1 Selling is just a conversation Sales Course Chris Allen

2 Course Objectives At the end of this course you will understand: -The sales meeting process -Where you are in the process -What to do next to make the sale happen These objectives will be achieved by creating a sales language common sales language.

3 Prepare P I S T D C ® Each element is the step up which a sales meeting must go to take us to the final goal of the sale. Each step is a measure of the quality of the relationship between your companies Interest Survey Test Demonstrate Close

4 Why prepare? How do you prepare? Research methods When do you prepare? Preparation P I S T D C ®

5 Planning the call P I S T D C P C O ®

6 –Who I am –What connects me to the meeting –Who and what is my organization –Minimum info P I S T D C Premise P C O ®

7 P I S T D C - Seek commitment “Ideally I want him/her to...” (an action) -Seek their agreement to the objective at the start -Close on the call objective Objective P C O ®

8 P I S T D C -How will I present my case -What do I want to find out -How will I ‘switch on’ the prospect/client -Which objections can I expect Content P C O ®

9 Planning the call P I S T D C ContentObjectivePremise P C O ®

10 Summary Preparation saves time and creates an environment where you can run a focussed and purposeful sales meeting. Preparation P I S T D C ®

11 P I S T D C Gaining a prospect’s interest? It depends on their position -Departmental Manager -Finance Director -IT Director -Head of Treasury -Buyer ®

12 P I T D minimum -Keep personal and company introductions to a minimum client -Demonstrate your interest in the client C Outrageous claims may have to be backed by proof ! S ®

13 P I S T D C - Do not get obsessed with features, - But know your product’s capabilities. What’s our best asset? BENEFI T FEATURE SOWHAT? SO WHAT? ® Develop interest with benefits

14 P I S T D C Personality Types..or how to make sure that your behavior does not stop you from being successful! ®

15 P I S T D C Selling is straight forward but not easy because people buy from people they:RespectTrustLike or feel comfortable with Personality Types ®

16 P I S T D C In any sales situation you must: -Make the buyer feel comfortable -Build rapport your You must modify your personality to suit your buyer. Personality Types ®

17 P I S T D C Personality Types Dominant Detached Dependant ®

18 P I S T D C Personality Types Dominant Detached Dependant -No-one is 100% of one -Buyers emphasize different traits in different circumstances -Good sales people moderate their own traits to succeed with each personality type -In a first meeting this is critical ®

19 P I S T D C Personality TypesDominant Detached Dependant ®

20 P I S T D C Personality Types DominantDetached Dependant ®

21 P I S T D C Personality Types Dominant Detached Dependant ®

22 P I S T D C Personality Types Dominant Detached Dependant Write down a neutral interest statement. Amend it to suit a: ®

23 P I S T D C Non verbal communication Any message is: 7% Verbal 38% Vocal 55% Non-verbal ®

24 P I S T D C The verbal channel is primarily used for conveying information The non-verbal channel is used for negotiating interpersonal attitudes Non verbal communication ®

25 P I S T D C Expressions are the easiest non-verbal signals to read: “It was written all over her face” Non verbal communication ®

26 P I S T D C Intimate 15-46cm Personal 46cm-1.2m Social m Public over 3.6m Non verbal communication Zones ®

27 P I S T D C Hands to face: -The mouth-guard -Nose touching -The Ear rub -The neck scratch -Evaluation gestures Non verbal communication ®

28 P I S T D C -Arms -The standard arm cross -The reinforced arm cross -The arm grip -Legs The cross -The figure four leg lock -The ankle lock Non verbal communication ®

29 P I S T D C Head positions: - Neutral - To the side - Forward and down Non verbal communication ®

30 P I S T D C Body positions: - Inclusion - Exclusion - Body pointing Feet: Where are they pointing? Non verbal communication ®

31 P I S T D C inconsistencies Look for inconsistencies between the verbal and non-verbal messages Non verbal communication ®

32 Sales people who ignore the Survey and Test phase peril! do so at their peril! P I S D C T P I D C ®

33 They do not understand the real circumstances and find that the sale is full of surprises! P I S D C T P I D C ®

34 How? - By getting the client to talk about: - their business and concerns - what would make the business more successful - By seeing the client’s business: -through their eyes not our business through their eyes - By removing our filters and asking open questions: -listening and summarising not selling - By not selling nor giving detailed product presentations P I S D C T ®

35 The needs: - of the individual - of the company as a whole How he/she will evaluate: - the need - the options open to them The organizational maps: - political - power What are you surveying? P I S D C T ®

36 Use SPIID: Situation Problem Implication Ideal Do What are the real needs & are they going to do anything? P I S D C T ®

37 What are we Testing? P I S D C T ®

38 Use... P I S D C T ® The answers help to: -Qualify the individual -Qualify the prospect -Establish how far in the buying process they have gone -Identify your next steps M A N D A C oney uthority eed bility ompetition imescale ® T ecisions

39 Summary P I S D C T ®

40 What is the trigger? When you have -satisfied them of the need for a solution to their problem -understood their decision criteria -identified who is involved in the decision making process P I S D C T ®

41 The aim Get their agreement that you can meet their needs and gain agreement to proceed tell At the start, tell them that this is your objective. ask At the end, ask them if you have achieved this. P I S D C T ®

42 How? P I S D C T ®

43 Objections -It’s too expensive! -It’s too complicated! -I’ll have to think about it... -It doesn’t have the functionality of... -I don’t have the time to develop the system. -I’ll have to get the legal dept to check this... P I S D C T ®

44 Reasons behind objections P I S D C T ®

45 Guidelines -Relax and listen -Welcome objections, they are signposts in the sale -Respect the prospect’s right to ask questions -Practise your responses to standard objections CCAC -Use CCAC P I S D C T ®

46 Overcoming objections C C ushion C C larify A A nswer C C lose P I S D C T ®

47 Cushioning You will: -Make the prospect feel less tense -You will appear to be more reasonable -You will gain time to prepare to ‘clarify’ P I S D C T ®

48 Clarifying -Your answer will be responsive to the prospect’s real concerns -You will increase the prospect’s confidence in you -The prospect becomes less defensive and tells you their real objections -You will gain time to prepare your answer P I S D C T ®

49 Answering -Be clear and concise -Use examples/references -Watch for consistency response vs reaction NOW CLOSE! P I S D C T ®

50 Closing S P I D C T S ®

51 action orientated Every meeting must have an action orientated objective at the beginning stated clearly at the beginning. Close by asking if the objective has been achieved Close by asking if the objective has been achieved. Success S P I D C T S ®

52 Quiet Keep Quiet & Wait After S P I D C T S ®