4 Sales Blunders
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In today's tough world 90% of salespeople are not meeting their Sales Targets. Some challenges they face are: a. Chasing prospects who don’t return calls b. Inability to communicate VALUE to Buyers who, in today’s world are a lot more sophisticated, knowledgeable and cost conscious c. Hearing TIO - ‘think it over’ - all too often, when they ask for the business d. Discounting to obtain or keep business and e. Dealing with a Heavy Prospecting Pipe – Line full of ‘fence-sitters’. How to deal with these challenges, that directly affect the profitability of your company, is the aim of this presentation.
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4 Sales Blunders
- 2. Four Achilles Heels 1. Fail to ask courageous and provocative questions 2. Fail to find the real pains and PRESENT too early 3. Fail to understand the buyer‟s process 4. Fail to develop meaningful business relationships
- 3. FAIL to ask the Courageous Questions 1. What are the rules of the game? 2. Is the problem sufficiently compelling to take action now? 3. Fish for the “NO” 4. Talking to the right people? Often buyers will seduce you into thinking they are the KDM‟S. Why? = so they can get information for free
- 4. Courageous Conversations Describe the situation as they see it Explore their feelings Frame your ideas and Outcomes Invite them to commit Name the difficult remaining issues Explore the options together Plot the Road ahead D E F I N E R
- 5. FAIL to find the real Pain 1. Where is the buyer now and where would he like to be? 2. Drill down further using open probes 3. Widen the needs / gaps / opportunities (find REAL PAIN) 4. Look at consequences of action versus in-action 5. Ask don‟t tell
- 6. FAIL to find the real Pain cont ... 5. Collect the „yeses‟ 6. Let the Prospect Summarise the „yeses‟ 7. “If I say it the buyer can doubt me – If they say it, it is true”
- 7. Finding the Gaps 1 2 3
- 8. Widen the gaps Prospecting PartneringQualifying Identifying Presenting Summiting Objections 1 2 3
- 9. FAIL to understand the Buyer’s Process 1. What’s in it for me? (WIIFM) 2. Seductive questions from Buyers a) “Our current supplier hasn‟t been as reliable as we‟d like” b) “We have a problem with ......... How would you address that?” c) “We‟d like to see what other options are available to us”
- 10. d) “Do you think you could help us?” BEWARE as these questions can hijack your sales process 3. Value vs. Price a) Be relevant and constantly ALIGN b) No canned pitches FAIL to understand the Buyer’s Process cont ....
- 11. Tips for ME as the New Buyer?
- 13. Fail to understand the Buyer’s Process 1. The 5 Buying Motives: a) Durability b) Status c) Cost effectiveness d) Pleasure e) Convenience
- 14. Develop Meaningful Business Relationships 1. Vocabulary: Work as a team of 2 a) “Let US ............... b) “How do you think WE should ............. 2. Research ..................... Go Beyond the Expected 3. Peer 2 Peer 4. Be a Businessman not a Salesperson 5. Use Google Alerts
- 15. Google Alerts – go to http://www.google.co m/alerts
- 16. Alexander Forbes Weekly update ⋅ February 17, 2014 NEWS Alexander Forbes: Premiums will not be going up Independent Online Alexander Forbes Insurance forecasts an increase in weather-related insurance claims
- 17. Be Succinct and to the point Religion Sex Mystery Preferably under 10 words A t t e m p t i n g t o L a n d B e f o r e Ta k e - o f f ?
- 18. A t t e m p t i n g t o L a n d B e f o r e Ta k e - o f f ? Good God, I’m pregnant. I wonder who did it?
- 19. Find your Achilles Heel - SUMMARY 1. Identify where you are vulnerable 2. Take action now! 1. No Research = No Deal 2. Don‟t understand the Buyer‟s Process = No Deal 3. No Pain = No Deal 4. Presentation Trap = No Deal
- 20. The reality of the Close Myth: Closing is the most important part of the call – the way you close determines how successful you will be. The reality is that closing is far less important than what happens early in the sales cycle. The most successful calls close themselves. Mythbusters: How Major Sales are Really Made
- 21. Happy Selling Tel: +27 11 787 6781 Fax: +27 11 787 0726 Email: admin@peergroup.co.za www.peergroup.co.za
Hinweis der Redaktion
- Describe to your partner – the weak areas – where salespeople tend to go wrong – there’ll be a prize at END
- The Playing Field – No DISCOUNTING – lead time, It’s ok to walk away – Need to get a SPEC from you 2. Courageous Conversations - questions – give examplesSALESPEOPLE ARE TOO POLITE AND TOO NICE
- Are you talking the MAN? Playing Field – define up front the rulesFish for No = goes against the grain. KDM – give story of National Brands – FD turned down the budget!!
- In our Courses = 3 Gaps – cant talk product for 10 minutes MUST FIND 3 GAPS 1stDIVORCE yourself from your product
- Finding the GAPS is the HEART of selling.You need them to CLOSEAmmunition for ObjectionsEvery week we get dozens of worried Sales ManagersOur salespeople are not hitting TARGETS – Come and teach them to close.We have 17 Closes – Why because that’s what the public want.We go there and talk about finding the pain and the Close is no mystery.It’s a collection of YESES
- HAVE NATURAL CONVERSATIONSOn our courses = Find 3 Gaps – not allowed to present – cannot talk about their company or products for 10 min. PRESENTATION TRAPBAN promotional Material – No BrochuresHere’s a salesman who cannot resist TELLING – does it all wrong
- Align, Align Align Yourself to Buyer’s Needs
- Value = Incentive to BUY is higher than priceTHE BUYERS PROCESS You have been appointed as a BUYER – and I come to you asking for advice on Salespeople.What TIPS can you give me?DESK piling up with SUSPECTS - = Heavy Pipe Line
- Is Vocab important?(DF) of VALUE – Incentive to BUY is greater than the price. SUSPECTS vs PROSPECTS
- Partnering PEER 2 PEER
- How many of you use Google Alerts to keep abreast of Prospects and Customers?
- Be Succint and to the point – don’t waste a prospects time – living in an era of FRAZZLED BUSINESS SYNDROME
- Have a chat with your partner about how many Achilles Heels did you come up with at beginning.How many were covered today?and HAND Out Books and 2 free seats to our next Open Sales Course