Sales Presentation - Kevin Nott

Sales Mastery Closing More Sales at a Profitable Price

Sales and Profit Point ,[object Object],[object Object]

Workshop Objectives ,[object Object],[object Object],[object Object],[object Object],[object Object]

Things You NEED to Know that are not Covered in this Workshop ,[object Object],[object Object],[object Object],[object Object],[object Object]

What is Selling? ,[object Object],[object Object]

What you need to know about Selling ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Getting a customer to buy ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Defining Needs ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Know Your Product ,[object Object],[object Object],[object Object]

Features ,[object Object],[object Object],[object Object]

Advantages ,[object Object],[object Object],[object Object]

Benefits ,[object Object],[object Object],[object Object]

Know YOUR Product ,[object Object],Advantages Benefits Select a core product or service you provide and list

Homework ,[object Object],[object Object],[object Object]

Talk to Teach ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Listen to Learn ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

What did you learn? ,[object Object],[object Object],[object Object]

Persuasion Selling ,[object Object],[object Object],[object Object],[object Object]

Benefit Selling ,[object Object],[object Object],[object Object],[object Object]

The Selling Process ,[object Object],[object Object],[object Object],[object Object],[object Object]

Objectives of the Sales Call ,[object Object],[object Object]

Four Stages of a Sales Call ,[object Object],[object Object],[object Object],[object Object]

Opening ,[object Object],[object Object],[object Object]

Investigating ,[object Object],[object Object],[object Object],[object Object]

Demonstrate Capability ,[object Object],[object Object],[object Object],[object Object],[object Object]

Obtain Commitment ,[object Object],[object Object],[object Object]

Effective Investigation is the Key ,[object Object],[object Object],[object Object]

SPIN Selling ,[object Object],[object Object],[object Object],[object Object]

Situation Questions ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Sample Situation Questions ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Problem Questions ,[object Object],[object Object],[object Object],[object Object],[object Object]

Sample Problem Questions ,[object Object],[object Object],[object Object]

Implication Questions ,[object Object],[object Object],[object Object],[object Object]

Sample Implication Questions ,[object Object],[object Object],[object Object]

Need-Payoff Questions ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Sample Need-Payoff Questions ,[object Object],[object Object],[object Object]

Use SPIN to Match Your Partner to a New Work Vehicle

Use SPIN to Identify Explicit Needs in Your Partner's Business

Technical Investigation ,[object Object],[object Object],[object Object],[object Object],[object Object]

Demonstrate Capability ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Choosing the Right Contractor is a Long-term Commitment ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

What Should You Look For? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Company Overview ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Quality Matters ,[object Object],[object Object]

We Stand Behind our Work ,[object Object]

The Value Solution Our Company Our Products Our Workmanship Me

Obtaining Commitment ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Presenting the Price ,[object Object],[object Object]

Overcoming Objections ,[object Object],[object Object],[object Object],[object Object],[object Object]

The Three D's ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Deflate ,[object Object],[object Object],[object Object]

Delete ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Sale Call Review ,[object Object],[object Object],[object Object],[object Object]

The Contractor's Sales Call ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Choosing the Right Contractor is a Long-term Commitment

What Should You Look For? ,[object Object],[object Object]

Sales Presentation - Kevin Nott

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