SALES MASTERY - Mastering the Art of Selling

SALES MASTERY
Mastering the art of selling
©JOHAN IRWAN KAMAROZAMAN

The Sales Mindset1
Prospecting Power2
The Sales Strategies3
The Sales Presentation4
Closing The Deal5
TrainingContent

INTRODUCTION
SALES MINDSET
PROSPECTING POWER
SALES STRATEGIES I
SALES STRATEGIES II
SALES PRESENTATION
CLOSING TECHNIQUES
SUMMARY & CLOSING
9.00am
11.00am
2.00pm
3.30pm
DAY I DAY II
LUNCH

©2017, Johan Irwan Kamarozaman
Your Objectives and Goals
5

WE ARE ALL IN
SALES NOW
BUT SALES IS NOT
WHAT IT USED TO BE!

©2017, Johan Irwan Kamarozaman 8
More sellers than buyers
More complex
Requires greater focus & Clarity
Customer are more demanding
Closing is harder
Requires greater preparation
New Realities in Sales

Source: To Sell is Human, Dan Pink

“Nobody likes to be sold
but everybody likes to buy.”
10
Earl Taylor

Understanding the
Psychology of Sales

Title Text
12
INTERNAL
REPRESENTATION
STATE
PHYSIOLOGY
BEHAVIOUR
CONSCIOUS
UNCONSCIOUS • Meta-Programs
• Values
• Beliefs
• Decisions
• Memories
EXTERNAL
EVENTS
THE FILTERS
D E L E T I O N1
D I S T O RT I O N2
G E N E R A L I Z AT I O N3
NLP COMMUNICATION MODEL
www.johanirwan.com

D E L E T I O N1
D I S T O RT I O N2

D E L E T I O N1
R E T I C U L A R A C T I VAT I N G S Y S T E M

D I S T O RT I O N2
Assumptions created from:
1. Past experience
2. What we have been told
3. Meaning we give to an event

We draw global conclusions
based on one or two experiences.

} Create
PERCEPTION
D E L E T I O N1
D I S T O RT I O N2

Title Text
20
INTERNAL
REPRESENTATION
STATE
PHYSIOLOGY
BEHAVIOUR
CONSCIOUS
UNCONSCIOUS • Meta-Programs
• Values
• Beliefs
• Decisions
• Memories
EXTERNAL
EVENTS
THE FILTERS
D E L E T I O N1
D I S T O RT I O N2
NLP COMMUNICATION MODEL
www.johanirwan.com

S P E R RY ’ S M O D E L
Left Brain
Logical
Verbal
Mathematics
Facts
Lineal
Analysis
Figures & Words
Right Brain
Creative
Visual
Artistic
Ideas/Imagination
Holistic
Images & Symbols
Intuition

M A C L E A N ’ S M O D E L
Our brain feels about 30,000
times faster than it acts, and it
acts about 30,000 times faster
than it reasons.

QUALITY OF TOP
SALES PEOPLE
26
Ambitious
Courageous
Committed to your work
Professional
Responsible
Thoroughly prepared
A Continuous learner
Passionate
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Setting goals is the
first step in turning
the invisible into
visible.

The power of planning
and written goals
31
no written or verbal
goals or plans
verbal goals
written
the power of planning and written
goals…
Only 3% of people have written goals and plans, these
people account for 98% of the wealth.
3%
27%
70%
98% of
wealth

G
O
S
P
A
oals
bjectives
trategies
lans
ctivities

The greatest danger for
most of us
is not that our aim is too
high and we miss it,
Michelangelo
“
but that it is too low
and we reach it.
”

Goals
Objectives
Strategies
Plans
Activities

Goals
Objectives
Strategies
Plans
Activities
• A place you want to achieve at the end up at certain period of time
• Sub-goals that must accomplish in order to achieve goals
• Method use to accomplish objectives
• The plans that intended to do based on your strategy
• Daily action to carry out the plan

You can accomplish more in a
week or a month with clear
written plan than you can
accomplish in a year or even two
years without one.

38
Characteristic
of ProspectProduct and
Service
Offered

Understanding your products
39
Products
Features
Beneﬁts

Leads
Prospect
Potential Buyer
Customers
Attention
Interest
Desire
Action
Raving Fans Loyalty
SALES FUNNEL

Strategic Selling
42
Specialization1
• What problem do you solve
• Who are the prospect who
have this problem?
Differentiation2
• What is your uniques
selling proposition (USP)?
• What is your area of
excellence?
Segmentation3
• Which customer segment
can beneﬁt the most from
my product?
• Who can buy it and pay it?
Concentration4
• What are the main activity
to reach out to this
customer?

Leap Leadership Academy | 44
71% of customers buy
because they like you,
trust you and respect you.

Golden Triangle of Selling
45
Friend
Advisor Teacher

Relationship Selling
46

Educational Selling
47

Consultative Selling
48

The New Model of Selling
49
10%
Rapport
20%
Qualify
30%
Present
40%
Close
Built Trust
40%
Establish Need
30%
Present
Solutions
20%
Conﬁrm
10%
Old Model
of Selling
New Model
of Selling
www.johanirwan.com

4 Component of Trust
51
• Credibility
• Reliability
• Intimacy
• Self-worthiness
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P E RC E P T I O N
i s
R E A L I T Y

• What do you look like in 12 feet
• What do you look like in 12 inch
• What are your ﬁrst 12 words
12 x 12 x 12
RULE

RAPPORT
56

Albert Mehrabian on non-verbal
communication
57

No rapport,
no right to sell!
59

Matching and Mirroring
61
When 2 persons are in rapport, they are matching each other

Matching and Mirroring
62
When 2 persons are not in rapport, they are not matching
each other

Body Language
63

Matching the body
64

Speed and Volume
65

Keywords
66

Usage of Metaphor
67

Activity: Building Rapport
68

Mistakes in sales
69

Leap Leadership Academy |
Identifying Need
70
The key to sales success is to ask
intelligent questions and listen closely to
the answer.

