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It's Sales, Not Rocket Science!
Sales Tactics Made Easy
Presenter: Thomas Ellis, Sales Coach, Author, Speaker
www.ewcconsultants.com

Why Us?
Uniquely LocalWorking Definition
Stage 1: Generate / Assign
Stage 2: Qualify / Convert
Stage 3: Customers
Prospect - A potential customer or purchaser.
LEADS
(1000)
PROSPECTS
(100)
Customers
(10)

Where to Find Prospects
Strategic Partners
Social Media
Social Settings

How to Covert a Prospect Into a Customer
•
Research your prospect list
•
Find the real business issue/s
•
Know what you’re up against
•
Find the decision maker
•
Become an industry expert

Methods and Strategies on Getting Appointments

Strategy for the First Appointment
•
Setting The Agenda
•
Fact Finding (Discovery)
•
Develop Call Objective
•
Establish Rapport

Develop Call Objective
Prior to the appointment
termine what you want to happen.
Plan the commitments you expect
e prospect to make as a result of
ur sales call.

Establish Rapport
•
Select a discussion topic with two
purposes in mind
•
First, make it a topic both you and the
prospect will enjoy discussing for two to
four minutes
•
Second, your opening statement or
question should cause a prospect
response that you heartily support

Setting the Agenda
Setting an agenda is an effective way to put people at ease and build trust.
Announce your agenda after the two to four minutes of Getting Acquainted.
Example:
Joe, as I planned for our meeting today , I anticipate we would discuss three things.
First ,I’d like to introduce myself and my company. Second ,I’d like to learn more
about you and your situation. Finally, if you wish, I’ll prepare some
recommendations on how we can work together. In addition to those three items,
what else would you like to accomplish or do you have any questions you would like
me to answer?

Fact Finding (Discovery)
Questions can be grouped into two categories:
Open and Closed. Like surgical instruments, they
should be applied skillfully.
Your ability to listen, interpret and respond to the
buyers pain will guide you to the features and
benefits of your product/service that exceed their
needs.

Closed QuestionsC O N S U L T A N T S
Limits the buyer’s response to
“Yes “ or “No.”
Example:
Joe, Have you ever considered changing vendors?

Open QuestionsC O N S U L T A N T S
Allows the buyers to describe their needs with
minimum intrusion on your part.
Example:
If you were considering changing vendors, what are
the three most important improvements you would
be looking for?

Resolving the Price ObjectionC O N S U L T A N T S
Some studies have shown that nearly two-thirds of price objections
aren’t related to price at all.
Example: Setting aside price for a moment, is
their anything else that would prevent you from
doing business with me?
Customer Value = Benefits - Cost

C O N S U L T A N T S Closing the Deal
•
Review the benefits
- Example: Joe, let’s review the benefits you will enjoy
when you use the cix100.
•
Ask for a Trial Close
- Example: Do you feel that the cix100 meets all your
needs?
•
Assume the buyer is convinced
•
Recommend action and ask a closing question
- Example: I recommend that we complete the
paperwork while I’m here . How does that sound?

C O N S U L T A N T S Contact Information
Thomas Ellis
EWC Consultants
tellis@ewcconsultants.com
(301) 343-0001

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It's not rocket science sales tactics made easy

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It's not rocket science sales tactics made easy