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Sales Webinar
- 1. Presented by: Paul Kearley, Cs Dale Carnegie Business Group www.dalecarnegie.ca
- 2. Understand the sales cycle Build Rapport Generate Interest Create Solutions Uncover Motive and Commitment Sales fundamentals. www.dalecarnegie.ca
- 3. Try honestly to see things from the other persons point of view. Sales Philosophy
- 4. Cycle of Development Attitude Knowledge Practice Skill www.dalecarnegie.ca
- 5. Sales Model Planning Rapport Interest Solution Customer Relationship Commitment Motive Follow-Through www.dalecarnegie.ca
- 6. Build rapport by talking to people briefly about something in which they are interested www.dalecarnegie.ca
- 7. Dont criticize, dont condemn and dont complain Give honest, sincere appreciation Arouse an eager want in others Become genuinely interested in others Smile Remember and use peoples names Be a good listener. Talk in terms of the other persons interests Make the other person feel important, and do it sincerely. www.dalecarnegie.ca
- 8. Alignment Buyer Sales Element We Sell Preoccupation Indifference Doubt Procrastination Reluctance Rapport Interest Solution Motive Commitment Ourselves Needs Value Urgency Decisions Buyer Consultant Partnership www.dalecarnegie.ca
- 9. Buyers Point of View What I sell What people buy
- 10. Attention Getters Credibility statements Agenda statement www.dalecarnegie.ca
- 11. C ompliments A sk a question R eferrals E ducate value S tartling statement www.dalecarnegie.ca
- 12. General benefits Specific results Suggestion Transition www.dalecarnegie.ca
- 13. Benefit of meeting Agenda review Transition www.dalecarnegie.ca
- 14. Generate interest by finding out what your solutions will do to benefit or service your prospects. www.dalecarnegie.ca
- 15. Their primary interest (What they want) Buying criteria (Requirements for the sale) Other considerations (Points of interest) Dominant buying motive (Why they want it) To discover the prospects interest, through asking questions you must discover: www.dalecarnegie.ca
- 16. Listening Levels Proactive Selective Attentive Pretend Ignore Listening www.dalecarnegie.ca
- 17. Begin with nothing. Eliminate: - Prejudice, - Emotions, - Concepts, - Opinions Listen To the other person instead of listening For something. Avoid replacing their reality with your own. Resist the temptation to compare their words with your own experiences. Ask questions for clarification, not just to ask questions. Picture what the other person is saying and offer a summary of what you see when the person has finished.油 www.dalecarnegie.ca
- 18. Questioning Model Barriers Payout Should Be As-is Implications www.dalecarnegie.ca
- 19. Give buyers enough information, and no more, about your solution and how it will benefit them, to convince them that they are justified in buying. www.dalecarnegie.ca
- 20. Solution Elements Capability Statement Communication Fact Bridge Benefit Application Evidence Trial Close www.dalecarnegie.ca
- 21. What Buyers Want to Know What is it? How does it work? Why is it important? Who says so besides you? Can you prove it?
- 22. Evidence DEFEATS Doubt Demonstrations Examples Facts Analogies Testimonials D E F E T Exhibits A S Statistics
- 23. Fact Benefit Evidence Trial close www.dalecarnegie.ca
- 24. Motive & Commitment Overview Commitment Motive Value Summary Customer Evaluation Positive Neutral Negative Close Trial Close Sales Process 1 2 3 www.dalecarnegie.ca
- 25. Remind your prospect that they lack the benefits and get their agreement Remind them that your solution will satisfy that need. Paint a word picture. ( present tense, believable and realistic, touch the senses ) www.dalecarnegie.ca
- 26. Secure commitments throughout the process by gaining agreements toward mutually beneficial decisions. www.dalecarnegie.ca
- 27. Commitment Elements Trial Close Positive Response Neutral Response Negative Response Customer Evaluation Direct Alternate Minor Point Next Step Opportunity Weighing Trial Close Trial Close Trial Close Rapport Interest Solution Motive www.dalecarnegie.ca
- 28. Direct question : Often the best way to get a buyers commitment is to ask for it. Ask a question that calls for a decision. Alternate choice method : Ask the buyer to select one of two options. Minor point method : Calls on the buyer to make a minor decision that indicates that the buying decision has been made. Next step method : Assumes that the sale has been made and looks past the commitment to the next actions that need to be taken. Opportunity method : Presents the buyer with a brief window of opportunity when options are available. This can be used with a buyer who is ready to buy but is putting things off. Weighing method : If the buyer still has second thoughts about making the purchase, show him or her how the return on investment outweighs the cost. www.dalecarnegie.ca
- 29. Referrals Networking Contact management Always be selling See the people
- 30. Was todays webinar helpful? If so how? What should be done to improve the next one?
- 31. To find out more about Dale Carnegie, go to our website at www.dalecarnegie.ca To be mentored weekly by our company president, go to http://dalecarnegie.ca/resources.aspx?pid=104 For my weekly motivational E-message, go to www.mustthinking.com and subscribe there. Join me on FaceBook! www.dalecarnegie.ca