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How to close more deals

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How to close more deals

  1. 1. Presented by:
  2. 2. <ul><li>The changing face of selling </li></ul><ul><li>The prospecting headache </li></ul><ul><ul><li>Research, Research, Research </li></ul></ul><ul><li>Warm calling </li></ul><ul><li>Becoming business partners </li></ul>
  3. 4. Yesterday Today
  4. 5. The product advantage has all but disappeared… <ul><li>In a world of commodities … the only differentiator is </li></ul>YOU!
  5. 6. Why should I brand myself? <ul><li>If you don't brand yourself, others will. </li></ul><ul><li>Catherine Kaputa </li></ul>
  6. 10. <ul><li>The more prospects I see the more deals I'll close </li></ul><ul><li>I need to keep my sales pipeline full of prospects </li></ul><ul><li>Getting an appointment means the prospect is interested </li></ul>
  7. 11. <ul><li>Referrals </li></ul><ul><li>Networking </li></ul><ul><li>Tap existing client base </li></ul><ul><li>Their suppliers & customers </li></ul><ul><li>80/20 Rule …. the cost? </li></ul>
  8. 12. <ul><li>Finding compelling reasons to engage </li></ul><ul><li>Detective/forensics – looking for clues to entry-point </li></ul><ul><li>FIND A LINK </li></ul>
  9. 17. <ul><li>Plan – watch your internal dialogue </li></ul><ul><li>Intro – “I’ve been looking at your website and…” </li></ul><ul><li>Present the link opportunity </li></ul><ul><li>Our specific USP (how we can help) </li></ul><ul><li>Name drop – 3rd parties </li></ul><ul><li>Close on a meeting </li></ul>
  10. 18. <ul><li>Use first names </li></ul><ul><li>Don’t ask if you can talk </li></ul><ul><li>Peer to Peer </li></ul><ul><li>LISTEN </li></ul><ul><li>Words per minute? </li></ul><ul><li>How fast does the brain think in WPM? </li></ul><ul><li>Be succinct - to the point </li></ul>
  11. 19. <ul><li>Religion </li></ul><ul><li>Sex </li></ul><ul><li>Mystery </li></ul><ul><li>Preferably under 10 words </li></ul>
  12. 22. <ul><li>It is a team of 2 working together </li></ul><ul><li>Trusted Advisor </li></ul><ul><li>Enabler </li></ul><ul><li>Win – Win Outcomes </li></ul>
  13. 23. Turbulent Talk: <ul><li>Negative words that focus immediately on what cannot be done </li></ul>Yes, but I'm afraid Ja, okay, alright (& other slang) Cannot Unfortunately No But Unavailable I can't promise, but Sorry Unable I'll try
  14. 24. Partnering Talk: <ul><li>Words & phrases that create a positive, proactive, empathetic response </li></ul>Yes, we can We're on the same side What do you think? Certainly Let us…
  15. 25. <ul><li>HR =staff welfare – motivated - churn </li></ul><ul><li>MD =ROI - strategy </li></ul><ul><li>SM = sales ratios – targets </li></ul><ul><li>PM = Quality - waste reduction - efficiencies </li></ul>
  16. 26. <ul><li>Stop selling your product/service – sell yourself </li></ul><ul><li>Research… research…research </li></ul><ul><li>Find a meaningful link </li></ul><ul><li>Understand their business intimately </li></ul><ul><li>Put them 1 st not your product </li></ul><ul><li>Add VALUE at every opportunity </li></ul>
  17. 27. <ul><li>The changing face of selling </li></ul><ul><li>The prospecting headache </li></ul><ul><ul><li>Research, Research, Research </li></ul></ul><ul><li>Warm calling </li></ul><ul><li>Becoming business partners </li></ul>
  18. 28. Would you buy what you are selling?
  19. 29. Presented by:

Hinweis der Redaktion

  • Are You Attempting to close before qualifying? From &amp;quot;cold&amp;quot; - Pre Start - Startup - Before Taxi - Taxi - Before Takeoff - Takeoff - Climb Out - Cruise - Descent - Approach - Landing - Taxi To Ramp - Shutdown - Securing Aircraft - to &amp;quot;cold&amp;quot;.

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