For Sales Trainers---Sales Person----AND…Customer!!!
…………….Know that your prospect has heard that ? all car salespeople are crooks ? and may think you ’ re like that guy from the used car lot…………
o
Bet on the fact that your customer has heard this Woody Allen quote: ? There are worse things in life than death. Have you ever spent an evening with an insurance salesman? ? In fact, she ’ s probably heard it more than once (and wonders if it ’ s true about YOU).
……….Know that movies like Boiler Room and Wall Street negatively affect how your prospects and potential customers feel about YOU and YOUR industry.
Understand that many people think of you as a ? headhunter, ? which is not a term of endearment or a vote of confidence for your industry
………..Know that your prospects are not interested in doing business with you when they receive a postcard addressed to ? [Name] or Current Resident?…………
NEUROLINGUISTIC PROGRAMMING(NLP)
•
Deletion Distortion Generalization.
•
•
1. If a white board or flip chart is available, I like to use it. 2. I prefer learning to use a computer or a new application by first watching someone. 3. I will create a picture in my mind or go back to one I know, when I am listening to someone.
4. I like to explain things by drawing a picture of what I mean. 5. When giving or getting directions I like to describe the landmarks that will be seen.
?I
prefer to hear how to use the computer or new applications by listening to the steps and ?how-to’s?. ? When getting or giving directions I want to hear how to get there. I want to get the street name and distances. ? I may repeat to myself internally or out loud what has just been said. ? I listen and can remember the details of what has been said. ? I process information by hearing details and statistics.
? 1.
I am a doer. ? 2. When asking or giving directions I want to be pointed to the right direction and I will get a sense of how to get there. ? 3. I prefer to learn to work on a computer or a new application by just getting started and asking questions if I get stuck.
?
I find that when I’m in a meeting, words come and go because I listen more for the feeling behind the words. ? I would rather take a walk, exercise, or get involved in sports than watch TV or read a book or magazine.
? Perceive
? Illustrate
? Highlight ? Focus ? Reflect ? Watch ? Preview
? Survey/Perspective
? Say
? Tell
? Tone
? Static
? Talk
? Ring
? Sound
? Feel
? Grab
? Touch ? Rub
? Handle ? Grasp
? Affect
……
? Before
using one of the typical tactics, think twice about what the ? group ? may say or do in response that will far outweigh any potential benefit of cutting corners and doing it your way.
The Magic of words
Wheelerpoint 1: Don’t sell the steak, sell the sizzle!
Wheelerpoint 2: Don’t write— telegraph. Wheelerpoint 3: Say it with flowers. Wheelerpoint 4: Don’t ask if— ask which! Wheelerpoint 5: Watch your bark!
ORAL COMMUNICATIONS ??? are more effective than statements in engaging a customer,particularly during the early stages of a sales process.
Create a printed agenda and share it with the customer
Stay flexible and responsive to your audience’s interests.
If you have a written proposal, a price quote, or other printed material,don’t hand it out until the end of your presentation
Welcome interruptions, objections, and questions from your audience.
? Use
visual aids in formal presentations and don’t skimp on them.
? Practice
important presentations using videotape to identify distracting mannerisms or habits.
? Developed ? Effective ? Four
100 years ago. even TODAY!!
Step Process!!
? First,
the approach—identify the customer’s problems ? Where are customers losing money? ? What goals are they failing to achieve? ? What gaps in their current capabilities are keeping them from being successful?
Second, the proposition—develop a specific value proposition. Identify ? the specific areas where losses are occurring, and quantify them. ? Summarize the losses and show the potential for increased profitability in concrete dollars and cents. The more you know about the customer’s business in detail, the more convincing your value proposition will be.
Third, the demonstration— show how the solution fits. Summarize the customer’s problems and the potential for increasing profits. Then show how the solution works, not in terms of its technical functions,but in terms of its business impact. Functions and features are relevant only in terms of the value they deliver. Technology for its own sake is not part of the selling message.
