2. Hi, my name is Misty.
I am a marketing coach.
My formal education is in Marketing and
Graphic Communications and over 16 years
of sales experience.
I empower small business owners to take
control of their business growth by showing
them how to inexpensively - yet effectively -
market their business.
SALES SYSTEM
3. What we are going to learn today:
1. The art of asking questions
2. How to create a presentation that gets most of the objections out
of the way
3. How to handle objections easily and effortlessly…eliminating
tension
4. Power closes all champions must know
5. Get your prospect to buy…so you don’t have to sell (HINT:
Prospecting properly is the KEY!!!!)
SALES SYSTEM
5. Write down your top 3 objections:
1. Prospecting
2. Setting Appointments
3. Closing
• Do you have different objections
with different products?
4. Getting Referrals
SALES SYSTEM
6. Closing is STRESSFUL for many because:
1. They are not prepared
2. They fear rejection
Prospects are STRESSED because:
1. They fear making a mistake…
2. They have dealt with other BAD sales people before…
CLOSING IS HARD - MYTH
8. Overcoming Objections is NOT:
1. Manipulation
2. Convincing
3. Pushing
4. Getting people to buy things they don’t want, need
or can’t afford (which is why we need to ASK Q’s!!!)
MYTH
Overcoming Objections IS:
1. Teaching
2. Helping
3. Answering questions….which is a Service!
10. The Key to Successful Prospecting:
Identify if your prospect is:
Ready, Willing, AND Able
to purchase your product or service…
Brian Tracy asks it this way…
1. Does the prospect need what you’re selling?
2. Can the prospect use what you’re selling?
3. Can the person afford the product?
4. Does the person want the product?
SALES SYSTEM
11. The Key to a Successful Presentation:
1. Overcome the MOST COMMON objections
as part of your sales presentation.
2. Talk less ASK more
3. Includes TRIAL CLOSES
SALES SYSTEM
12. The SYSTEM to Overcoming Objections:
1. LISTEN
2. RESTATE - Restate the objection
3. ISOLATE - Is that the only…objection?
4. TRIAL CLOSE - So if I can…will you…?
5. REAL OBJECTION REVEALED - So the real concern is…
6. TRIAL CLOSE - So if I can…you will…?
7. INFORM / OVERCOME / SOLVE PROBLEM
8. CLOSE like a CHAMPION!
OVERCOMING OBJECTIONS
13. ASK FOR THE SALE!
Trial Closes:
1. Does that make sense?
2. Is that correct?
3. Which do you prefer?
4. How do you see us fitting in?
5. Where do you stand on this?
6. Do you agree?
7. Is this what you were looking for?
8. Are we on track with what you were thinking?
14. Champion Closes:
1. Demonstration Close 11. Take away
2. Alternative Close 12. Ben Franklin
3. Hot Button Close 13. Summary Close
4. Assumptive Close 14. Example Close
5. Power of Suggestion Close
6. What Would It Take…
7. Porcupine Close
8. Reverse Close
9. Sudden Death Close
10. Level with me
ASK FOR THE SALE!
Can I have a “prospect” please…I have a desk of cards (which are all the products / services I sell)I know what product my “prospect” needs based off key questions I have asked (which I will train you on today)…The product my it’s written on the back of the white board…It is my job as the sales professional to LEAD my prospect to see why my product is the right product for them…but yet make sure that I am LEADING them not TELLING them!!!!!!!!!!!!!!!!!!!!!!Watch In a deck of cards you have:Face cards and numbered cards…which do you prefer?You have Ace/King or Queen/JackYou have Ace / Kings…which do you preferYou have black or red…which do you prefer?You have hearts/diamonds…which do you prefer?
Write the objections on the board…
Objections is a request for more information (or a request for clarity)…
To be effective as a salesperson…we have to LOVE salespeople…A sleezy sales person is…him A pushy sales person is the person who “pushes” his/her product on us without asking us if we are even interested…EXAMPLE: Casual conversation about
There is objections involved in all steps of the sales system…The key to a successful sales system is ASKING QUESTIONS – NOT TELLING INFORMATION!!!!!!!!!!!!!!!!!!If you ask the right questions…you will get less objections…We talked about prospecting a few weeks ago but I would like to re-visit this area for a minute because if you prospect right…people will BUY you don’t have to SELL!
If you have a problem setting up an appointment….the prospect is:Not readyNot willingNot able
The more we talk….the more objections WE CREATE!!!!Sometimes our most PAIN IN THE BUTT customers are because WE CREATED THE MONSTER!!!
Most think the best way to overcome objections is…..INFORMATION…..that’s furthest from the truth! ASKING QUESTIONS IS Write the system on the left side of the board…It’s important to note that your presentation should have covered MOST of the concerns….that is why you do not need to spend a lot of time informing and giving more information (because they already have the information….if you get the same objections regularly then you should try to incorporate these into your presentation because these are COMMON concerns.
Most think the best way to overcome objections is…..INFORMATION…..that’s furthest from the truth! ASKING QUESTIONS IS Closing EXAMPLES:Demonstration Close (mutual funds)Triplicate of ChoiceHot Button Close (realestate….prospect wants a pool) Unskilled sales people DON’T LISTENAssumptive (when do you need the … by? Great! Let’s get you scheduled)Power of Suggestion Close speaks as if the prospect already owns the product/service (your kids are going to love the park right down the road)What would it take…to gain your businessSudden death – We’ve spent some time now…why don’t we move to making a decision either way.Level with me – what’s the REAL reason?Porcupine close – If I
Most think the best way to overcome objections is…..INFORMATION…..that’s furthest from the truth! ASKING QUESTIONS IS Closing EXAMPLES:Demonstration Close (mutual funds)Alternative Close (Triplicate of Choice)Hot Button Close (realestate….prospect wants a pool) Unskilled sales people DON’T LISTENAssumptive (when do you need the … by? Great! Let’s get you scheduled)Power of Suggestion Close speaks as if the prospect already owns the product/service (your kids are going to love the park right down the road)What would it take…to gain your businessPorcupine close – If we can break the payments up over 3 months…Reverse close – let’s pretend when I met you that you owned (what I am proposing) and I was trying to convince you to buy (what you have)Sudden death – We’ve spent some time now…why don’t we move to making a decision either way.Level with me – what’s the REAL reason?Take away – use sparinglyBen Franklin – pros and consSummary – let’s summarize what we covered…Example – cell phone (story)
