An introduction to Sales 2.0 - new style selling - and how to follow the process to make more sales.

1. SELLING IS
TODAY’S SKILL
Selling is helping people
find solutions to their
problems and then helping
them do something about it

2. WHY SHOULD EVERYBODY SELL?
• Without sales, business
doesn’t happen
• It’s about helping
people solve their
problems

3. PERCEPTION?
• Sales doesn’t have to
be some sort of
manipulative,
dishonest, low life
• You can choose to be
different
• Help people solve their
problems and show
them new possibilities

4. EVERYBODY IS IN SALES AND MARKETING
• Sales and marketing is
something everybody in the
company should be doing
24/7/365
• It’s sales and marketing:
 When you answer the phone
 When you send an email
 When people use your product
 When people read your web
site
 When people get an error in
your software
 When people are at the
checkout in your store
 When people get your invoice

5. OLD VS. NEW STYLE SELLING
• Old style selling doesn’t
work any more
 Customers have learned to
resist sales approaches
 With the result that:
 Most sales teams are less then
50% efficient
 Only about 10% of sales
opportunities close
 Only 50% of sales people
achieve their objectives
 Sales managers are in role for
an average of 11 months
 Sales effectiveness has
huge potential for
improvement

6. INTENT
• New style selling is about
the right mindset
• You’re there to help
customers solve their
problems
• Keys to success:
 Being curious
 Being analytical
 Helping them solve their
problems
 Being equal and balanced
 Only progressing when it
makes sense for both sides

7. INTO ACTION!

8. PROSPECTING
• Be a resource who
 Has useful information
 Can solve problems
• Make it easy for people
to contact you
 Be visible
 Social networking is
becoming the way
• Research and prepare
 Know who you’re talking to
• Then pick up the phone

9. DISCUSSION STRUCTURE
Build Suggest Ask for a
Diagnose
Rapport Options Decision

10. DISCUSSION STRUCTURE - DIAGNOSE
• Diagnose
 Uncover their problems
 Explore impacts of
problems
 In numbers
 In personal impacts
 How have they tried to
fix the problem?
 Who else is involved and
how are they impacted?
 Do they need to be met with
as well?

11. DISCUSSION STRUCTURE - PRESCRIBE
• Prescribe
 Discuss how they could
solve their problem
 Discuss how the solution
makes economic sense

12. DISCUSSION STRUCTURE - DECISION
• Ask for a decision
 Keep both options open
 Don’t view ‘objections’
as something to be
crushed

13. PRINCIPLES
• They talk twice as much
as you. And you hear
what they’re saying
• Be:
 Honest
 Curious
 Problem solving
 Balanced
• No guessing
 If you don’t know, ask
• Summarise frequently
and test understanding

14. TELL STORIES
• Facts don’t sell. There
has to be emotion as well
• Stories bring emotion:
 Beginning – set the scene –
who, what, where
 Middle – the problem, it’s
impacts, complications
 End – the solution and its
benefits

15. SUMMARY

16. SUMMARY
• Everybody is involved in sales
and marketing
• It’s all about mindset
 Be analytical
 Help customers solve problems
• Follow the structure
 Rapport
 Diagnose
 Prescribe
 Decision
• New style sales is:
 Fulfilling for you
 Good for your customers
 Support’s your organisation’s
success

17. MIKE MCCORMAC
About Contact
• Mike McCormac founded Sales • Connect on LinkedIn
Success and More to help • Follow me on Twitter
professional sales people selling
high value services achieve more • Email me
• He has an MBA and his sales • Phone:
background includes over 15  +357 99 860725 (Mobile)
years success selling IT services  +44 (0) 20 8133 7635 (UK)
and outsourcing as a sales
executive, sales manager and
sales director
• Mike works mainly in the UK and
Cyprus

18. SELLING IS
TODAY’S SKILL
Selling is helping people
find solutions to their
problems and then helping
them do something about it