Fourth, the close—ask for the order. Assume that an intelligent businessperson will want to buy. If the customer has objections, answer them and close again.
Interestingly, recent research into the psychology of decision making has revealed that these four steps correspond to the way people think when they are making a decision……….
Patterson wasn’t interested in the psychology of decision making, of course. He was interested in selling cash registers. And he knew that Crane’s method worked, so he wanted all of his sales reps to use it.
?
Sales Rep: “I am from the National Cash Register Company and I have called to interest you in a way to increase your profits? (The prospect usually responds that he is not interested
in buying any cashregisters)
?
?
Sales Rep: “But you are interested in increasing profits, aren’t you? There are only two ways: One is by increasing sales. The other is by decreasing expense.My business has to do with decreasing the indirect expenses that are taking a part of your profit out of your pocket all the time? Prospect: “What are indirect expenses??…………………………
?All things being NOT QUITE SO EQUAL,people STILL want to do business with their friends?
?Linkedin,Face
Book,Twitter ?Trade Fair ?Chamber of Commerce
? Before
Connecting:Ask YOURSELF: ? Why am I making this connection? ? How am I going to make this connection? ? Why would this person want to connect with me? ? How am I going to keep this connection once I have made it?
?C
?R
?E
?A
?T ?I ?V ?E
? ? ? ? ? ?
Secret????????????????????????????????????????? Blue Trouser Blue Shirt Blue Handkerchief Blue Socks Blue Gloves
?
? ?
?
Blue wrist watch Everything Blue …….For more than 3 years!!!……………. ……..Similarly…………….Apply any idea that makes YOU unique!!!!!! “Use creativity to differentiate and Dominate”
? In
selling you can touch a person in the public zone without offending… ? You will be perceived as friendlier and credible when you touch a person for emphasis. ? While giving sales presentation touch on the elbow with fingertips to guide him or her ? Public Zone=Zone between palm and elbow
And the classic sell goes to ……………………………………………………………………………… ……………………………………………………………………………… ……………………………………………………………………………… ……PTO
? Start
with setting the atmosphere ? Get the needs ? Present arguments which meets the needs ? Close the sale ? AND in the process ,verify the communication and overcome objections… ? Sounds easy !!!!!Doesn’t it?
NUMBER #ONE: TRAIN YOURSELF TO REMEMBER NAMES
? Group
Size: 2 in a grop ? Objective:Remembering ten names(Other than group members) ? Duration:30 minutes
? Preparation:Make
session ? Use first and last name ? Varition1:Every player receiving 10 names and getting about one minute to remember names..Afterwards group will meet once again
a list on 10 names per
? Circulate
all the names to all players IN ADVANCE ? The person who comes first will be the winner ? Winner needs to explain before the team how he did it…
? Exercise
on Memory Threads ? Activity:Individual ? Preparation:Blank sheet of paper and Pen ? Write down 30 names that come to your mind ? If not,Stop now to do it before proceeding …………..PTO…….
? Check
which CATEGORIES does your name fall in? ? Classmates/Colleagues/Customers/Famil y Members/authors/film stars/Athletics ? Start developing your skill from strongest area ? Outcome:By spending 15 minutes a day for next 15 you can remember complete names of top 100 clients !
REMEMBERING CUSTOMERS Name will in turn fetch ……………
…………….More Incentive…………………………
Increased Turnover……………………………………
? Country
File
lace,Sales Leads,Local Competition ? Marketing file:Market Research Result,Turnover,Long term –Short term strategy ? Product file:Technical information,Product Classification ? Competitors file
Honesty is the Best Policy: You never get caught by telling the truth ? Girard’s Law of 250 Every time you turn off just one prospect ,you turn off 250 more(Reverse is also true) ? Time and Money well invested will build your business tremendously.Always look for new and better ways ? Selling the Smell:Think of what excites you about a product or used to when you first bought it.Then use that experience to sell the excitement,the thrill of owning the product
?