Asking intelligent questions
72
O P E N Q U E S T I O N C L O S E D Q U E S T I O N
HOW?
Who, what, when, how, where
WHY? - be careful
Do you, have you, is it,
can you, etc.
To provide information
WHEN TO
USE?
Gain clarity/confirmation
on choice/decision
Lengthy answerWHAT? Yes or no answer

Gap Analysis
73
Current state
Desired state
Gap
* No gap? No sale!
Solution

Sub-Modalities
74
VISUAL
AUDITORY
KINESTHETIC

Visual Constructed (Vc)
Auditory Constructed (Ac)
Kinaesthetic (K) Auditory Digital (AD)
Auditory Remembered (AD)
Visual Remembered (Vr)
Eye Accessing Cue
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Pacing and Leading
76

BODY LANGUAGE SIGNS
77

Palms up
91

Palms Down
92

Pointing Finger
93

Proximity
94

HAND SHAKING
95

Handshaking types
96
Dominant
Bone Crusher
Limp Fish
Just Finger
Double Handler
Long Handshake
Firm Handshake

98
"Sales people "don't" sell...
They influence people to
want to buy."
Phil Berg

Leap Leadership Academy |
How to influence
99
Source: Inﬂuence, Dr. Robert Chialdini

SHOW, TELL, AND ASK
QUESTION
101
Show:
This car has airbag (features)
Tell:
Which means it gives you extra security when you are
driving (beneﬁts)
Question:
Would you think extra security is good for you?

Sell emotions
102

Magic Word
103
Imagine Because Recommend

Problems
104
Solutions

Phrases That Converts
107
New
Sensational
Remarkable
Secret
Tell us
Inspires
Take
You
Introducing
Improvement
Amazing
Because
Free
Suddenly
Now
Announcing
Help
Promote
Increase
Create
Discover
Instantly

The 20 most influential words,
via David Ogilvy
108
Where to try these words:
Headlines, bullet points,
subject lines
•Suddenly
•Now
•Announcing
•Introducing
•Improvement
•Amazing
•Sensational
•Remarkable
•Revolutionary
•Startling
•Miracle
•Magic
•Offer
•Quick
•Easy
•Wanted
•Challenge
•Compare
•Bargain
•Hurry

Closing Mistakes
110
Let me think about it…
I will get back to you
later on this…

Test Close
112
It looks like you really like this. Is that true?
If you took it home, would you be proud to own this?
Do you prefer the larger or smaller version?
How would it look on the shelf back at home?

Reading from Body Language
113

Sales Closing
114
1.Invitational Close
2.Preference Close
3.Directive Close
4.Authorization Close
5.Secondary Close
6.Objection Close
7.“Let me think it over” Close

Invitational Close
115
You: Does this make sense to you so far?
Prospect: Yes, it looks pretty good.
You: Well, then, why don’t you give it a
try?
Soften decision, reduce stress -
make it easier to say yes

Preference Close
116
Giving a choice of two items
— alternative close
“Would you like to pay by cash or credit card?”
“Do you prefer policy A or policy B?”

Directive Closing
117
You are assuming the sales.
*Requires conﬁdence, ﬁrmness, and directness on your part.
You: Does this make sense?
Prospect: Yes, it looks pretty good.
You: Well, the next step is…..

Authorization Close
118
The word authorize instead of sign is powerful because people
don’t like to sign things, but they like to authorize thing.
You: Do you have any questions or
concern that I haven’t covered?
Prospect: No
You: If you will just authorize this, we can
get started right away.

Secondary Close
119
Close on minor issue.
Increase the temperature of buying
If you bought this today, would you want
this free cap or umbrella?

Objection Close
120
If they are using a reason, try to satisfy the reason.
Use the word ‘could’ and ‘would’.
Don’t commit
If we could deliver it on Sunday, would
you want to take this up?

“Let me think over it” Close
121
Resistance from prospect
Stop giving pressure to the client.
Agree to what client have said and ask questions.
Try to address their concern.
Obviously you have a good reason to
think over it. Do you mind if I ask what is
your concern?

Following Up
122

7 Techniques of
Handling Objection
124
1. Listen Attentively
2. Acknowledge the questions (Thank you)
3. Repeat the keywords
4. Use the same metaphor (if any)
5. Use story telling
6. Answer the only concern part
7. Ask a close question — A yes questions
8. Reframe their thoughts www.johanirwan.com

Reframing
125
Looking at things from different point of view

Activity: Handling Objection
126

BUT ONLY 11% OF SALES PEOPLE
ASK FOR REFERRALS.
91% of
customers say
they’d give
referral.
127

THANK YOU
Johan Irwan
SALES MASTERY
Mastering the art of selling
johan@leap.com.my

SALES MASTERY - Mastering the Art of Selling

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SALES MASTERY - Mastering the Art of Selling