RE-PURCHASE

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REVERB by Boress

• RELATIONSHIPS
• EXPERIENCE
• VALUE YOU PROVIDE
• EVERYTHING IS SELLING
• RESULTS HELP CLIENT TO GROW/IMPROVE
• BOTTOM LINE BUY IT YOURSELF?

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HEART by Zigler

• HONEST
• EMPATHY
• ATTITUDE
• RESERVES BUILT IN
• TOUGHEST THING IS LOVE

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AEIOU by Hopkins

• ACTIVE LISTENING
• ENTHUSIASM
• IMAGINATION
• OBJECTIONS ARE OPPORTUNITIES
• UNDERSTANDING CONDITIONS

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THE SELLING PROCESS

• Prospecting
• Qualifying
• Pre-approach
• Approach
• Presentation
• Overcoming Objections
• Closing the Sale Follow-thru

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Identify the Decision Maker
Selling Your Ideas

• The person who makes the decision
• The group that makes the decision
• Who REALLY makes the decision?

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9 Universal Traits for Top Producers

• KNOW SELLING IS LIFEBLOOD SET GOALS!
• POSITIVE/OPTIMISTIC WITH ALL CLIENTS
• PEOPLE FEEL COMFORTABLE
• SELLERS LAUGH AT THEMSELVES
• GOOD LISTENERS
• GIVERS, NOT TAKER
• BELIEVE THEIR SERVICE HAS VALUE
• ENJOY WHAT THEY DO
• KNOW WHEN SALE IS MADE AND CLOSE!

Exercise 5
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11 Biggest Mistakes

• Dont know when sale is made
• Assume answers forget questions
• Plead for business give it away
• Over promise
• Misrepresent
• Interrupt
• Take too much time
• Not understanding my needs
• Not knowing product or service
• Pushy
• Sells and Disappears!

Exercise 6
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8 Qualifying Diagnostics for Effective Selling

• PERSONAL CHEMISTRY
• EMOTIONAL NEEDS, WANTS, AND DESIRES
• COMMITMENT TO ACTION
• ABILITY DESIRE TO PAY
• WHO DECIDES WHO TO INFLUENCE
• IS SELLING EVEN NECESSARY
• CUSTOMIZING THE PRESENTATION
• FINALIZE THE AGREEMENT

Exercise 7 8
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Conclusion Why Have a Selling System -Advantages

• SALES BECOME AN INTERVIEW
• GIVES CONTROL
• AVOIDS WASTING TIME
• AVOIDS FREE ADVICE
• REMOVES PAIN OF REJECTION
• DIFFERENTIATES YOU FROM OTHERS
• INVOLVES CLIENT
• TRANSMITS A CARING PROFESSIONAL
• CLIENT ANALYSIS

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Advantages Cont

• ELIMINATES STALLS OBJECTIONS
• SUCCESSFUL PRESENTATION
• REMOVES PRESSURE
• PROSPECT FEELS AT EASE
• TIMES PROPOSAL FOR ACTION
• TRACKING PROCESS
• CLOSING BECOMES NATURAL
• LEADS CLIENT TO CLOSE SELF

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THE COMPONENTS OF A SALES PRESENTATION
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I. Introduction a. attention getting
material b. orienting material (forecast
the major points and/or provides
background information--if applicable) II.
Central Idea a. objective, thesis
statement, etc. III. Body a. first
point what, why, data/evidence,
summary of point (Tell) b. second point
benefit, rationale, data/evidence,
follow-up (Sell) IV. Conclusion a.
Summary b. Questions Answers c.
Re-summarize (clincher)
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Concept One It Takes Hard Work to Build a Sales
Presentation
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NINE STEPS IN PREPARING A PRESENTATION

• 1. Formulate
• 2. Determine
• 3. Analyze
• 4. Revise
• 5. Gather
• 6. Organize
• 7. Write
• 8. Work
• 9. Go

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Sell the Sizzle, Not the Steak

• Stimulate basic emotions
• Paint a mental picture
• What it DOES -- not HOW it does it

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INTRODUCTIONS

• An excellent introduction accomplishes two
  things
• 1. It captures the listeners attention
• and
• 2. It orients the listener to the topic under
  discussion

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Developing An Introduction

• Pertinent quotations
• Startling statements
• Rhetorical question
• Humor
• Personal anecdote
• Stating the main idea of the presentation

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CENTRAL IDEA BODY OF SELLING PRESENTATION

• Should be persuasive and state the following
• Objective
• Benefit(s)
• Rationale
• Data/Evidence
• Follow-Up

Whats in it for the company?
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PRINCIPLES OF NONJUDGEMENTAL LISTENING AND PROBING

• Listen To Understand, Not Reply
• No Preconceptions
• Reflect Your Partners Language and emotions,
  hopefully Excitement
• Empathize No One-Upmanship
• Acknowledge and Probe Dont Agree or Disagree
• Focus On Partners Frame of Reference
• Accept, Dont Challenge, Partners Point of View

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ANSWERING QUESTIONS EFFECTIVELY

• Anticipate questions
• Repeat the question (if applicable)
• Answer the question first!
• Answer questions using the 25/75 rule
• Argue for benefits or value added
• Refer the question, if you dont know the answer

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CONCLUSIONS

• An effective closing accomplishes two
  things
• 1. It reviews the benefits of your proposal
• and
• 2. It requests a commitment from your listeners
  that will fulfill your objective

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Overcoming Objections

• Price
• Rarely The Only Item Considered In A Decision
• Most Often An Objection In Order To Hide Anything
  And Everything Else
• Always Too High Until a Benefit Is Seen
• People Buy From People They Like As Long As They
  Are Competitive
• When The Products And Service Is Personalized,
  Price Is Not So Big
• Questions About Price Are Often To Test You To
  Verify The Best Deal
• If The Price Is In Fact Too High, You Must Have
  Extra Value Or Service

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Overcoming Objections

• Complaints
• What You Don't Say May Be Used Against You
• Don't Interrupt A Complaint

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Closing Signals
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Closing Signals

• "What's The Price?"
• "When Could You Make Delivery?"
• "Can I get It In Red?"
• "How Big An Order Would I Have to Place To Get A
  Good Price?"
• "What Would Be The Smallest Trial Order I Could
  give You?"
• "When Will You Have A New Model?"

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Developing a Closing

• Quotation
• Personal anecdote
• Referring back to the introduction
• An estimate of the significance of the
  conclusions reached
• A forewarning or warning based on the facts of
  the situation

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The Close

• Basic Close - Ask For It
• Assumption - Start Writing Up The Order
• Either/Or - Alternates Of Choice
• Half-Nelson - Answer A Question With A Question
• Duke Of Wellington ( or -)
• Lost Sale - Apology Close
• Process Of Elimination - The 'Negative' Yes Close
• Use Champion Sales Card!!!!!!!!!!!!!!

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Closing - SUMMARY

• Propose a strategy
• State short and long-term objectives
• ASK for the SALE!
• ASK AGAIN!
• ABC!!!!!!!!!!!!!!!