To earn more…………… Spend your money wisely…
doc_334095200.pdf
…………….Know that your prospect has heard that ? all car salespeople are crooks ? and may think you ’ re like that guy from the used car lot…………
o
Bet on the fact that your customer has heard this Woody Allen quote: ? There are worse things in life than death. Have you ever spent an evening with an insurance salesman? ? In fact, she ’ s probably heard it more than once (and wonders if it ’ s true about YOU).
……….Know that movies like Boiler Room and Wall Street negatively affect how your prospects and potential customers feel about YOU and YOUR industry.
Understand that many people think of you as a ? headhunter, ? which is not a term of endearment or a vote of confidence for your industry
………..Know that your prospects are not interested in doing business with you when they receive a postcard addressed to ? [Name] or Current Resident?…………
NEUROLINGUISTIC PROGRAMMING(NLP)
•
Deletion Distortion Generalization.
•
•
1. If a white board or flip chart is available, I like to use it. 2. I prefer learning to use a computer or a new application by first watching someone. 3. I will create a picture in my mind or go back to one I know, when I am listening to someone.
4. I like to explain things by drawing a picture of what I mean. 5. When giving or getting directions I like to describe the landmarks that will be seen.
?I
prefer to hear how to use the computer or new applications by listening to the steps and ?how-to’s?. ? When getting or giving directions I want to hear how to get there. I want to get the street name and distances. ? I may repeat to myself internally or out loud what has just been said. ? I listen and can remember the details of what has been said. ? I process information by hearing details and statistics.
? 1.
I am a doer. ? 2. When asking or giving directions I want to be pointed to the right direction and I will get a sense of how to get there. ? 3. I prefer to learn to work on a computer or a new application by just getting started and asking questions if I get stuck.
?
I find that when I’m in a meeting, words come and go because I listen more for the feeling behind the words. ? I would rather take a walk, exercise, or get involved in sports than watch TV or read a book or magazine.
? Perceive
? Illustrate
? Highlight ? Focus ? Reflect ? Watch ? Preview
? Survey/Perspective
? Say
? Tell
? Tone
? Static
? Talk
? Ring
? Sound
? Feel
? Grab
? Touch ? Rub
? Handle ? Grasp
? Affect
……
? Before
using one of the typical tactics, think twice about what the ? group ? may say or do in response that will far outweigh any potential benefit of cutting corners and doing it your way.
The Magic of words
Wheelerpoint 1: Don’t sell the steak, sell the sizzle!
Wheelerpoint 2: Don’t write— telegraph. Wheelerpoint 3: Say it with flowers. Wheelerpoint 4: Don’t ask if— ask which! Wheelerpoint 5: Watch your bark!
ORAL COMMUNICATIONS ??? are more effective than statements in engaging a customer,particularly during the early stages of a sales process.
Create a printed agenda and share it with the customer
Stay flexible and responsive to your audience’s interests.
If you have a written proposal, a price quote, or other printed material,don’t hand it out until the end of your presentation
Welcome interruptions, objections, and questions from your audience.
? Use
visual aids in formal presentations and don’t skimp on them.
? Practice
important presentations using videotape to identify distracting mannerisms or habits.
? Developed ? Effective ? Four
100 years ago. even TODAY!!
Step Process!!
? First,
the approach—identify the customer’s problems ? Where are customers losing money? ? What goals are they failing to achieve? ? What gaps in their current capabilities are keeping them from being successful?
Second, the proposition—develop a specific value proposition. Identify ? the specific areas where losses are occurring, and quantify them. ? Summarize the losses and show the potential for increased profitability in concrete dollars and cents. The more you know about the customer’s business in detail, the more convincing your value proposition will be.
Third, the demonstration— show how the solution fits. Summarize the customer’s problems and the potential for increasing profits. Then show how the solution works, not in terms of its technical functions,but in terms of its business impact. Functions and features are relevant only in terms of the value they deliver. Technology for its own sake is not part of the selling message.
Fourth, the close—ask for the order. Assume that an intelligent businessperson will want to buy. If the customer has objections, answer them and close again.
Interestingly, recent research into the psychology of decision making has revealed that these four steps correspond to the way people think when they are making a decision……….
Patterson wasn’t interested in the psychology of decision making, of course. He was interested in selling cash registers. And he knew that Crane’s method worked, so he wanted all of his sales reps to use it.
?
Sales Rep: “I am from the National Cash Register Company and I have called to interest you in a way to increase your profits? (The prospect usually responds that he is not interested
in buying any cashregisters)
?
?
Sales Rep: “But you are interested in increasing profits, aren’t you? There are only two ways: One is by increasing sales. The other is by decreasing expense.My business has to do with decreasing the indirect expenses that are taking a part of your profit out of your pocket all the time? Prospect: “What are indirect expenses??…………………………
?All things being NOT QUITE SO EQUAL,people STILL want to do business with their friends?
?Linkedin,Face
Book,Twitter ?Trade Fair ?Chamber of Commerce
? Before
Connecting:Ask YOURSELF: ? Why am I making this connection? ? How am I going to make this connection? ? Why would this person want to connect with me? ? How am I going to keep this connection once I have made it?
?C
?R
?E
?A
?T ?I ?V ?E
? ? ? ? ? ?
Secret????????????????????????????????????????? Blue Trouser Blue Shirt Blue Handkerchief Blue Socks Blue Gloves
?
? ?
?
Blue wrist watch Everything Blue …….For more than 3 years!!!……………. ……..Similarly…………….Apply any idea that makes YOU unique!!!!!! “Use creativity to differentiate and Dominate”
? In
selling you can touch a person in the public zone without offending… ? You will be perceived as friendlier and credible when you touch a person for emphasis. ? While giving sales presentation touch on the elbow with fingertips to guide him or her ? Public Zone=Zone between palm and elbow
And the classic sell goes to ……………………………………………………………………………… ……………………………………………………………………………… ……………………………………………………………………………… ……PTO
? Start
with setting the atmosphere ? Get the needs ? Present arguments which meets the needs ? Close the sale ? AND in the process ,verify the communication and overcome objections… ? Sounds easy !!!!!Doesn’t it?
NUMBER #ONE: TRAIN YOURSELF TO REMEMBER NAMES
? Group
Size: 2 in a grop ? Objective:Remembering ten names(Other than group members) ? Duration:30 minutes
? Preparation:Make
session ? Use first and last name ? Varition1:Every player receiving 10 names and getting about one minute to remember names..Afterwards group will meet once again
a list on 10 names per
? Circulate
all the names to all players IN ADVANCE ? The person who comes first will be the winner ? Winner needs to explain before the team how he did it…
? Exercise
on Memory Threads ? Activity:Individual ? Preparation:Blank sheet of paper and Pen ? Write down 30 names that come to your mind ? If not,Stop now to do it before proceeding …………..PTO…….
? Check
which CATEGORIES does your name fall in? ? Classmates/Colleagues/Customers/Famil y Members/authors/film stars/Athletics ? Start developing your skill from strongest area ? Outcome:By spending 15 minutes a day for next 15 you can remember complete names of top 100 clients !
REMEMBERING CUSTOMERS Name will in turn fetch ……………
…………….More Incentive…………………………
Increased Turnover……………………………………
? Country
File
lace,Sales Leads,Local Competition ? Marketing file:Market Research Result,Turnover,Long term –Short term strategy ? Product file:Technical information,Product Classification ? Competitors fileHonesty is the Best Policy: You never get caught by telling the truth ? Girard’s Law of 250 Every time you turn off just one prospect ,you turn off 250 more(Reverse is also true) ? Time and Money well invested will build your business tremendously.Always look for new and better ways ? Selling the Smell:Think of what excites you about a product or used to when you first bought it.Then use that experience to sell the excitement,the thrill of owning the product
?
To earn more…………… Spend your money wisely…
doc_334095200.pdf
